Urgent Pricing Decisions
May 5, 2025
Pricing is incredibly important. It is what makes a company viable. It drives your near-term and long-term revenue and profit growth. It is a major
Category: Blog
Why I Don’t Use Value Maps
April 28, 2025
Value Maps seem to be a staple in pricing. Colleagues write about them. Many teach them. In theory, they are great. I don’t use them.
Moving Hearts and Minds
April 21, 2025
Any major change to pricing strategy or tactics requires several people to cooperate, which means you need the ability to influence them. I used to
Willingness to Pay Is Not Rational
April 14, 2025
Charging what a buyer is willing to pay is the single profit-maximizing price. It’s impossible to do better. But, it’s also impossible to know exactly
Tariffs Are a Second Chance
April 7, 2025
Inflation peaked at 9.1% in June 2022. In 2023 and 2024, I was surprised to find companies that still had not raised their prices. I’m
Price Segmentation at National Parks
March 31, 2025
In a Wall Street Journal article titled “How to Save Our National Parks,” Brian Yablonski suggested charging foreigners more than citizens for entry into US
Reasons Why B2B Salespeople Discount
March 24, 2025
Discounting is a powerful lever salespeople have to help win deals. It can win deals you might have lost and possibly shorten the sales cycle.
Practical Pricing in a World with Tariffs
March 17, 2025
Worldwide, tariffs are in flux. I’ve read a lot of great advice on how to prepare for them. For example, long-term contracts should be written
Creating Pricing Power That Lasts: A Guide for Long-Term Holdings
March 10, 2025
You can listen to the full audio version of this blog we call — Blogcast. Long-term holding companies acquire businesses with the intention of growing them
Pricing AI: The Rules Haven’t Changed, But Your Strategy Should
March 3, 2025
Pricing AI products seems complicated, but the truth is—it’s not. The fundamentals of pricing haven’t changed, even if AI itself is transformative. Whether you’re pricing
