Impact Pricing Blog
I Hate Loss Aversion
I just got an email from Starbucks Rewards with the headline, “Some of your Stars are expiring.” My first reaction was to figure out when
Acquisition Pricing for Retention
Often, we think about and manage one revenue bucket at a time, WIN, KEEP, or GROW. Doing this we can be more focused and the goals
Stop Sales Discount Authority!
Some time ago, I had the privilege of interviewing Mark Hunter (TheSalesHunter.com) for a podcast episode. I’ve been reading Mark’s blogs and books for a
Willingness to Pay vs Price Sensitivity
We pricing people often use the phrase Willingness to Pay. The profit maximizing price for any customer is to charge what they are willing to pay. We
Perceived versus Real Value
The most important concept in Value Based Pricing is customer perceived value. You can only get paid for what customers believe. I often do a little
4 Steps to Being a Great Director of Pricing
Hi Mark, I’ve been a pricing practitioner for many years now, with experience in several industries on the individual contributor and manager level. It has
