Willingness to Pay Is Not Rational
April 14, 2025
Charging what a buyer is willing to pay is the single profit-maximizing price. It’s impossible to do better. But, it’s also impossible to know exactly
Tag: pricing value
Tariffs Are a Second Chance
April 7, 2025
Inflation peaked at 9.1% in June 2022. In 2023 and 2024, I was surprised to find companies that still had not raised their prices. I’m
Price Segmentation at National Parks
March 31, 2025
In a Wall Street Journal article titled “How to Save Our National Parks,” Brian Yablonski suggested charging foreigners more than citizens for entry into US
Reasons Why B2B Salespeople Discount
March 24, 2025
Discounting is a powerful lever salespeople have to help win deals. It can win deals you might have lost and possibly shorten the sales cycle.
Practical Pricing in a World with Tariffs
March 17, 2025
Worldwide, tariffs are in flux. I’ve read a lot of great advice on how to prepare for them. For example, long-term contracts should be written
Creating Pricing Power That Lasts: A Guide for Long-Term Holdings
March 10, 2025
Long-term holding companies acquire businesses with the intention of growing them for decades, not years. While many LTH firms identify pricing opportunities during due diligence,
Pricing AI: The Rules Haven’t Changed, But Your Strategy Should
March 3, 2025
Pricing AI products seems complicated, but the truth is—it’s not. The fundamentals of pricing haven’t changed, even if AI itself is transformative. Whether you’re pricing
The Single Perfect Price
February 24, 2025
Everybody struggles to set prices. You are not alone. But it turns out that there really is a single perfect price. That price is (drumroll
The Secret to Using AI in Pricing: Ask Expert Questions
February 17, 2025
If you’re like me, you’re afraid of missing out on the power of AI. It can do so much, but what should we do with
The Psychology of Price Increases: Why a Two-Stage Approach Might Work
February 10, 2025
As a guest on the Impact Pricing Podcast, Mark Peacock, described an interesting price increase strategy which I hadn’t heard of before: a two-stage communication
