The Importance of Reference Prices: What a Buyer Expects to Pay
January 1, 2020
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
Tag: pricing foundations
4 Tips to Successfully Negotiate B2B Deals
December 11, 2019
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.
Ep28: Rhondalynn Korolak – businest®: Get The Answers You Need To Run Your Business Better, Grow Profitably And Boost Cash Flow
July 28, 2019
Rhondalynn Korolak is the Managing Director of businest, a simple and effective tool for greater time focus and profitable growth. Rhondalynn is a lawyer, chartered accountant, best-selling author
Ep25: Liz Heiman – Why Pricing Should Focus on Sales Processes
July 8, 2019
Liz Heiman is the Chief Strategy Officer and Sales Leadership Coach at Alice Heiman, LLC wherein they help B2B companies grow rapidly by developing strategies that drive
Will I Situations: Pricing Foundations 4
March 18, 2019
In the blog titled Foundation 3: Will I Products, you learned about the types of products that you could build where there typically isn’t competition,
‘Will I’ Products: Pricing Foundations 3
February 18, 2019
“Will I” In Foundation 2: How Buyers Decide – Will I? or Which one? we emphasized that buyers are not price sensitive when making the
How Buyers Make Purchase Decisions: Pricing Foundations 2
February 11, 2019
If you read the blog Foundation 1: Adopt Value-Based Pricing (VBP), you realize that we should set prices based on how much value buyers perceive
Adopt Value-Based Pricing (VBP): Pricing Foundations
January 15, 2019
The single most profitable thing you can do as a company is to adopt value-based pricing (VBP). This is the foundation of everything that has
