Product Myopia: The Disease You Don’t Know You Have
July 6, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Your deals are stalling. Your roadmap keeps growing, but your
Tag: value
The Value Was Always There
June 29, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Buyers don’t pay for the value you create. They pay
Hidden Problems, Hidden Value
June 22, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. A friend of mine bought a new mattress because her
The Case for Token-Based Pricing
June 15, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. I’ve spent decades arguing against cost-plus pricing, and token-based pricing
Stop Measuring WTP. Start Shaping It.
June 8, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Most pricing experts want to know what buyers are willing
You Didn’t Lose the Deal. You Lost the Commitment.
May 25, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Last week I introduced the Notice, Decide, Commit framework. The
How Buyers Actually Buy (And Why AIDA Isn’t The Answer)
May 18, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. For more than a century, marketers have lived by AIDA:
What Is a Pig Worth?
May 11, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. I recently listened to a Radiolab episode called “What Is
Being Chosen Isn’t Winning
April 27, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Something strange happens in buying decisions that almost nobody talks
Your Wins Are Lying To You
April 13, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Good companies study their losses. Win–loss reviews, pipeline analysis, postmortems
