The Power of Procurement Matters
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
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
I just read an article titled, “How Amazon and McDonald’s Use Bundling to Sell More of Everything.” Since I spend a lot of time thinking
Humans are interesting creatures. We can understand and implement concepts of such complexity – and yet, we are allured by simple things. When it comes
To maximize the profit increase you can achieve through pricing, you must use some form of price segmentation. After all, not all customers have the