Champions of Value: Our New Online Community
November 27, 2019
As many of you may know, we recently launched a new website called Champions Of Value. We did this for two huge reasons, one strategic
Category: Blog
Q&A: Is Negotiation Always Reasonable for Salespeople?
November 22, 2019
Question: I saw your LinkedIn post about not having questions to answer. So here’s one (a bit more skewed towards an enterprise sales opportunity): One
8 Steps To A Pricing Transformation
November 20, 2019
Two companies have asked me for proposals in the last 2 weeks for help in completely transforming the way they do pricing. Huge kudos for
How to Influence Buyer Decisions
November 15, 2019
Question: What are the key success factors associated with price pack and channel strategy? How would you measure its success? K. Answer: OMG! I love
Defining a Subscription Business is Harder Than You Think
November 13, 2019
As I’ve been studying and cogitating on subscription value and pricing, I keep running into interesting “subscription” type businesses. The definition for a subscription business
Are Monthly or Annual Subscription Plans Better?
November 8, 2019
Question: I’ve listened to (and enjoyed very much) some of Mark’s pricing podcasts as well as have attended the Pricing Pragmatic marketing course, which was
How to Use Game Theory to Increase Value
November 2, 2019
As a doctoral student, game theory was by far my favorite topic. It has so many applications in the pricing world. Defining Game Theory As
What is Pricing Strategy?
October 8, 2019
One of the recent pricing quotes we posted on LinkedIn said, “Pricing strategy requires more direction than simply maximizing profits.” A reader suggested this would
3 Steps to a Pricing Transformation: Ask an Expert
October 8, 2019
Question: Hi Mark, I hope you are well. I would like you to write a new blog/ article on how organizations should embark on a
Q&A: Why Do You Buy Services?
October 4, 2019
Question: Hey Mark. I’m doing pricing for services and my question is – Why do you buy services? S. Answer: Hi S. Although I’m
