Losing on Price
February 2, 2022
Ask a salesperson why we lost a deal and you will almost certainly hear one of two different answers: 1. The product wasn’t good enough. 2. The
Tag: pricing value
A Perspective on RFPs
January 26, 2022
Governments and large companies often use Requests for Proposal (RFP) when making large purchases. This blog describes some unique insights about this common activity. First, why
Willingness to Accept
January 12, 2022
The most important concept driving pricing is Willingness to Pay. If we knew the precise value for each customer, our pricing could be perfect. Of course,
Call It Customer Impact!
December 29, 2021
Business is all about value. I believe this deeply in my bones. Companies exist to create real value. Marketing and sales convert real value into customer
The Art of Pricing
December 22, 2021
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
The Best Attitude for a Great Value Conversation
December 15, 2021
The ability to have a value conversation is an incredibly powerful skill. Usually, salespeople use this tool, but product managers, marketers, and pricing people can also
The Power of Procurement Matters
December 8, 2021
Too much revenue, profit, and value are given away to procurement agents. This absolutely means that salespeople need to become better at negotiating and at selling
Value Based Mindset is Hard for an Organization
December 1, 2021
Last week we talked about how hard it is for individuals to focus on customer value. If you think it’s hard for one person, try getting
Pricing During Supply Constraints
November 3, 2021
Jay Leno used to say on a Dorito’s commercial, “Crunch all you want, we’ll make more.” But what if they can’t make more? As I write
The Price/Value Tradeoff
October 27, 2021
Buyers only buy when they perceive the value is higher than the price. If you don’t have enough buyers, either your price is too high or
