Tag: value

Impact Pricing - Value for Buyer Personas

Value for Buyer Personas

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

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Impact Pricing - Show Me The Value!

Show Me The Value!

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

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Impact Pricing - A Value Perception Gap

A Value Perception Gap

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

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Impact Pricing - Proven Value

Proven Value

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

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Impact Pricing - Who Should Own Pricing?

Who Should Own Pricing?

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

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Impact Pricing - Three Types of B2B Value

Three Types of B2B Value

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

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