The Good and Bad of Price Gouging
April 1, 2020
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,
Tag: pricing foundations
Why Your Fear is Costing you Profit
March 25, 2020
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
Q&A: Understanding Your Buyers’ Perceptions of Price
February 19, 2020
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
Q&A: Why is Price a Feeling?
February 5, 2020
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
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
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
