Impact Pricing

This is the 10 of Diamonds from the Selling Value card deck. You should reveal the price only after the value is communicated. What happens is, when our buyers hear the price, at that moment, they're making a decision. Is the price too high or too low? Is it worth it? What decision am I going to make? Am I going to spend more time with this? Now, what typically happens is, imagine you're going to...

Steven Forth is a Partner in Ibbaka , a strategic pricing advisory firm. He was CEO of LeveragePoint Innovations Inc. , a SaaS business designed to help companies create and capture value. Steven is what I consider one of the great pricing thinkers in our industry. In this episode, Steven talks about AI and how it is impacting the world of pricing. He also shares some of the improvements we could...

This is an Impact Pricing Blog published on December 7 , 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/black-friday-and-price-elasticity/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://...

This one is the 10 of Clubs from the Selling Value card deck. Yes, a value conversation is a great way to build a relationship with your customers, with your buyers. Face it, your buyer probably hasn't put together a business case for what it is they're trying to buy. And yet, it makes a lot of sense for them to have one. It gives them more confidence, they're making the right decision. It gives t...

Mark Peacock has been a pricing consultant since 2017. Currently, he is the managing director of Price Maker , a company that helps their businesses differentiate themselves from the competition by means of having a smarter pricing. He is also about to release his new book titled " Pricing for Success: The Seven-Step Plan for Winning More Customers at Better Prices " In this episode, Mark talks ab...

This is an Impact Pricing Blog published on November 30 , 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/thoughts-on-black-friday-pricing/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://...

This is the 10 of Hearts from the Selling Value card deck. You and your buyer have to work together if you truly want to know how much value is there. Face it, you know a lot about your product, but you don't really know the buyer's situation. You don't know how much revenue they make. You don't know how much money they're losing because they're solving, or haven't solved a specific problem. You d...

Nikhil Kotcharlakota is a civil engineer by profession. He worked for Electrolux for eight years where he was head of pricing for almost two years. Currently, he is a co-founder of PriceOps , a company that aims to provide an all-in-one pricing solution for SaaS companies. In this episode, Nikhil talks about how his experience at Electrolux changed the way he looked at pricing. He also discusses a...

This is an Impact Pricing Blog published on November 23 , 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/pricing-skills-for-subscriptions/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://...

This is the 10 of Spades from the Selling Value card deck. Yes, we never want to mention competitors until our buyers bring them up because our buyers are on a trust journey, or at least we want to assume that they are. A trust journey is where they've come to you to ask you for help figuring out, is this really a place I should be spending my resource? Is this worth the inherent value that I'm go...

Steven Forth is a Partner in Ibbaka, a strategic pricing advisory firm. He was CEO of LeveragePoint Innovations Inc., a SaaS business designed to help companies create and capture value. Steven is what I consider one of the great pricing thinkers in our industry. In this episode, Steven shares Ibbaka's approach on raising prices, especially during inflation, as he discusses what's expected to happ...

This is an Impact Pricing Blog published on November 16 , 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/an-e-commerce-price-segmentation/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://...

This one is the Jack of Diamonds from the Selling Value card deck. It's true, you need to sell like you don't have competitors. Every once in a while, you find yourself in a situation where people aren't looking at your competitive alternative, and you don't want to bring it up to them. You may recall at this point in time that they're making a 'will I' decision, remember the 'will I' versus 'whic...

Kirk Bowman  is the founder and Visionary of Value and the Art of Value, a pricing consultancy in Dallas, TX. His podcast, the Art of Value Show, is one of the most shows for knowledge professionals. He has spoken at numeration conferences on pricing including QuickBooks Connect and Scaling New Heights. In 2011, he was appointed a Practicing Fellow at the VeraSage Institute, the think tank founded...

This is an Impact Pricing Blog published on November 9 , 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/what-selling-value-means/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linke...

Kyle Poyar is a product-led growth expert who worked for Simon-Kucher & Partners for six years where he was a consultant, senior consultant and manager, and director. Currently, he is the operating partner of OpenView , a firm that helps build software companies into market leaders by helping them hire the best talents, acquire and retrain the right customers, and partner with industry leaders so...

This is an Impact Pricing Blog published on November 2 , 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/a-fabulous-new-behavioral-economics-trick/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn:...

This one is the Jack of Clubs from the Selling Value card deck. It's true, price doesn't drive the 'will I' decision. When people are making a 'will I' decision they're trying to decide, is this a place where I should spend my resources? And although you can imagine if I make a huge change in price, I could get somebody to change their mind in terms of, will they buy in this product category or no...

Ankur Barot started his career in engineering and soon transitioned to business. Currently, he is an e-commerce expert and is working as the manager of strategic initiatives at BigBasket , one of the biggest online grocery platforms in India. In this episode, Ankur talks to us about the important strategies when it comes to pricing in the world of e-commerce. He shares valuable tips on how to make...

This is an Impact Pricing Blog published on October 26 , 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/more-lessons-from-netflix/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.link...

This is the Jack of Hearts from the Selling Value card deck. It's true, buyers making the 'will I' decision do need different information than those making the 'which one' decision. In the 'will I' decision, they're trying to decide, should I buy something in this product category or not? What they're really saying is, is this a place I should spend my budget? Or you could think of this as, how bi...

Stephan Liozu is the Founder of Value Innoruption Advisors , a boutique consulting firm specializing in disruptive approaches in value, pricing, and strategic management.  He helps leaders in organizations that want to get started in pricing by conducting assessments and building road maps.  In this episode, learn all about value pricing and how to use the right pricing toolbox to come up with a p...

This is an Impact Pricing Blog published on October 19 , 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/value-and-price-for-a-few-customers/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https:...

Andy Paul is the author of Sell Without Selling Out . He's the host of the Sales Enablement Podcast, and has experience on being VP of Business Development and VP of Sales. In this episode, Andy talks about the importance of the "human element" and why we should utilize it more when it comes to business negotiations   Why you have to check out today's podcast: Learn how automated business sequence...

This is an Impact Pricing Blog published on October 12 , 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-strategic-hot-dog/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin...