The ability to have a value conversation is an incredibly powerful skill. Usually, salespeople use this tool, but product managers, marketers, and pricing people can also
Too much revenue, profit, and value are given away to procurement agents. This absolutely means that salespeople need to become better at negotiating and at selling
Last week we talked about how hard it is for individuals to focus on customer value. If you think it’s hard for one person, try getting
What do you do? Before you read on, please answer that question in your mind. Obviously I can’t guess your answer, but I can guess some
Here is a question from a reader/listener. Hi Mark, Here is a topic that is making me wonder — which I am sure you have
Lately, I’ve had the need to and pleasure of thinking about using data for the purpose of segmentation. If you are statistically oriented, you know we’re
Jay Leno used to say on a Dorito’s commercial, “Crunch all you want, we’ll make more.” But what if they can’t make more? As I write
Buyers only buy when they perceive the value is higher than the price. If you don’t have enough buyers, either your price is too high or
Many SaaS companies who offer an infrastructure type SaaS product that runs on AWS (or similar) sell credits. There are likely two key reasons for
Last week I wrote that it’s a bad idea to use credits as your pricing metric. They are confusing and unpredictable so your buyers don’t like
