There is an interesting article in Quartz titled “How Trained Incapacity Could Be Damaging Your Career.” This closely parallels my experience with corporate pricing professionals.
Find out and learn the importance of understanding Buyer’s Value Map for effective sales conversation in this dynamic ever changing world.
Ask pricing experts whether pricing is an art or a science and every one will respond with “both.” The science side is easy to understand
Too much revenue, profit, and value are given away to procurement agents. This absolutely means that salespeople need to become better at negotiating and at selling
Last week we talked about how hard it is for individuals to focus on customer value. If you think it’s hard for one person, try getting
Lately, I’ve had the need to and pleasure of thinking about using data for the purpose of segmentation. If you are statistically oriented, you know we’re
Value propositions are interesting and useful, but they are not value selling. They don’t go deep enough. Typically, a product, product line, or company has a
Bessemer Ventures has a mini pricing course that I’ve been taking. (Yes, I still study pricing and different perspectives.) In lesson 5 they have a chart
Today’s article is an answer to a question I received: “Hi Mark, Just to introduce myself: I started my career in a cost consultancy startup
I once had a student from one of my pricing classes email me a question about pricing models. It sparked an insightful conversation, and I
