Buyers Don’t Buy Features
December 29, 2025
Buyers trade money for value, not features. Features describe what a product does. Value explains why a buyer would give up money for it. Confusing
Tag: value-based pricing
Pricing AI: When Algorithms Replace Buyers
December 22, 2025
AI buyers change pricing more than any shift we have seen in decades. Not because they drive harder bargains. Not because they automate procurement. The
A Tool to Reveal Your Value Literacy
November 24, 2025
Buyers trade money for value. That idea drives every pricing conversation, product decision, and sales cycle. Yet most buyers don’t see a product’s full value.
Nobody Wants to Buy AI
September 29, 2025
You can listen to the full audio version of this blog we call — Blogcast. Every day a new vendor pops up promising “AI powered” this
Markets don’t segment by industry; Buyers segment by problem.
May 12, 2025
You can listen to the full audio version of this blog we call — Blogcast. When most companies talk about “market segments,” they really mean industries:
Urgent Pricing Decisions
May 5, 2025
You can listen to the full audio version of this blog we call — Blogcast. Pricing is incredibly important. It is what makes a company viable.
Why I Don’t Use Value Maps
April 28, 2025
You can listen to the full audio version of this blog we call — Blogcast. Value Maps seem to be a staple in pricing. Colleagues write
Moving Hearts and Minds
April 21, 2025
You can listen to the full audio version of this blog we call — Blogcast. Any major change to pricing strategy or tactics requires several people
Willingness to Pay Is Not Rational
April 14, 2025
You can listen to the full audio version of this blog we call — Blogcast. Charging what a buyer is willing to pay is the single
Price Segmentation at National Parks
March 31, 2025
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
