Value Tables – The Value Column (part 2)
July 12, 2019
In Value Tables – The Value Column (part 1) we focused on putting a dollar value on each PSR or Problem, Solution, Result. For now,
Tag: value-based pricing
Ep24: Ed Kless – Without the Conversation, There is No Value Pricing
July 1, 2019
You can’t do value pricing without having a conversation about the prospects problems and pain points. The way you talk to customers has a significant
Ep21: Alexander Shartsis – Artificial Intelligence for Pricing
June 10, 2019
Alexander Shartsis is the co-founder and CEO of Perfect Price, an artificial intelligence (AI) company empowering companies to make better decisions about pricing, profitability, and
Value Table – The Results Column
June 5, 2019
Recall the first four columns of a value table are Problem, Solution, Result, and Value. Previous posts have described the Problem and Solution columns. Today,
Ep.19: Chris Hopf – PricingWire: You are Worth the Price You Accept
May 27, 2019
Chris Hopf worked for more than twenty-five years as an owner, employee and as a consultant with small startups, mid-sized mergers and Fortune 50 Corporations such as Microsoft and United Technologies. He helps client companies clearly communicate their value advantages, convert more prospects,
Q&A: Effectively Implementing Value Based Pricing Companywide
April 5, 2019
Question: Mark, for companies moving to value pricing, what advice do you have re. ensuring the whole company moves together? I worry that we spend
Q&A: How to Forecast When Using Value Based Pricing
April 1, 2019
Question: Mark, moving from a traditional pricing model (say, cost +) to a value-based model can bring challenges in sales forecasting because it is moves
Q&A: How to Start Moving a Company to Value Based Pricing
March 22, 2019
Question: Thanks Mark. I really enjoy your quotes in your posts. Questions for your podcast (or blog): 1. How do you get started on a
Ep4: Michael Hurwich – The Joy of Pricing
February 10, 2019
Michael Hurwich is the global president of SPMG, a pricing strategy, and consulting services. He has consulted to major Fortune 500 and mid-sized firms for
Ep1: Kirk Bowman – Art of Value
January 28, 2019
Kirk Bowman is the founder and Visionary of Value and the Art of Value, a pricing consultancy in Dallas, TX. His podcast, the Art of Value
