The Power of Procurement Matters
December 8, 2021
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
Tag: pricing foundations
Value Based Mindset is Hard for an Organization
December 1, 2021
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
Thoughts on Segmentation Analytics
November 10, 2021
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 vs Value Selling
September 15, 2021
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
The Cost of Win Keep Grow
September 1, 2021
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
How to Become a Pricing Expert
May 19, 2021
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
A Question about Pricing Models
April 21, 2021
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
The Value of a TV Channel
March 3, 2021
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
Sell More by Keeping Prices Simple
February 24, 2021
Humans are interesting creatures. We can understand and implement concepts of such complexity – and yet, we are allured by simple things. When it comes
3 Rules to Keep Your Pricing Fair
February 22, 2021
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
