Do You Need a New Pricing Metric?
November 23, 2023
The first indication that you need a new pricing metric is you have customers who get massive amounts of value but don’t pay you very
Tag: pricing value
Defining Value-based Pricing
August 25, 2023
Two weeks ago, I published a blog titled “Defining Value.” Many of you shared your opinions in the comments, and I appreciated each one. However,
Why Do They Buy?
July 20, 2023
Last week I had the pleasure of working with a company whose CEO had been to a pricing bootcamp and asked me to do a
It’s Too Expensive!
July 13, 2023
One reason people don’t buy from us is because they think our product is too expensive. Maybe they are right … for them. Maybe they
Price Segmentation in TIOLI Markets
May 11, 2023
TIOLI stands for Take It Or Leave It. These are markets or customers where you don’t negotiate prices. Retail is TIOLI. You set one price,
Simplify Your Pricing
April 27, 2023
Confused buyers don’t buy! This is one of my favorite sayings. Buyers are afraid to make a mistake, so when they’re uncertain, they are less
Discovered Value
August 10, 2022
Learn what key factors you should enhance in terms of discovered value to have a bigger chance of making more deals at higher prices.
Perfect Pricing – Does It Exist?
August 3, 2022
Perfect pricing? Learn more about the three steps on how you can improve your pricing strategy, written by America’s Best Pricing Educator.
Ballet, Football, Pricing and Sales
July 13, 2022
Many professional football players also take ballet lessons. Let that sink in. Big burly athletes go to a dainty dance instructor for lessons. Picture them
A Good Case for Cost Plus Pricing
July 7, 2022
A friend sent me an article describing Tesla’s most recent price hikes as a reaction to inflation. He said, “I thought costs don’t matter to pricing.” (I
