Tag: pricing

Impact Pricing - Commit to Expand

Commit to Expand

Most companies I work with use the phrase “land and expand.”  Land means to win more new customers.  Expand means getting your current customers to

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Impact Pricing - What if They Find Out?

What if They Find Out?

The question that comes up EVERY time I teach price segmentation: “What if one customer finds out another got a better price?”   Think about how you

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Impact Pricing - Price Segmentation through Negotiation

Price Segmentation by Negotiating

If your salespeople negotiate prices with individual customers, you use price segmentation.  The question is, are you using it well?  Price segmentation means charging different

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Impact Pricing - Simplify Your Pricing

Simplify Your Pricing

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

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