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
Tag: value
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
Willingness to Pay Isn’t About Your Product
April 6, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Every pricing conversation eventually lands in the same place. Charge
Will AI Shrink Our Teams or Expand Our Ambitions?
March 23, 2026
There’s a common argument floating around about AI agents: Agents will replace workers.Few workers mean fewer seats.Fewer seats breaks per-seat pricing. It sounds logical, and
Buyers Are Rational, It’s the Sellers That Aren’t
March 16, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. When companies lose a deal, the explanation is almost always
If Buyers Can’t Explain It, You’ve Not Sold It
March 2, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Companies think they have a pricing problem. Usually it’s a
Credits Are Both Billing and Currency and That’s the Problem
February 16, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. I keep disagreeing with my friend Steven Forth about credits.
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
