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
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
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
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
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
Many very successful companies have been pricing by the “credit.” A credit is a metric they made up. It’s usually some representation of the amount of
I and almost every pricing expert in the world are huge proponents of value based pricing. My definition of VBP is charge what the buyer
My dad died in January and since then I have been checking his email accounts. (I’m the executor of his will and don’t want anything to
So often I sit in my home office wondering why companies don’t understand value. Or at least they don’t act or talk like they do. Yet
Some time ago, I had the privilege of interviewing Mark Hunter (TheSalesHunter.com) for a podcast episode. I’ve been reading Mark’s blogs and books for a
