When most companies talk about “market segments,” they really mean industries: aerospace, automotive, healthcare, etc. That’s easy, but it’s wrong. Industries are proxies, not segments.
Pricing is incredibly important. It is what makes a company viable. It drives your near-term and long-term revenue and profit growth. It is a major
Value Maps seem to be a staple in pricing. Colleagues write about them. Many teach them. In theory, they are great. I don’t use them.
Any major change to pricing strategy or tactics requires several people to cooperate, which means you need the ability to influence them. I used to
Charging what a buyer is willing to pay is the single profit-maximizing price. It’s impossible to do better. But, it’s also impossible to know exactly
In a Wall Street Journal article titled “How to Save Our National Parks,” Brian Yablonski suggested charging foreigners more than citizens for entry into US
Discounting is a powerful lever salespeople have to help win deals. It can win deals you might have lost and possibly shorten the sales cycle.
You can listen to the full audio version of this blog we call — Blogcast. Long-term holding companies acquire businesses with the intention of growing them
Pricing AI products seems complicated, but the truth is—it’s not. The fundamentals of pricing haven’t changed, even if AI itself is transformative. Whether you’re pricing
You can listen to the full audio version of this blog we call — Blogcast. Everybody struggles to set prices. You are not alone. But it
