It’s Too Expensive!
July 13, 2023
One reason people don’t buy from us is because they think our product is too expensive. Maybe they are right … for them. Maybe they
Tag: pricing foundations
Help! What’s Bigger than Pricing?
June 22, 2023
People often ask me what I do and I proudly say, “I’m a pricing expert.” The next question is usually “What do you price?” I
Pricing Professionals have “Trained Incapacity”
March 8, 2023
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.
Buyer’s Value Journey Map
June 15, 2022
Find out and learn the importance of understanding Buyer’s Value Map for effective sales conversation in this dynamic ever changing world.
The Art of Pricing
December 22, 2021
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
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
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
