There’s a common argument floating around about AI agents: Agents will replace workers.Few workers mean fewer seats.Fewer seats breaks per-seat pricing. It sounds logical, and
When companies lose a deal, the explanation is almost always the same. “We lost on price.” Price becomes the default explanation. It’s convenient. It’s simple.
Companies think they have a pricing problem. Usually it’s a value literacy problem. Value literacy is your ability to help a buyer articulate their own
After a deal falls apart, the explanation comes quickly. “We lost on price.” Most of the time, that statement is true. If the price had
You can listen to the full audio version of this blog we call — Blogcast. Buyers trade money for value, not features. Features describe what a
You can listen to the full audio version of this blog we call — Blogcast. You’re sitting in a conference room facing a software purchase decision.
You can listen to the full audio version of this blog we call — Blogcast. Last week I defined Context Driven Pricing as charging what a
You can listen to the full audio version of this blog we call — Blogcast. I was and still am a huge proponent of Value Based
You can listen to the full audio version of this blog we call — Blogcast. The essence of value-based selling is listening to your customers to
You can listen to the full audio version of this blog we call — Blogcast. I HATE ROI Calculators (when used incorrectly). However, they certainly have
