Top 5 themes from our 2024 podcast guests
We started hosting guests on If Prices Could Talk at the beginning of this year. It’s been a great journey, with lots of learnings for me through in-depth conversations with our clients, partners, and network. We’ve talked with executives and indu…
When Good-Better-Best isn’t an option
You see it everywhere: Good-Better-Best (GBB) packaging and pricing is practically a standard these days. Here are some examples you probably encounter regularly:
• First class, premium economy, or economy flights• Car trim levels• Streaming se…
How to build pricing power through sales effectiveness
Originally published on Forbes.com
Sales effectiveness is one of the most important levers in building pricing power. If you perceive your offering as highly differentiated, and the market doesn’t pick it up the way you expected, you won’t …
When to make a bold move in a negotiation
Negotiations can be tough, especially when the balance of power isn’t in your favor. I recently worked with a client who was in a lopsided contract with a Fortune 100 company—a deal inherited from an earlier misstep. They were stuck giving away so…
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We help our clients take control of their differential value and use it to transform their business.
