A Nespresso Price Increase
December 22, 2022
As a Nespresso customer, I recently received this email announcing a price increase. Dear Valued Nespresso Customer, We want to inform you that beginning
Tag: value
A Price Negotiation Example
December 14, 2022
My clients rarely try to negotiate with me, but every once in a while they do. Here is a potential client who did. We had
What Selling Value Means
November 9, 2022
Value has many meanings. So, selling value can also be ambiguous. As I talk with sales professionals about selling value, they often bring up the
A Fabulous New Behavioral Economics Trick
November 2, 2022
I’m a skeptic and a laboratory of 1. This morning I was enticed by a trick I hadn’t seen before. First, I’ll tell you the
More Lessons from Netflix
October 26, 2022
Netflix is adding an ad-supported tier to its product line. For only $6.99 you can subscribe to Netflix and receive 4 to 5 minutes of
Value and Price for a Few Customers
October 19, 2022
A question from a reader: G’day Mark, A question for your newsletter (which I love, BTW): how do you determine value & price points where
The Strategic Hot Dog
October 13, 2022
When running a pricing organization, I recall salespeople coming back to HQ to justify a deep discount for a customer. The #1 claim, “They are
Value-Based Prospecting
September 21, 2022
Prospecting is the act of filling a salesperson’s workload. Salespeople can only work on so many deals at a time. When they have open time,
How to Give Salespeople Discount Authority
September 14, 2022
In the last two weeks, I described why you shouldn’t and why you should give the authority to discount prices to salespeople. This week,
Why You SHOULD Give Salespeople Discount Authority
September 7, 2022
Find out all the reasons why you SHOULD give salespeople discount authority in the sales process. This can help increase sales.
