The two most profitable pricing decisions any company can make are: Adopt value based pricing Use price segmentation Let’s briefly define these terms… Value based
I’ve heard some version of the following from many CEOs: “We create a lot of value for our customers but we don’t do a very
Surely you’ve heard of price segmentation, but have you heard of product segmentation? A friend sent me an article about fashion – a topic I
In the subscription world, I see these two phrases and concepts used a lot, but the difference isn’t always clear. Let’s explore this together and
Recently, I asked what people thought of price gouging and received many great comments on a post on LinkedIn. Although I had opinions going in,
One weekend at an NSA meeting I met an executive coach and we found ourselves swapping success stories. After I told him three separate stories
Question: What are some easy alternative ways to determine where your customer sees your pricing in the market? Or worse yet… when you suspect that
Question: Mark, on the podcast with Ron Baker he said “Price is a feeling”. Why isn’t it a number? -G Answer: Hi G. Thank you
What is Useful About Reference Prices? A reference price is what a buyer expects to pay. If your price is above that, it’s very hard
Many B2B sales are done with a direct sales force that negotiates with procurement agents. Procurement agents are MUCH better prepared to negotiate than salespeople.
