Are you able to clearly articulate the value proposition for your strategy, your business model, or your products and services? Can you recite in one quick minute this value proposition, and two or three value drivers that illustrate its power and monetized value? If you are a business leader in the trenches or an multi-tasking entrepreneur, chances are that you have not gone through the exercise and are not ready for it.
I was recently participating in a top management conversation at a fairly...
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November 06, 2012
November 01, 2012
Last month, the Professional Pricing Society held its 2012 Fall conference in Orlando, bringing together pricing professionals from around the country to learn impactful strategies, tactics, and techniques to improve profitability. Here are four key takeaways from the conference:
Organizations Continue To Underprice Relative to the Value They Deliver
In his keynote speech, Reed Holden of Holden Advisors discussed how companies are failing to sell high value products or services at a fair...
Organizations Continue To Underprice Relative to the Value They Deliver
In his keynote speech, Reed Holden of Holden Advisors discussed how companies are failing to sell high value products or services at a fair...
October 30, 2012
We’re all familiar with the cannibalization that occurs when a seller launches a new product, which takes share from other products in the portfolio. This phenomenon is often viewed in a negative light as product managers see volume eroding for current products, replaced by newer products that may or may not earn greater margins. So how do we make sure that this replacement is both profitable and defensible against competitors?
Value-based selling can be an extremely powerful tool when it...
Value-based selling can be an extremely powerful tool when it...
October 24, 2012
Language is powerful. It is even more critical in the world of business. There are various definitions of what language is. One definition sees language as “a system of communication that enables humans to cooperate. This definition stresses the social functions of language and the fact that humans use it to express themselves and to manipulate objects in their environment” (Wikipedia, 2012).
Now put yourself in a situation of a strategic negotiation between an Account Manager and a Strategic...
Now put yourself in a situation of a strategic negotiation between an Account Manager and a Strategic...
October 22, 2012
This is an excerpt from Tom Nagle's new article titled "Price vs. Value Management - Know the Difference". To read the full article, please click the link at the bottom of this post.
Pricing software has evolved immensely in its use and sophistication over the past twenty years. Initially, businesses launched software based on the silly idea that they would “optimize” price for each customer. That idea died pretty quickly on the realization that customers will adapt their behavior to avoid...
Pricing software has evolved immensely in its use and sophistication over the past twenty years. Initially, businesses launched software based on the silly idea that they would “optimize” price for each customer. That idea died pretty quickly on the realization that customers will adapt their behavior to avoid...