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
Tag: value
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.
Why You Should NOT Give Salespeople Discount Authority
August 31, 2022
Find out all the reasons why you should NOT give salespeople discount authority. Salespeople are the direct contact with your customer.
Qdoba Knows their Buyer’s Decision Journey
August 24, 2022
Discover why you should understand what decision each buyer is making at each point in their buyer’s discovery journey.
Training Salespeople
August 17, 2022
Here is a question that came to me on LinkedIn regarding training salespeople. Hi Mark, I’m reading your new book Selling Value, and I truly
Discovered Value
August 10, 2022
Learn what key factors you should enhance in terms of discovered value to have a bigger chance of making more deals at higher prices.
