Another Netflix Price Increase
February 16, 2022
It’s time to review another Netflix price increase. I received my seemingly annual notification that my price is going up. Here are a few thoughts: The
Tag: pricing skills
You Must Lose on Price
February 9, 2022
If you never lose on price, you are not charging enough! I know, many of you wish you had this problem. But the key here is
Losing on Price
February 2, 2022
Ask a salesperson why we lost a deal and you will almost certainly hear one of two different answers: 1. The product wasn’t good enough. 2. The
A Perspective on RFPs
January 26, 2022
Governments and large companies often use Requests for Proposal (RFP) when making large purchases. This blog describes some unique insights about this common activity. First, why
Don’t Confuse Your Buyers
January 19, 2022
First, I’m sorry this story may sound like I’m bragging. I’m not. The lesson is important. A client created a fabulous new software product and wanted help
Willingness to Accept
January 12, 2022
The most important concept driving pricing is Willingness to Pay. If we knew the precise value for each customer, our pricing could be perfect. Of course,
Call It Customer Impact!
December 29, 2021
Business is all about value. I believe this deeply in my bones. Companies exist to create real value. Marketing and sales convert real value into customer
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
Freemium or Free Trial
November 17, 2021
Here is a question from a reader/listener. Hi Mark, Here is a topic that is making me wonder — which I am sure you have
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
