The Value of a Feature: How to Create Value Tables
April 25, 2024
Several recent posts mentioned Value Tables, and a couple of people asked about them. Value Tables are a systematic and powerful framework to estimate the
Tag: value
Value for Buyer Personas
April 11, 2024
In the B2B world, value is measured in incremental profit. If you are selling to other businesses, you should know how your company helps their
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
A Value Perception Gap
March 21, 2024
Last weekend, I saw Brent Adamson, co-creator of The Challenger Sale, deliver a keynote. He did something that resonated with me and will hopefully do
Using Value to Break Down Silos
March 14, 2024
For several years I’ve conducted “Pricing” bootcamps for companies and PE firms. Although they usually hire me to effect pricing strategy, what we really do
Stopping One of Your Biggest Revenue Leaks: Discounts
February 15, 2024
There is one pernicious habit that steals revenue and, most importantly, profits from many of today’s leading companies. That is uncontrolled discounting. Part of this
Proven Value
February 8, 2024
One big aha! moment I had when studying subscriptions was the difference between perceived and real value. To win new customers, you have to communicate
Who Should Own Pricing?
January 25, 2024
This is undoubtedly the most common question I get when talking with groups about pricing. And you’ll hate my answer: It depends. But let’s dive
Listen to Your Market, then Think
January 18, 2024
Buyers trade money for value. This is my first principle of business. If we want to get more money, we have to help buyers perceive
Three Types of B2B Value
December 28, 2023
Buyers trade money for Value. In B2B, value is measured in incremental profit. Let me repeat: Value is Incremental Profit to your business customers. Prospects
