Urgent Pricing Decisions
May 5, 2025
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
Tag: value-based pricing
Why I Don’t Use Value Maps
April 28, 2025
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.
Moving Hearts and Minds
April 21, 2025
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
Willingness to Pay Is Not Rational
April 14, 2025
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
Price Segmentation at National Parks
March 31, 2025
In a Wall Street Journal article titled “How to Save Our National Parks,” Brian Yablonski suggested charging foreigners more than citizens for entry into US
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.
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
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
The Psychology of Price Increases: Why a Two-Stage Approach Might Work
February 10, 2025
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
Stop Thinking of Rebates as Discounts — Here’s What They Really Do
February 4, 2025
You can listen to the full audio version of this blog we call — Blogcast. I recently interviewed Mark Gilham for the Impact Pricing podcast and
