Category: Memecast

You probably know that when we’re negotiating, we do gifts and gets. We don’t give anything unless we get something in return. Purchasing people are

If buyers are asking us for a business case, or help to write their own business case, what they’re trying to do is document economic

Behavioral economics are fun. These are those tactics, the things that we see where our buyers are behaving irrationally, and yet we know they’re irrational

Your marketing department, your product managers, somebody in your company has probably created value propositions for your products. And I love these. These are great

Value-based pricing really is impossible to do perfectly. In order to do value-based pricing perfectly, I would have to be able to read every customer’s

It’s true, value-based pricing is the optimal pricing strategy. Value-based pricing simply means charge what our customers are willing to pay. If a customer is

Boy, there’s no way I can completely explain this impactful insight in a brief conversation. But understand, if we can get our salespeople to shift

It’s absolutely true, people don’t buy products, they buy solutions to problems. When we talk about our products, when we talk about our features, that

It really is fascinating that experts can translate our features into our benefits. And oftentimes as salespeople, as pricing people, as product managers or product

Usually, when we think about creating a new business model, it revolves around pricing. It often revolves around, what are we going to charge for?