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
Tag: pricing
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
Direct Customer Impact
February 23, 2022
Your company exists to create value for your customers. Many roles inside your company are directly responsible for creating, communicating, and capturing value. These are people who
Another Netflix Price Increase
February 16, 2022
It’s time to review another Netflix price increase. I received my seemingly annual notification that my price is going up. Here are a few thoughts: The
You Must Lose on Price
February 9, 2022
If you never lose on price, you are not charging enough! I know, many of you wish you had this problem. But the key here is
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
Don’t Confuse Your Buyers
January 19, 2022
First, I’m sorry this story may sound like I’m bragging. I’m not. The lesson is important. A client created a fabulous new software product and wanted help
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
