Impact Pricing Blog
Written by a Human!
Who Should Own Pricing?
This is undoubtedly the most common question I get when talking with groups about pricing. And you’ll hate my answer: It depends. But let’s dive
Listen to Your Market, then Think
Buyers trade money for value. This is my first principle of business. If we want to get more money, we have to help buyers perceive
Brilliant Price Move by Amazon Prime
Amazon is semi-copying a recent move by Netflix, but let’s dissect the brilliance. Amazon Prime just announced they will be adding ads to their content.
Pricing Platforms and Solutions
A solution is a product or service that solves a problem. A platform is a product or service that can be used to solve many
Three Types of B2B Value
Buyers trade money for Value. In B2B, value is measured in incremental profit. Let me repeat: Value is Incremental Profit to your business customers. Prospects
Why Your Salespeople Don’t Sell Value
The answer is obvious. They don’t know the value of your product. The CEO of a $15M company said to me, “My salespeople don’t sell
