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
Tag: pricing value
Buyer’s Value Journey Map
June 15, 2022
Find out and learn the importance of understanding Buyer’s Value Map for effective sales conversation in this dynamic ever changing world.
The Power of Economic Value
June 1, 2022
Customers’ willingness to pay is always a function of their perception of value. Always! The problem is value is such an ambiguous concept. How much
Are iPhone Users Not Price Sensitive?
May 26, 2022
Find out how the different product categories could affect one’s willingness to pay. Are iPhone Users Not Price Sensitive?
How Much Does a Buyer Value Your Product?
May 18, 2022
Find out how much does a buyer Value Your Product. Do they associate it with a cost? Or are they not price sensitive?
Best Example for “Costs Don’t Drive Pricing”
April 6, 2022
A lot of people liked or commented on one of our memes this week. It said: Costs don’t drive pricing. Willingness to pay drives pricing. I
Shrinkflation, the Hidden Price Increase
March 30, 2022
In the face of inflation, companies are looking for ways to raise prices as painlessly as possible. Here comes shrinkflation to the rescue. Shrinkflation is
Peloton Tests New Pricing Model
March 24, 2022
Peloton’s new CEO, Barry McCarthy, is trying to get the company back to profitability. He is testing a new pricing model in some locations where instead
Pricing People Shouldn’t Set Prices
March 16, 2022
This title feels wrong, but it isn’t. When I’m asked, “who should own pricing?” I answer the same way every time. Someone who knows the value of
Indirect Customer Impact
March 2, 2022
Last week we discussed direct customer impact. These are the roles that are directly responsible for creating, communicating, and capturing value. This week, let’s look
