Category: Blog

What Selling Value Means

Value has many meanings.  So, selling value can also be ambiguous.  As I talk with sales professionals about selling value, they often bring up the

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The Strategic Hot Dog

When running a pricing organization, I recall salespeople coming back to HQ to justify a deep discount for a customer.  The #1 claim, “They are

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Raise Prices Now!

Inflation is here.  It’s time to raise prices.   OK, all good pricing professionals know that costs don’t drive pricing. Willingness to pay drives pricing.  Sure

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