
Memecast #63: Gives and Gets
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
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?