Another Ridiculous Fee
Companies get to do whatever they want. Buyers just decide whether or not to buy from them. I was sitting in Las Vegas,
Companies get to do whatever they want. Buyers just decide whether or not to buy from them. I was sitting in Las Vegas,
I’m a failed salesperson. Early in my career, I shifted from engineering to technical sales, and I was horrible. (Do you know how to identify
As 2022 comes to a close and we begin 2023, a common question I get is, “What pricing trends will we see in the new
As a Nespresso customer, I recently received this email announcing a price increase. Dear Valued Nespresso Customer, We want to inform you that beginning
My clients rarely try to negotiate with me, but every once in a while they do. Here is a potential client who did. We had
Value has many meanings. So, selling value can also be ambiguous. As I talk with sales professionals about selling value, they often bring up the
I’m a skeptic and a laboratory of 1. This morning I was enticed by a trick I hadn’t seen before. First, I’ll tell you the
Netflix is adding an ad-supported tier to its product line. For only $6.99 you can subscribe to Netflix and receive 4 to 5 minutes of
A question from a reader: G’day Mark, A question for your newsletter (which I love, BTW): how do you determine value & price points where
When running a pricing organization, I recall salespeople coming back to HQ to justify a deep discount for a customer. The #1 claim, “They are