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
Tag: willingness to pay
Pros and Cons of Price Variance
August 17, 2023
One of my favorite pricing tools is a scatter plot. It’s simply a graph of deals with discount on one axis and deal size on
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
Quick and Dirty Pricing Research
May 25, 2023
My go-to pricing research method for learning how much buyers are willing to pay is Van Westendorp’s Price Sensitivity Meter. (There is a plethora of
Raise Prices Now!
October 5, 2022
Inflation is here. It’s time to raise prices. OK, all good pricing professionals know that costs don’t drive pricing. Willingness to pay drives pricing. Sure
