Reasons Why B2B Salespeople Discount
March 24, 2025
Discounting is a powerful lever salespeople have to help win deals. It can win deals you might have lost and possibly shorten the sales cycle.
Tag: value-based pricing
The Single Perfect Price
February 24, 2025
Everybody struggles to set prices. You are not alone. But it turns out that there really is a single perfect price. That price is (drumroll
The Secret to Using AI in Pricing: Ask Expert Questions
February 17, 2025
If you’re like me, you’re afraid of missing out on the power of AI. It can do so much, but what should we do with
The Psychology of Price Increases: Why a Two-Stage Approach Might Work
February 10, 2025
As a guest on the Impact Pricing Podcast, Mark Peacock, described an interesting price increase strategy which I hadn’t heard of before: a two-stage communication
Stop Thinking of Rebates as Discounts — Here’s What They Really Do
February 4, 2025
I recently interviewed Mark Gilham for the Impact Pricing podcast and had a huge aha! moment. Mark’s an expert on rebates. I hadn’t spent much
Overcoming FUD: How to Reduce Fear, Uncertainty, and Doubt in Pricing
January 27, 2025
The phrase Fear, Uncertainty, and Doubt (FUD) may have been invented to describe pricing. You know that your product or service delivers a lot more
Sam Altman Was Right!
January 20, 2025
I’ve read several articles and posts from pricing professionals arguing that Sam Altman was wrong to set ChatGPT Pro’s price at $200/month. These pricing folks
The Last Mile of Pricing
January 13, 2025
You can listen to the full audio version of this blog we call — Blogcast. I had a fascinating conversation with a potential customer this week.
Unlocking Portfolio Value Through Strategic Price Increases
December 9, 2024
You can listen to the full audio version of this blog we call — Blogcast. As a savvy investor, you know that raising prices is the
Perfect Pricing Is Impossible (and That’s OK)
November 18, 2024
You can listen to the full audio version of this blog we call — Blogcast. The third tenet of Context Driven Pricing is perfection is impossible.
