Buyer-First: The Antidote to Product Myopia
August 10, 2026
Over the last four weeks I wrote about Product Myopia, the belief that value lives in the product rather than the future it creates. If
Tag: value
How Big an AI Bite Are You Asking Buyers to Take?
August 3, 2026
Pricing AI is hard. Selling AI is hard. Marketing AI is hard. Most companies blame the technology. The real issue is how much change they
Product Myopia: The Symptoms You’ve Been Misdiagnosing
July 20, 2026
Over the last two weeks I introduced Product Myopia, the belief that value lives in the product rather than the future it creates, and showed
Product Myopia: Where It Hides in Your Company
July 13, 2026
Last week I introduced Product Myopia, the belief that value lives in the product rather than the future it creates. I ended with an assignment:
Product Myopia: The Disease You Don’t Know You Have
July 6, 2026
Your deals are stalling. Your roadmap keeps growing, but your differentiation keeps shrinking. Your marketing reaches the right people but not enough converts to pipeline.
The Value Was Always There
June 29, 2026
Buyers don’t pay for the value you create. They pay for the value they can see. I’m writing a book called Buyer Disconnect, about the
Hidden Problems, Hidden Value
June 22, 2026
A friend of mine bought a new mattress because her old one was uncomfortable and she wasn’t sleeping well. That was the problem she recognized.
The Case for Token-Based Pricing
June 15, 2026
I’ve spent decades arguing against cost-plus pricing, and token-based pricing is simply cost-plus. So when I say token-based pricing makes sense right now, I want
Stop Measuring WTP. Start Shaping It.
June 8, 2026
Most pricing experts want to know what buyers are willing to pay. So they measure it. Van Westendorp asks buyers directly about price thresholds. Gabor-Granger
You Didn’t Lose the Deal. You Lost the Commitment.
May 25, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Last week I introduced the Notice, Decide, Commit framework. The
