When most companies talk about “market segments,” they really mean industries: aerospace, automotive, healthcare, etc. That’s easy, but it’s wrong. Industries are proxies, not segments.
Pricing is incredibly important. It is what makes a company viable. It drives your near-term and long-term revenue and profit growth. It is a major
Value Maps seem to be a staple in pricing. Colleagues write about them. Many teach them. In theory, they are great. I don’t use them.
Any major change to pricing strategy or tactics requires several people to cooperate, which means you need the ability to influence them. I used to
Charging what a buyer is willing to pay is the single profit-maximizing price. It’s impossible to do better. But, it’s also impossible to know exactly
You can listen to the full audio version of this blog we call — Blogcast. In a Wall Street Journal article titled “How to Save Our
You can listen to the full audio version of this blog we call — Blogcast. Discounting is a powerful lever salespeople have to help win deals.
You can listen to the full audio version of this blog we call — Blogcast. Everybody struggles to set prices. You are not alone. But it
You can listen to the full audio version of this blog we call — Blogcast. If you’re like me, you’re afraid of missing out on the
You can listen to the full audio version of this blog we call — Blogcast. As a guest on the Impact Pricing Podcast, Mark Peacock, described
