Impact Pricing

JD Dillon is the Chief Marketing Officer, Communications Leader, and Pricing Professional at Tigo Energy. In this episode, JD shares his 8D problem-solving technique that helps create a solid pricing strategy in place.   Why you have to check out today's podcast: Understand what the 8D technique of problem solving is and where you can specifically apply it to Learn how to figure things out and fin...

This is an Impact Pricing Blog published on March 23, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/discrimination-or-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://ww...

This one is the 6 of Hearts from the Selling Value card deck. I work with clients frequently about creating these value tables. And what we essentially do is we identify, what are the best features in the product? What problem does that feature solve for the client? What's a quantifiable result that client may expect? And then, what's the amount of profit that client may be able to get when they a...

As the founder and CEO, Joe Woodard empowers small business advisors to transform small businesses. He works toward this vision as the host of the annual Scaling New Heights conference, the host of Woodard Alliance, the head of Woodard Institute and various speaking and writing engagements he performs throughout the accounting and bookkeeping professions. In this episode, Joe discusses how to desi...

This is an Impact Pricing Blog published on March 16, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/interesting-starlink-price-changes/ 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 6 of Spades from the Selling Value card deck. Make it simple for buyers to decide. One of my favorite sayings is, "A confused buyer won't buy." If you think about it, we're all afraid to make mistakes. We don't want to make mistakes. And the more difficult we make the decision, the more likely somebody thinks, a buyer thinks, they might make a mistake. We want to make the decision...

Steven Forth is Ibbaka's Co-Founder, CEO, and Partner. Ibbaka is 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 enlightens us about hybrid pricing models and explains why we should adopt it. He al...

This is an Impact Pricing Blog published on March 8, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here:  https://impactpricing.com/blog/pricing-professionals-have-trained-incapacity/ 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 LinkedI...

This one is the 7 of Diamonds from the Selling Value card deck. So, when you talk to your buyers about value, they do shift the way they think from spending on an expense toward investing. Because typically when you or anyone is shopping for something, we're thinking, how much do I have to pay and what are the features that I'm going to get? And we stop thinking about the value of what it is that...

Dick Sobel was with Emerson for 21 years where he mostly worked on pricing roles. Currently, he is the managing director of PricePoint Partners, a company that helps clients achieve significant gains in price realization and profitability with salesforce implementation utilizing cloud-based Acuity Margin Management BI software. In this episode, Dick talks about the work they do at PricePoint Partn...

This is an Impact Pricing Blog published on March 1, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/wow-a-price-decrease/ [powerpress] 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 7 of Clubs from the Selling Value card deck. Anytime you're in a sales situation, we think to ourselves, Hey, we need to be selling against our competition. We need to point out why we're better than our competitors.  Yeah, and maybe we do. I'm not going to say we don't need to do that.  However, if we take the time to help the buyer understand, what's the underlying problem they'r...

Alex Galkin is the Co-Founder and CEO of Competera, a pricing optimization SaaS company converting technologies into ready-to-use products for enterprise retailers worldwide. Alex has been a mentor at his startups for several years, and he's a Ukrainian who left four days before the war started. In this episode, Alex helps us understand the pricing and ML work that they do at Competera as he talks...

This one is the 7 of Hearts from the Selling Value card deck. It is true, value propositions really are awesome. Marketing teams, companies, sit around to try to figure out, what's the value proposition of this product? And it turns out that we can often come up with something that's pretty good, pretty general. It essentially is the solution to a problem that most people have, and we think of tha...

This is an Impact Pricing Blog published on February 22, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here:  https://impactpricing.com/blog/lessons-from-the-library/ 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.li...

Casey Brown is the President of Boost Pricing, and she has been since 2011. She started her career as a Chemical Engineer at GE, and she's been in pricing for almost 20 years now. Casey loves whitewater kayaking, and she's a big Buckeye fan. In this episode, Casey explains how important it is for sellers to connect with the emotional component of the buyer/s as she shares her knowledge on how to s...

This one is the 7 of Spades from the Selling Value card deck. It is true that when a buyer's asking for help justifying a purchase, this is the ultimate opportunity to influence that sale. Let's take a step back for just a minute and think about what a customer is going through. And if you ever have the opportunity to help a buyer understand their underlying problems, what's the value of solving t...

This is an Impact Pricing Blog published on February 15, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here:  https://impactpricing.com/blog/amc-changes-pricing-finally/ 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://ww...

Griff Parry is the Founder and CEO of m3ter where he helps make it easy for SaaS companies to intelligently deploy and manage usage-based pricing. He's led AWS' go-to market strategy for games and gambling in EMEA, and his background includes entertainment at Sky TV and accounting at Ernst & Young. Griff was an extra in the movie "First Night" around 1993. In this episode, Griff shares the work th...

This is an Impact Pricing Blog published on February 8, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here:  https://impactpricing.com/blog/a-price-signaling-example/ 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.l...

This one is the 8 of Diamonds from the Selling Value card deck. Let's say that you are in a marketplace where people almost always decide between your product and competitor's products. Gee, could I think of some? How about an automobile, right? You happen to be the Audi dealer and somebody is, somebody just crashed their car and we think they're going to walk into our Audi dealership. In our mind...

Satish Dharmarajan is the Director of Pricing and Business Intelligence at Orkin, He is an Advisory Board Member at the University of Tennessee at Chattanooga, and has held analytics roles at Home Depot, Walgreens, and Whirlpool. Satish also acts in short films. In this episode, Satish educates us on differentiating products/services from competitors of similar offerings as he stresses the importa...

This is an Impact Pricing Blog published on February 1, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here:  https://impactpricing.com/blog/evaluating-a-pricing-strategy/ [powerpress] 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 Linked...

This one is the 8 of Clubs from the Selling Value card deck. Okay. You're wondering to yourself, do buyers ever not consider competitive alternatives? And the answer is, absolutely yes!  Some easy consumer examples. When you buy popcorn at the movie theater, you couldn't buy popcorn anywhere else. Therefore, you didn't consider a competitive alternative. You just said, am I going to buy popcorn he...

Johnny Cheng is the Senior Director of Pricing and Packaging at ClickUp. He was the Senior Director of Pricing and Packaging at Coupa Software, and has years of experience in Product Marketing through various companies. In this episode, Johnny shares his knowledge and experience on product marketing and product management as he educates us on the benefits of solution pricing, especially as to how...