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
Tag: pricing value
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
Don’t Sell “Credits”
October 7, 2021
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
Combining Cost-Plus and Value-Based Pricing
September 22, 2021
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
Failed to Keep
August 25, 2021
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
