3 Reasons Why A/B Testing Probably Doesn’t Make Sense For Your Company
January 10, 2020
This is a Q&A blog post with pricing expert, Mark Stiving. If you have a pricing question for Mark, ask on his LinkedIn page. Question:
Category: Blog
Price Elasticity is for Economists, Not Companies
January 8, 2020
I’ve written about this several times during my career, and here’s the periodic rant. Your boss was in school and learned about price elasticity. What
Q&A: First Step to Revising Prices
January 3, 2020
Question: We’re a small organization without a formal “pricing” person or any real framework for how we gather and act upon pricing data we get
The Importance of Reference Prices: What a Buyer Expects to Pay
January 1, 2020
What is Useful About Reference Prices? A reference price is what a buyer expects to pay. If your price is above that, it’s very hard
Q&A: Measuring Willingness To Pay Without Data
December 27, 2019
Question: Hi Mark, How do you measure customer’s willingness to pay when data is unavailable or sparse? – J Answer: Hi J, By saying “data
Defining Value: A Community Discussion
December 25, 2019
What is Value? Recently, I’ve been involved in 3 different conversations on LinkedIn about this topic. One of them I intentionally initiated because I was
How To Structure B2B Rebate Programs
December 20, 2019
Question: Hi Mark, I hope all’s well! I have an exercise I’m working on which is to develop a B2B rebate program. Aside from your
Are You a Price Leader or Price Follower?
December 18, 2019
The title of this article might also be rephrased as this question: When you set prices, how much do the competitor’s prices matter? What is
Q&A: Value vs. Willingness to Pay
December 13, 2019
Question: I am confused by the terminology around Value and Willingness to Pay (WTP). I may get $100 of value but only willing to pay
4 Tips to Successfully Negotiate B2B Deals
December 11, 2019
Many B2B sales are done with a direct sales force that negotiates with procurement agents. Procurement agents are MUCH better prepared to negotiate than salespeople.
