Reasons Why B2B Salespeople Discount
March 24, 2025
Discounting is a powerful lever salespeople have to help win deals. It can win deals you might have lost and possibly shorten the sales cycle.
Tag: pricing
Practical Pricing in a World with Tariffs
March 17, 2025
Worldwide, tariffs are in flux. I’ve read a lot of great advice on how to prepare for them. For example, long-term contracts should be written
Creating Pricing Power That Lasts: A Guide for Long-Term Holdings
March 10, 2025
Long-term holding companies acquire businesses with the intention of growing them for decades, not years. While many LTH firms identify pricing opportunities during due diligence,
Pricing AI: The Rules Haven’t Changed, But Your Strategy Should
March 3, 2025
Pricing AI products seems complicated, but the truth is—it’s not. The fundamentals of pricing haven’t changed, even if AI itself is transformative. Whether you’re pricing
The Secret to Using AI in Pricing: Ask Expert Questions
February 17, 2025
If you’re like me, you’re afraid of missing out on the power of AI. It can do so much, but what should we do with
The Psychology of Price Increases: Why a Two-Stage Approach Might Work
February 10, 2025
As a guest on the Impact Pricing Podcast, Mark Peacock, described an interesting price increase strategy which I hadn’t heard of before: a two-stage communication
Stop Thinking of Rebates as Discounts — Here’s What They Really Do
February 4, 2025
I recently interviewed Mark Gilham for the Impact Pricing podcast and had a huge aha! moment. Mark’s an expert on rebates. I hadn’t spent much
Overcoming FUD: How to Reduce Fear, Uncertainty, and Doubt in Pricing
January 27, 2025
The phrase Fear, Uncertainty, and Doubt (FUD) may have been invented to describe pricing. You know that your product or service delivers a lot more
Sam Altman Was Right!
January 20, 2025
I’ve read several articles and posts from pricing professionals arguing that Sam Altman was wrong to set ChatGPT Pro’s price at $200/month. These pricing folks
The Last Mile of Pricing
January 13, 2025
You can listen to the full audio version of this blog we call — Blogcast. I had a fascinating conversation with a potential customer this week.
