
Adopt Price Segmentation
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
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
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,
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
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 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
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.
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
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
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
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