Most Recent Content
Q&A: Pricing Collateral for Sales Teams
Question: “For a sales team, what are the top pieces of pricing collateral I should create?” from Kelsey who is in Product Marketing. Answer: The
Ep7: Jim Geisman – Subscription Pricing Expert
Jim Geisman started and managed Software Pricing Partners from the early 80’s until 2018. The firm focused on software pricing strategies, processes, and tactics that
Career Question from a Pricing Analyst
Question: Hi Mark, I am very interested in your field. I’m currently in charge of pricing and analysis. I’m facing a challenge in making my
Ep6: Maree McMinn – The Pricing Rebel
Maree McMinn, known as the Pricing Rebel, is a pricing practitioner for about 12 years. Currently, she’s the Indirect Procurement Manager of Valvoline. Maree has
‘Will I’ Products: Pricing Foundations 3
“Will I” In Foundation 2: How Buyers Decide – Will I? or Which one? we emphasized that buyers are not price sensitive when making the
Ep5: Scott Francis – Strategic Pricing Solutions
Scott Francis formed SPS in 2005 after an extensive career improving profitability in the senior leadership of corporate finance and marketing entities, including CFO
How Buyers Make Purchase Decisions: Pricing Foundations 2
If you read the blog Foundation 1: Adopt Value-Based Pricing (VBP), you realize that we should set prices based on how much value buyers perceive
Ep4: Michael Hurwich – The Joy of Pricing
Michael Hurwich is the global president of SPMG, a pricing strategy, and consulting services. He has consulted to major Fortune 500 and mid-sized firms for
You want to win more business at higher prices,
so why can't you?
You likely have a VALUE problem.
- Your pricing team doesn’t understand the VALUE of your products well enough to price them.
- Your salespeople have a hard time helping buyers know the immense VALUE you already provide.
- Your marketing team focuses on your products instead of what buyers VALUE.
- Your product team doesn’t prioritize products and features based on the VALUE buyers desire.
The bottom line, people in your company don’t understand what VALUE means to your customers. When they do, they close bigger deals at higher prices every time. Follow us to learn more!
