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
Category: Blog
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
More Lessons from Netflix
October 26, 2022
Netflix is adding an ad-supported tier to its product line. For only $6.99 you can subscribe to Netflix and receive 4 to 5 minutes of
Value and Price for a Few Customers
October 19, 2022
A question from a reader: G’day Mark, A question for your newsletter (which I love, BTW): how do you determine value & price points where
The Strategic Hot Dog
October 13, 2022
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
Raise Prices Now!
October 5, 2022
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
Reading Buyers’ Minds
September 28, 2022
I wish I could read people’s minds. Don’t you? Of course, we can’t, but what if we can get closer? What if we can get
