Show Me The Value!
March 28, 2024
I rarely remember movies, but there are a few classic scenes that stick in my head. One of those is the scene in the 1996
Tag: value-based pricing
Why Your Salespeople Don’t Sell Value
December 21, 2023
The answer is obvious. They don’t know the value of your product. The CEO of a $15M company said to me, “My salespeople don’t sell
Growth Comes from Value
December 14, 2023
There are only two ways to increase your revenue (and profit): win more customers and grow your current customers so they give you more money.
CLASSIC: The Art of Pricing
November 30, 2023
Ask pricing experts whether pricing is an art or a science and every one will respond with “both.” The science side is easy to understand
Do You Need a New Pricing Metric?
November 23, 2023
The first indication that you need a new pricing metric is you have customers who get massive amounts of value but don’t pay you very
Software Shrinkflation
November 9, 2023
Shrinkflation is commonly found in grocery stores. Instead of raising the price of a can of Pringles, they keep the price the same and reduce
Defining Value-based Pricing
August 25, 2023
Two weeks ago, I published a blog titled “Defining Value.” Many of you shared your opinions in the comments, and I appreciated each one. However,
Defining Value
August 10, 2023
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
Why Do They Buy?
July 20, 2023
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
Help! What’s Bigger than Pricing?
June 22, 2023
People often ask me what I do and I proudly say, “I’m a pricing expert.” The next question is usually “What do you price?” I
