A Tool to Reveal Your Value Literacy
November 24, 2025
Buyers trade money for value. That idea drives every pricing conversation, product decision, and sales cycle. Yet most buyers don’t see a product’s full value.
Tag: value
Credits: The Bridge Between AI Uncertainty and Value Clarity
November 17, 2025
AI has made pricing complicated again. In SaaS, sellers could rely on predictable usage and stable costs. With AI, both sides are uncertain. Buyers don’t
Shareholder Value Is an Outcome, Not a Strategy
October 13, 2025
Business school professors love to preach that companies exist to maximize shareholder value. The idea is simple enough: shareholders take the risk, so the company
Nobody Wants to Buy AI
September 29, 2025
Every day a new vendor pops up promising “AI powered” this or “machine learning” that. Budgets are being carved out, boards are asking about AI
Why Buyers Really Buy
September 15, 2025
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.
Pricing AI: The Value of Packaging
September 8, 2025
You can listen to the full audio version of this blog we call — Blogcast. I got so excited last week to dive into how to
Packaging AI: Structuring Features and Placing AI in Offers
September 1, 2025
You can listen to the full audio version of this blog we call — Blogcast. The value architecture has three layers: foundational problems, problem scope, and
The Secret Link Between Market Segments and the “Will I” Decision
June 16, 2025
You can listen to the full audio version of this blog we call — Blogcast. Most companies try to segment their markets by surface traits like
Why Pricing AI Is So Hard
June 9, 2025
You can listen to the full audio version of this blog we call — Blogcast. Pricing AI is one of the hottest topics in tech right
Jobs to Be Done vs. Problems and Results: What’s More Useful in B2B?
June 2, 2025
You can listen to the full audio version of this blog we call — Blogcast. I’ve been struggling to understand the difference between the Jobs to
