Adopt Price Segmentation
June 22, 2022
I often say, “Price segmentation is the second most profitable pricing decision any company can make.” We posted this recently as a meme and a
Category: Blog
Buyer’s Value Journey Map
June 15, 2022
How do customers go from realizing they have a problem to buying a solution? Many marketing people and courses talk about the buyer’s journey. Heck,
To Fee or Not to Fee?
June 8, 2022
A friend who runs a business recently changed her pricing (without talking to me first, ugh.) One thing she did was add a $10 service
The Power of Economic Value
June 1, 2022
Customers’ willingness to pay is always a function of their perception of value. Always! The problem is value is such an ambiguous concept. How much
Are iPhone Users Not Price Sensitive?
May 25, 2022
Are they? Before I give my answer, think about this yourself. How would you answer it? There is an important lesson here. OK, my answer is … “it
How Much Does a Buyer Value Your Product?
May 18, 2022
Value-based pricing means charging what a customer is willing to pay. Willingness to pay is a function of how much a buyer values your product.
Data and/or Value
May 11, 2022
I love data! Executives love having data to help make decisions. As a pricing geek, there is nothing better (almost) than watching an ASP trend go up
Taking the Ambiguity out of Value
May 4, 2022
Salespeople are often told to “Sell Value.” This is brilliant advice, but what is value? Ask several people in your company and you will get many
The Value of Selling Value
April 27, 2022
Salespeople are often told to “Sell Value.” This is brilliant advice, but why? In my newest book, Selling Value: How to Win More Deals at
Selling Value
April 20, 2022
My new book is out! My new book is out! Yes, even though it’s my third, this one just gets me so excited. Please indulge me to
