The Value of Selling Value
April 27, 2022
Learn the 4 big benefits to companies and salespeople if they could learn to communicate value to a buyer in a way that increases that buyer’s perceived value.
Category: Blog
Selling Value
April 20, 2022
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
Don’t Forget the Customer
April 13, 2022
During an opportunity to review a presentation one of my clients will give to an internal audience, I had a huge aha moment. This will
Best Example for “Costs Don’t Drive Pricing”
April 6, 2022
A lot of people liked or commented on one of our memes this week. It said: Costs don’t drive pricing. Willingness to pay drives pricing. I
Shrinkflation, the Hidden Price Increase
March 30, 2022
In the face of inflation, companies are looking for ways to raise prices as painlessly as possible. Here comes shrinkflation to the rescue. Shrinkflation is
Peloton Tests New Pricing Model
March 24, 2022
Peloton’s new CEO, Barry McCarthy, is trying to get the company back to profitability. He is testing a new pricing model in some locations where instead
Pricing People Shouldn’t Set Prices
March 16, 2022
This title feels wrong, but it isn’t. When I’m asked, “who should own pricing?” I answer the same way every time. Someone who knows the value of
The Value of Teachers vs. Athletes
March 9, 2022
I think we can all agree that a teacher provides more good in the world than a professional athlete. And we know that professional athletes are
Indirect Customer Impact
March 2, 2022
Last week we discussed direct customer impact. These are the roles that are directly responsible for creating, communicating, and capturing value. This week, let’s look
Direct Customer Impact
February 23, 2022
Your company exists to create value for your customers. Many roles inside your company are directly responsible for creating, communicating, and capturing value. These are people who
