What “Pricing” Can Teach Sales
January 11, 2023
I’m a failed salesperson. Early in my career, I shifted from engineering to technical sales, and I was horrible. (Do you know how to identify
Category: Blog
Pricing Trends in 2023
January 4, 2023
As 2022 comes to a close and we begin 2023, a common question I get is, “What pricing trends will we see in the new
A Nespresso Price Increase
December 22, 2022
As a Nespresso customer, I recently received this email announcing a price increase. Dear Valued Nespresso Customer, We want to inform you that beginning
A Price Negotiation Example
December 14, 2022
My clients rarely try to negotiate with me, but every once in a while they do. Here is a potential client who did. We had
372: Black Friday and Price Elasticity
December 7, 2022
You may know that I am NOT a fan of price elasticity for companies. We just experienced Black Friday, which provides a wonderful example of
Thoughts on Black Friday Pricing
November 30, 2022
My pricing friend, Courtney Rogers, recently posted advice on whether or not to participate in Black Friday. Her advice is wise. She articulates that this
Pricing Skills for Subscriptions
November 23, 2022
A friend recently asked me what pricing skills I thought they should look for as they transition from a traditional business to a subscription. There
An E-Commerce Price Segmentation
November 16, 2022
Last week I attended the Subscription Insider conference in New York where I ran into a “product” I had never seen or thought of, but
What Selling Value Means
November 9, 2022
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
A Fabulous New Behavioral Economics Trick
November 2, 2022
I’m a skeptic and a laboratory of 1. This morning I was enticed by a trick I hadn’t seen before. First, I’ll tell you the
