Product Myopia: The Antidote
July 27, 2026
This is the fourth and final post in a series on Product Myopia. If you missed the first three, I introduced the disease, showed you
Category: Blog
Product Myopia: The Symptoms You’ve Been Misdiagnosing
July 20, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Over the last two weeks I introduced Product Myopia, the
Product Myopia: Where It Hides in Your Company
July 13, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Last week I introduced Product Myopia, the belief that value
Product Myopia: The Disease You Don’t Know You Have
July 6, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Your deals are stalling. Your roadmap keeps growing, but your
The Value Was Always There
June 29, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Buyers don’t pay for the value you create. They pay
Hidden Problems, Hidden Value
June 22, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. A friend of mine bought a new mattress because her
The Case for Token-Based Pricing
June 15, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. I’ve spent decades arguing against cost-plus pricing, and token-based pricing
Stop Measuring WTP. Start Shaping It.
June 8, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Most pricing experts want to know what buyers are willing
The Business Case Nobody Built
June 1, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. You beat out all the competitors. The buying committee agrees
You Didn’t Lose the Deal. You Lost the Commitment.
May 25, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Last week I introduced the Notice, Decide, Commit framework. The
