Pricing, Usage, and Value Metrics
July 27, 2023
You can listen to the full audio version of this blog we call — Blogcast. A “pricing metric” is what you charge for. Think of
Tag: value
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
It’s Too Expensive!
July 13, 2023
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
Next Book Title?
July 6, 2023
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.
Price Segmentation by Negotiating
May 4, 2023
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
Nobody Cares About Your Product
April 20, 2023
One sales manager said to me, “Our salespeople show up and throw up.” What he was saying is their salespeople have the product pitch down.
Ford Patents Feature with Negative Value
March 30, 2023
Features have value, or at least they are supposed to. On Feb 23, 2023, Ford filed a patent that can remotely make your car non-functional.
Evaluating a Pricing Strategy
February 1, 2023
A colleague sent me this text and picture: Check this out! GBB (Good Better Best) strategy but they took the “best” version and physically
Another Ridiculous Fee
January 18, 2023
Companies get to do whatever they want. Buyers just decide whether or not to buy from them. I was sitting in Las Vegas,
What “Pricing” Can Teach Sales
January 11, 2023
I’m a failed salesperson. Early in my career, I shifted from engineering to technical sales, and I was horrible. (Do you know how to identify
