Three Types of B2B Value
Buyers trade money for Value. In B2B, value is measured in incremental profit. Let me repeat: Value is Incremental Profit to your business customers. Prospects
Buyers trade money for Value. In B2B, value is measured in incremental profit. Let me repeat: Value is Incremental Profit to your business customers. Prospects
The answer is obvious. They don’t know the value of your product. The CEO of a $15M company said to me, “My salespeople don’t sell
There are only two ways to increase your revenue (and profit): win more customers and grow your current customers so they give you more money.
Sirius XM lowered their prices from $10.99/month to $9.99. This is a 9% price reduction. And, odds are good; this is a very costly decision.
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 first indication that you need a new pricing metric is you have customers who get massive amounts of value but don’t pay you very
A company or product without Product-Market Fit (PMF) is doomed to fail. We probably all agree with that. Products without a market willing to pay
Shrinkflation is commonly found in grocery stores. Instead of raising the price of a can of Pringles, they keep the price the same and reduce
Daniel Kahneman, in his book Thinking Fast and Slow, described system 1 and system 2 thinking. System 1 thinking is fast thinking. It’s responsive. It’s
Shoot me now! A few days ago I was watching Shark Tank. You know, porn for entrepreneurs. One of the people pitching said, “We have