When most companies talk about “market segments,” they really mean industries: aerospace, automotive, healthcare, etc. That’s easy, but it’s wrong. Industries are proxies, not segments.
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
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.
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
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
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
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
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.
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
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
