Tag: value-based pricing

Impact Pricing - Defining Value

Defining Value

Value is ambiguous.  People think they know what they mean when they say it, but it has so many different meanings.  A couple of years

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Impact Pricing - Why Do They Buy?

Why Do They Buy?

Last week I had the pleasure of working with a company whose CEO had been to a pricing bootcamp and asked me to do a

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Impact Pricing - Price Segmentation through Negotiation

Price Segmentation by Negotiating

If your salespeople negotiate prices with individual customers, you use price segmentation.  The question is, are you using it well?  Price segmentation means charging different

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A Nespresso Price Increase

As a Nespresso customer, I recently received this email announcing a price increase.    Dear Valued Nespresso Customer,  We want to inform you that beginning

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Discovered Value

Discovered Value

Learn what key factors you should enhance in terms of discovered value to have a bigger chance of making more deals at higher prices.

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