Two Buyers Talked … and Nothing Bad Happened
July 14, 2025
I teach pricing (and value) a lot. And I always include price segmentation. It’s one of the most powerful ways a company can grow profits,
Tag: pricing skills
Everyone’s Talking About AI. Almost Nobody’s Using It.
July 7, 2025
Over the Fourth of July, I took a trip to the Midwest to visit family and friends. As usual, I couldn’t help myself. I asked
Product-Market Fit Is Overrated for Pricing
June 30, 2025
“Product-market fit” is one of the most popular phrases in startup and product circles. It tells you that someone wants what you’re selling. That’s useful.
When Pricing Becomes Sleazy Manipulation
June 23, 2025
Let’s be honest. There’s a fine line between pricing smart and pricing sleazy. And most of us working in pricing walk that line regularly, sometimes
Why Pricing AI Is So Hard
June 9, 2025
Pricing AI is one of the hottest topics in tech right now and also one of the hardest. The key challenge? Choosing the right pricing
Jobs to Be Done vs. Problems and Results: What’s More Useful in B2B?
June 2, 2025
I’ve been struggling to understand the difference between the Jobs to Be Done (JTBD) framework and my own approach of thinking in terms of problems
Markets don’t segment by industry; Buyers segment by problem.
May 12, 2025
When most companies talk about “market segments,” they really mean industries: aerospace, automotive, healthcare, etc. That’s easy, but it’s wrong. Industries are proxies, not segments.
Urgent Pricing Decisions
May 5, 2025
You can listen to the full audio version of this blog we call — Blogcast. Pricing is incredibly important. It is what makes a company viable.
Why I Don’t Use Value Maps
April 28, 2025
You can listen to the full audio version of this blog we call — Blogcast. Value Maps seem to be a staple in pricing. Colleagues write
Moving Hearts and Minds
April 21, 2025
You can listen to the full audio version of this blog we call — Blogcast. Any major change to pricing strategy or tactics requires several people
