B2B Market Research Is Overrated
April 18, 2024
Market research is a valuable tool. But a lack of it is NOT keeping you from getting paid what you deserve. In fact, if a
Tag: pricing value
Show Me The Value!
March 28, 2024
I rarely remember movies, but there are a few classic scenes that stick in my head. One of those is the scene in the 1996
To Fee or Not To Fee? That is the Question
March 7, 2024
A client recently asked me about adding a credit card fee to their customers’ payments. Since most of their customers pay less than $10/transaction, the
Proven Value
February 8, 2024
One big aha! moment I had when studying subscriptions was the difference between perceived and real value. To win new customers, you have to communicate
To Discount or Not To Discount
February 1, 2024
Mr. Shakespeare might have said: To discount or not to discount. That is the question. Given that binary choice, I’m a huge fan of discounting
Who Should Own Pricing?
January 25, 2024
This is undoubtedly the most common question I get when talking with groups about pricing. And you’ll hate my answer: It depends. But let’s dive
Brilliant Price Move by Amazon Prime
January 11, 2024
Amazon is semi-copying a recent move by Netflix, but let’s dissect the brilliance. Amazon Prime just announced they will be adding ads to their content.
Pricing Platforms and Solutions
January 4, 2024
A solution is a product or service that solves a problem. A platform is a product or service that can be used to solve many
Three Types of B2B Value
December 28, 2023
Buyers trade money for Value. In B2B, value is measured in incremental profit. Let me repeat: Value is Incremental Profit to your business customers. Prospects
CLASSIC: The Art of Pricing
November 30, 2023
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
