Impact Pricing Blog
Data and/or Value
I love data! Executives love having data to help make decisions. As a pricing geek, there is nothing better (almost) than watching an ASP trend go up
Taking the Ambiguity out of Value
Salespeople are often told to “Sell Value.” This is brilliant advice, but what is value? Ask several people in your company and you will get many
The Value of Selling Value
Salespeople are often told to “Sell Value.” This is brilliant advice, but why? In my newest book, Selling Value: How to Win More Deals at
Selling Value
My new book is out! My new book is out! Yes, even though it’s my third, this one just gets me so excited. Please indulge me to
Don’t Forget the Customer
During an opportunity to review a presentation one of my clients will give to an internal audience, I had a huge aha moment. This will
Best Example for “Costs Don’t Drive Pricing”
A lot of people liked or commented on one of our memes this week. It said: Costs don’t drive pricing. Willingness to pay drives pricing. I
