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Don’t sell your products, sell what your products do

| Ellen Quackenbush |
Customers buy your products for a reason—namely, the impact your products have on their business results. If they could get the same results without buying your solution, believe me, they would. Th…
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Metromile Takes Page from GE Pricing Playbook to Disrupt Auto Insurance Market

| Pete Morelli |
In Pricing with Confidence, Reed Holden described the profit power of choosing the right, and sometimes innovative, pricing model. A stellar example of innovative pricing is when GE disrupted the m…
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Translating Value for Sellers and Customers

| Holden Advisors | ,
I recently spoke with a major supplier to semiconductor manufacturers. The semiconductor industry has a handful of global players owning 80% of the market. Predictably, the supplier’s business mode…
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Field Report – Are You Saying “No” Too Much in Your Team?

| Adele Mclean |
I have been reflecting on Travis Umpleby’s article, 3 Qualities of a High-Performance Pricing Team, and I wanted to share some observations from my recent client work about teaming and its impact o…
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