If Buyers Can’t Explain It, You’ve Not Sold It
March 2, 2026
Companies think they have a pricing problem. Usually it’s a value literacy problem. Value literacy is your ability to help a buyer articulate their own
Tag: Value Clarity
The Three Value Disciplines: Why Price Takes the Blame When Buying Gets Hard
February 2, 2026
Most companies assume the price itself causes pricing problems. Deals stall. Buyers hesitate. Discounting appears. Price becomes the focal point because it is visible, measurable,
