Proven Value
February 8, 2024
One big aha! moment I had when studying subscriptions was the difference between perceived and real value. To win new customers, you have to communicate
Category: Blog
To Discount or Not To Discount
February 1, 2024
Mr. Shakespeare might have said: To discount or not to discount. That is the question. Given that binary choice, I’m a huge fan of discounting
Who Should Own Pricing?
January 25, 2024
This is undoubtedly the most common question I get when talking with groups about pricing. And you’ll hate my answer: It depends. But let’s dive
Listen to Your Market, then Think
January 18, 2024
Buyers trade money for value. This is my first principle of business. If we want to get more money, we have to help buyers perceive
Brilliant Price Move by Amazon Prime
January 11, 2024
Amazon is semi-copying a recent move by Netflix, but let’s dissect the brilliance. Amazon Prime just announced they will be adding ads to their content.
Pricing Platforms and Solutions
January 4, 2024
A solution is a product or service that solves a problem. A platform is a product or service that can be used to solve many
Three Types of B2B Value
December 28, 2023
Buyers trade money for Value. In B2B, value is measured in incremental profit. Let me repeat: Value is Incremental Profit to your business customers. Prospects
Why Your Salespeople Don’t Sell Value
December 21, 2023
The answer is obvious. They don’t know the value of your product. The CEO of a $15M company said to me, “My salespeople don’t sell
Growth Comes from Value
December 14, 2023
There are only two ways to increase your revenue (and profit): win more customers and grow your current customers so they give you more money.
Don’t Do What Sirius XM Did
December 7, 2023
Sirius XM lowered their prices from $10.99/month to $9.99. This is a 9% price reduction. And, odds are good; this is a very costly decision.
