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
Tag: value-based pricing
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
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
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
Overcoming FUD: How to Reduce Fear, Uncertainty, and Doubt in Pricing
January 27, 2025
You can listen to the full audio version of this blog we call — Blogcast. The phrase Fear, Uncertainty, and Doubt (FUD) may have been invented
Sam Altman Was Right!
January 20, 2025
You can listen to the full audio version of this blog we call — Blogcast. I’ve read several articles and posts from pricing professionals arguing that
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.
