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
Credits Are Both Billing and Currency and That’s the Problem
February 16, 2026
I keep disagreeing with my friend Steven Forth about credits. I’ve learned that when I disagree with Steven, it means I don’t understand the issue
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,
Pricing AI: Three Levels of Value Visibility
December 15, 2025
You can listen to the full audio version of this blog we call — Blogcast. AI vendors love to talk about data, but most of that
A Tool to Reveal Your Value Literacy
November 24, 2025
You can listen to the full audio version of this blog we call — Blogcast. Buyers trade money for value. That idea drives every pricing conversation,
Credits: The Bridge Between AI Uncertainty and Value Clarity
November 17, 2025
You can listen to the full audio version of this blog we call — Blogcast. AI has made pricing complicated again. In SaaS, sellers could rely
Shareholder Value Is an Outcome, Not a Strategy
October 13, 2025
You can listen to the full audio version of this blog we call — Blogcast. Business school professors love to preach that companies exist to maximize
Nobody Wants to Buy AI
September 29, 2025
You can listen to the full audio version of this blog we call — Blogcast. Every day a new vendor pops up promising “AI powered” this
Why Buyers Really Buy
September 15, 2025
You can listen to the full audio version of this blog we call — Blogcast. You’re sitting in a conference room facing a software purchase decision.
Pricing AI: The Value of Packaging
September 8, 2025
You can listen to the full audio version of this blog we call — Blogcast. I got so excited last week to dive into how to
