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
Category: Blog
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
Value-Based Prospecting
September 21, 2022
Prospecting is the act of filling a salesperson’s workload. Salespeople can only work on so many deals at a time. When they have open time,
How to Give Salespeople Discount Authority
September 14, 2022
In the last two weeks, I described why you shouldn’t and why you should give the authority to discount prices to salespeople. This week,
Why You SHOULD Give Salespeople Discount Authority
September 7, 2022
Find out all the reasons why you SHOULD give salespeople discount authority in the sales process. This can help increase sales.
