Pricing When Costs Go Up
August 18, 2021
Costs don’t drive pricing. Willingness to pay drives pricing. Fixed costs never matter to pricing. Variable costs barely matter to pricing. These are truths. However, costs
Tag: pricing strategy
Memecast #20: Two Reasons You Lose Deals
August 18, 2021
When we asked salespeople why we lost the deal, almost always, we got the answer, it was the price. Maybe they tell us it was
Ep134: The Power of ROI Calculators with Michael Farber
August 16, 2021
Michael Farber has 16+ Years in Enterprise Software and Technology Sales with Xactly Corporation, Concur Technologies, ERP solutions such as Baan, Deltek, ABAS-USA. He has
Blogcast #16: Acquisition Pricing for Retention
August 13, 2021
This is an article published on July 21, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here:
Price Moves During Market Shocks
August 11, 2021
From a podcast listener: Mark, hello. I just recently started listening to a couple of your podcasts and enjoy hearing various commentaries on the world
Memecast #19: Pricing Must be Simple
August 11, 2021
Yes, we might have a really complicated pricing scheme pricing process that we have internal, although there are lots of reasons why we may not
Ep133: Buyer’s Value Journey: Your Guide to Consumer Decisions with Mark Boundy
August 9, 2021
Mark Boundy is an expert in value building, selling, and marketing. In this episode, Mark explains how to present value to your customers in a
Blogcast #15: Stop Sales Discount Authority!
August 6, 2021
This is an article published on July 13, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here:
Disney Understands Value
August 4, 2021
So often I sit in my home office wondering why companies don’t understand value. Or at least they don’t act or talk like they do. Yet
Memecast #18: Customer Success vs. Tech Support: What’s the difference?
August 4, 2021
Val Tech support is reactive and prevents unhappy customers. Customer success is proactive and generates customer delight. Customer success creates additional value. These are solving
