Why Your Salespeople Don’t Sell Value
December 21, 2023
The answer is obvious. They don’t know the value of your product. The CEO of a $15M company said to me, “My salespeople don’t sell
Tag: value
Growth Comes from Value
December 14, 2023
There are only two ways to increase your revenue (and profit): win more customers and grow your current customers so they give you more money.
System 1 and System 2 Value
November 2, 2023
Daniel Kahneman, in his book Thinking Fast and Slow, described system 1 and system 2 thinking. System 1 thinking is fast thinking. It’s responsive. It’s
Lessons from Amazon’s Nessie
October 12, 2023
“Amazon Used Secret ‘Project Nessie’ Algorithm to Raise Prices,” blares a Wall Street Journal Headline. Of course, I had to read it. The implication in
Learning from iPhone Pricing
September 21, 2023
Apple recently announced its new iPhone 15. Here is their new pricing and how it compares to the iPhone 14 pricing: Several articles justified the
Two Ways to Grow Revenue
September 7, 2023
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
The First Principle of Pricing
September 1, 2023
I have a ton of thoughts swirling in my head that I want to organize and put on paper to communicate the power of value
Defining Value
August 10, 2023
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
Pricing, Usage, and Value Metrics
July 27, 2023
A “pricing metric” is what you charge for. Think of it as what you put on the invoice or receipt. All companies (with revenue) have
Why Do They Buy?
July 20, 2023
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
