Tag: value

Impact Pricing - Two Ways to Grow Revenue

Two Ways to Grow Revenue

There are only two ways your company can grow.  Win new customers and get more money from your current customers.   I know, Captain Obvious.  But

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Impact Pricing - Defining Value

Defining Value

Value is ambiguous.  People think they know what they mean when they say it, but it has so many different meanings.  A couple of years

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Impact Pricing - Why Do They Buy?

Why Do They Buy?

Last week I had the pleasure of working with a company whose CEO had been to a pricing bootcamp and asked me to do a

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Impact Pricing - It’s Too Expensive!

It’s Too Expensive!

One reason people don’t buy from us is because they think our product is too expensive. Maybe they are right … for them. Maybe they

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Impact Pricing - New Book Title?

Next Book Title?

Two weeks ago I asked for your help.  Pricing people do much more than pricing, and I want to write a book to describe it. 

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Impact Pricing - Price Segmentation through Negotiation

Price Segmentation by Negotiating

If your salespeople negotiate prices with individual customers, you use price segmentation.  The question is, are you using it well?  Price segmentation means charging different

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