Shows
Impact PricingWhy I Teach Pricing: My Journey and MissionWhether you've been with us since the beginning or you just discovered Impact Pricing last week, this episode is for you. If you're one of our longtime listeners, you know Mark's voice, you've heard his insights, and maybe you've even implemented some of his strategies in your own business. But have you ever wondered what drives him to keep showing up week after week, year after year? If you're new here, welcome. You're about to meet the person behind the podcast—not just as a pricing expert, but as someone who genuinely loves teaching and believes that un...
2025-10-0605 min
Impact PricingUnderstanding Context-Driven Pricing: The Key to Maximizing Willingness to Pay with Mark StivingMark Stiving is a pricing expert and the host of the Impact Pricing podcast, where he explores the intricate relationship between pricing, value, and context. With a wealth of experience in pricing strategies, Mark is passionate about helping companies maximize their revenue through effective pricing techniques. Steven Forth is the co-founder and Managing Partner at Ibbaka, a leading pricing strategy consultancy. With deep expertise in B2B SaaS pricing and value-based pricing models, Steven has been at the forefront of pricing innovation for over two decades. He's passionate about the intersection of pricing strategy, customer value, and...
2025-06-0926 min
Impact PricingStrategic Price Increase: How to Plan, Communicate, and Succeed with Mark PeacockMark Peacock helps B2B Tech & Consulting firms expand margin & revenue growth with tailored pricing solutions & sales enablement. In this episode, Mark shares practical strategies for implementing price increases effectively, including a two-stage communication process to manage customer expectations and reduce resistance. He emphasizes the importance of segmenting clients by price sensitivity and value to tailor pricing strategies and build confidence. Mark also highlighted the need to treat price increases for existing customers with the same care as new business pricing to maximize business impact. Why you have to check out today's podcast:
2025-01-2730 min
Impact PricingInstant Profits Unveiled: A CEO's Guide to Fearless Pricing Strategies with Mark Stiving and Rebecca KalogerisEvery decision can make or break profitability, and pricing remains one of the most powerful yet underutilized levers. There is fear that often holds companies back from taking bold steps in pricing. How about getting a proven playbook to guide you? Get to have a peek at Mark Stiving's groundbreaking new book, Instant Profits: How to Raise Prices Without Losing Customers. In this episode, together with Mark and guest-host, Rebecca Kalogeris, we explore how this concise, impactful guide empowers executives and decision-makers to conquer pricing fears, implement value-based strategies, and unlock untapped revenue potential—all in...
2024-11-2514 min
Impact PricingPricing Table Topics: 8 of Clubs – Ban the Word 'Markup'This one is the 8 of Clubs from the Impact Pricing card deck. Ban the word markup. First, can we all agree that cost-plus pricing is not optimal? We really want to do value-based pricing, charge what a customer is willing to pay. Got it, so we're all in agreement. Now, let's talk about the word markup. Markup is defined as, tell me what my costs are, how much do I need to mark that up in order to get the margins that I want? So a markup is by definition cost-plus. Well, it's cos...
2024-03-2702 min
Impact PricingBlogcast: Pricing Platforms and SolutionsThis is an Impact Pricing Blog published on January 4, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/pricing-platforms-and-solutions/ 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.com/in/stiving/
2024-02-0904 min
Impact PricingPricing Table Topics: 9 of Spades – There Is More Profit in Price SegmentationThis one is the 9 of Spades from the Impact Pricing card deck. There are two major rules in pricing that are hugely valuable to your organization. The first one is value-based pricing, which simply means charge what your customers are willing to pay. The second one is to adopt price segmentation. Think about this for just a second. No two buyers actually are willing to pay the same price. Which means every buyer has a different willingness to pay. If we really want to adopt value-based pricing, at its best, then what we're doing is try...
2024-02-0702 min
Impact PricingBlogcast: Three Types of B2B ValueThis is an Impact Pricing Blog published on December 28, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/three-types-of-b2b-value/ 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.com/in/stiving/
2024-02-0205 min
Impact PricingPricing Table Topics: 10 of Clubs – How Much Would Other People Pay?This one is the 10 of Clubs from the Impact Pricing card deck. Face it, when you talk to a customer, what you really want to ask them is, "how much would you pay for them?" The problem is they won't answer that question. First, they probably don't know the answer to that question. But more importantly, in the back of their mind, they're thinking, Hey, I can't tell them the truth because if I tell them it's really valuable to me, they'll end up charging me a higher price. So, I'm going to come up...
2024-01-3102 min
Impact PricingBlogcast: Why Your Salespeople Don't Sell ValueThis is an Impact Pricing Blog published on December 21, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/why-your-salespeople-dont-sell-value/ 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.com/in/stiving/
2024-01-2604 min
Impact PricingPricing Table Topics: 10 of Diamonds – Sell to Buyers that Value Your Product the MostThis one is the 10 of Diamonds from the Impact Pricing card deck. Different buyers value our products differently, hence, what that should mean to us is we get to do price segmentation, we could be charging different prices. But from a sales perspective, once we've got a price set and we need to go out and do prospecting and find which customers we want to go sell to, guess which ones are the easiest ones to win? The ones where they perceive the most value from our product. If somebody is going to use our pro...
2024-01-2401 min
Impact PricingBlogcast: Growth Comes from ValueThis is an Impact Pricing Blog published on December 14, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/growth-comes-from-value/ 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.com/in/stiving/
2024-01-1905 min
Impact PricingPricing Table Topics: 10 of Hearts – Invest More Time Managing Pricing and ValueThis one is the 10 of Hearts from the Impact Pricing card deck. Besides the alliteration of that meme, the two concepts are crucial. Pricing is possibly the most powerful marketing mix variable you have access to. You must have seen the reports that say, hey, if you could increase price by 1%, that likely increases your profitability by 10% for most companies or an average company. Well, the only reason somebody is ever going to buy something from you is because they perceive that there's more value to them than it costs them in your price. And...
2024-01-1702 min
Impact PricingBlogcast: Don't Do What Sirius XM DidThis is an Impact Pricing Blog published on December 7, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/dont-do-what-sirius-xm-did/ 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.com/in/stiving/
2024-01-1203 min
Impact PricingPricing Table Topics: 10 of Spades – Consider the Buyer's Decision ProcessThis one is the 10 of Spades from the Impact Pricing card deck. When we think about what a buyer's decision process is, think about the two decisions they have to make, 'will I' and 'which one'. And it's really important for us to understand which of those decisions were pricing for. The 'will I' decision simply asks, the buyers asking the question, should I buy something in this product category? That's a budgetary decision. They're really saying, is this problem valuable enough for me to spend money to go solve? When we're thinking about pricing...
2024-01-1002 min
Impact PricingBlogcast: The Art of PricingThis is an Impact Pricing Blog published on November 30, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/classic-the-art-of-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://www.linkedin.com/in/stiving/
2024-01-0503 min
Impact PricingBlogcast: Do You Need a New Pricing Metric?This is an Impact Pricing Blog published on November 23, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/do-you-need-a-new-pricing-metric/ 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.com/in/stiving/
2024-01-0303 min
Impact PricingHarnessing the Power of Causality for Price Optimization with Gleb RomanyukGleb Romanyuk is a Principal Economist at Wayfair. He leverages his Ph.D. in Economics and his extensive experience in the tech industry to develop cutting-edge solutions for competitive pricing and economic analysis. In this episode, Gleb emphasizes the underutilization of data by most companies. He recommends harnessing its power to gain insights into business performance and develop optimized pricing strategies. Why you have to check out today's podcast: Understand an economist's role in analyzing data and optimizing pricing Learn to note the distinction between forecasting and prediction versus the causal inference T...
2024-01-0126 min
Impact PricingBlogcast: What Comes After Product-Market FitThis is an Impact Pricing Blog published on November 16, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/what-comes-after-product-market-fit/ 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.com/in/stiving/
2023-12-2904 min
Impact PricingPricing Table Topics: Jack of Clubs – Don't Lower PricesThis one is the Jack of Clubs from the Impact Pricing card deck. There's almost never a good reason to lower prices. We've seen that a 1% price increase can lead to a 10% improvement in profitability. Well, the opposite is true too. A 1% price decrease could lead to a 10% decrease in profitability. And that's painful. As a general rule, I would never ever lead a price decrease. I'm not lowering my prices. And the only thing that would ever prompt me to, is if my competitors lowered their price first and I had to keep up with...
2023-12-2702 min
Impact PricingBlogcast: Software ShrinkflationThis is an Impact Pricing Blog published on November 9, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/software-shrinkflation/ 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.com/in/stiving/
2023-12-2203 min
Impact PricingPricing Table Topics: Jack of Diamonds – You're Not Charging EnoughThis one is the Jack of Diamonds from the Impact Pricing card deck. It's true. If you're winning them all, you're not charging enough. First, you have to believe that every buyer is different. Every buyer has a different willingness to pay. If every time you go bid on someone and you know that they have a different willingness to pay, and yet you always win, that means that most of your buyers, if not all of your buyers, were willing to pay you more. In fact, it's probably a fair assumption that every time...
2023-12-2002 min
Impact PricingBlogcast: System 1 and System 2 ValueThis is an Impact Pricing Blog published on November 2, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/system-1-and-system-2-value/ 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.com/in/stiving/
2023-12-1503 min
Impact PricingPricing Table Topics: Jack of Hearts – Improvement in Pricing Produces Increase in ProfitThis one is the Jack of Hearts from the Impact Pricing card deck. If you have the ability to raise your prices and you can still sell the same or just slightly fewer products, you are almost guaranteed to make much more profit. There are many studies out there that show a 1% increase in pricing can yield a 10% improvement in profitability. Now, how does that make sense? It makes sense because if you assume for a second that you have 10% gross margin on your product. So, I'm going to throw some numbers at you here. As...
2023-12-1302 min
Impact PricingBlogcast: The 5 How'sThis is an Impact Pricing Blog published on October 26, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-5-hows/ 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.com/in/stiving/
2023-12-0803 min
Impact PricingPricing Table Topics: Jack of Spades – Value Is Not Based On CostsThis one is the Jack of Spades from the Impact Pricing card deck. Many companies use cost-plus pricing and that's understandable because it's easy. It guarantees they're going to make a profit for every sale they make. I get it. When we shift to value-based pricing, we start thinking about what's a buyer willing to pay us. And now, think about what a buyer is willing to pay and that value that they place on our product actually has nothing to do with the cost of us manufacturing it. In fact, if you're u...
2023-12-0602 min
Impact PricingBlogcast: We Have Room for NegotiationThis is an Impact Pricing Blog published on October 19, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/we-have-room-for-negotiation/ 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.com/in/stiving/
2023-12-0102 min
Impact PricingPricing Table Topics: Queen of Clubs – Value-based Pricing Is Never PerfectThis one is the Queen of Clubs from the Impact Pricing card deck. Value-based pricing is truly a goal or an attitude, but it's never finished because we can't be perfect. We can't read a customer's mind. I define value-based pricing as charge what a customer is willing to pay, but if you can't read a customer's mind, you don't know what that customer is willing to pay. And in fact, all customers are different. And so, we constantly tweak and test new techniques. We add new price segmentations. We think about different market segments...
2023-11-2902 min
Impact PricingBlogcast: Lessons from Amazon's NessieThis is an Impact Pricing Blog published on October 12, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/lessons-from-amazons-nessie/ 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.com/in/stiving/
2023-11-2403 min
Impact PricingPricing Table Topics: Queen of Diamonds – Create Perceived Value with MarketingThis one is the Queen of Diamonds from the Impact Pricing card deck. We often talk about how we want products that are different from our competitors. And if we think about what we want to build, we want to build products that are better, that are somehow differentiated. And when we do that, we've truly built value for our customers because our products are better than our competitor's products. However, sometimes our customers don't know that our products are better. And if they don't know our products are better and they've never used our pr...
2023-11-2202 min
Impact PricingTop Pricer Tournament: Simulating Winning Pricing Strategies with Mark ChussilMark Chussil is the founder of Advanced Competitive Strategies, Inc. He is an expert in qualitative and quantitative business war games, custom strategy simulators, executive education and management development programs. Highly rated speaker, published books and dozens of articles on business and competitive strategy. In this episode, Mark shares how simulating pricing strategies before actually implementing them can do away with costly outcomes thereby improving one's bottom line. Why you have to check out today's podcast: Discover the essence of the Top Pricer Tournament Enhance your pricing strategy by utilizing simulation techniques to...
2023-11-2030 min
Impact PricingBlogcast: Rules of Thumb for Price IncreasesThis is an Impact Pricing Blog published on October 5, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/rules-of-thumb-for-price-increases/ 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.com/in/stiving/
2023-11-1703 min
Impact PricingPricing Table Topics: Queen of Hearts – Value-based PricingThis one is the Queen of Hearts from the Impact Pricing card deck. Value-based pricing has many different meanings. Different people use it differently. Oftentimes, it's used to say, what's the value of each individual feature that's different between your product and your competitors, and add that to your competitors price. And by the way, that's a great way to think about value and value-based pricing. But the easiest definition I've heard of for value-based pricing is, charge what your customers are willing to pay. And I love this definition because sure, it takes into acco...
2023-11-1502 min
Impact PricingPricing Table Topics: Queen of Spades – Compete on Value, Not on PriceThis one is the Queen of Spades from the Impact Pricing card deck. We really should be competing on value, not on price. We often think we're in a price war with our competition. We think our competitors are competing on price because we watch them give deep discounts to customers when we're in negotiations and we're wondering, why are they competing on price? But if you think about it, we responded with deep discounts on our products, and they look at us and they say, why are they competing on price? What we really n...
2023-11-1002 min
Impact PricingPricing Table Topics: King of Clubs – Willingness to Pay Drives PricingThis one is the King of Clubs from the Impact Pricing card deck. Sadly, too many companies still use cost-plus pricing. We take the cost of manufacturing or creating something, we add a margin, and there's our price. It's easy. We know we're making margin, but are we maximizing our profit? Maybe we're pricing so high that we miss out on some customers, or maybe we're pricing so low that we're missing out on what some customers would be willing to pay us. Think about it this way. Imagine that it costs you $10 to build s...
2023-11-0802 min
Impact PricingBlogcast: Why Your NRR Isn't BetterThis is an Impact Pricing Blog published on September 28, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/why-your-nrr-isnt-better/ 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.com/in/stiving/
2023-11-0303 min
Impact PricingPricing Table Topics: King of Diamonds – Customers Buy Perceived ValueThis one is the King of Diamonds from the Impact Pricing card deck. We know that customers trade money for value. They're buying value, but what kind of value? There's lots of ways to break value up, but in this meme we want to talk about the difference between perceived value and real value. Let's imagine there is this true measurable amount of value. For example, maybe I'm selling a gold coin and that gold coin actually has a value that I could look up online and say, what's the value of this coin? Got i...
2023-11-0103 min
Impact PricingBlogcast: Learning from iPhone PricingThis is an Impact Pricing Blog published on September 21, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/learning-from-iphone-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://www.linkedin.com/in/stiving/
2023-10-2702 min
Impact PricingPricing Table Topics: King of Hearts – Value Comes from Problems Solved and Results DeliveredThis one is the King of Hearts from the Impact Pricing card deck. We often think about, what is value? And we think of value-based pricing, it's what's a customer or buyer willing to pay. And so, their willingness to pay has everything to do with how they perceive the value of our product. So, what is that value? Well, it turns out nobody actually wants to buy your product. What they really want to buy are solutions to their problems. And so, how do we think about that? If we want to think about va...
2023-10-2502 min
Impact PricingBlogcast: Four Ways to Grow a CustomerThis is an Impact Pricing Blog published on September 14, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/four-ways-to-grow-a-customer/ 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.com/in/stiving/
2023-10-2003 min
Impact PricingPricing Table Topics: King of Spades – There's No Such Thing As a CommodityThis one is the King of Spades from the Impact Pricing card deck. Of course there's no such thing as a commodity. Well, many salespeople, many business people think they're selling a commodity. And what that really means is that they just have to charge the same price that everybody else charges. But is that really true? In my view of the world, if you're charging the exact same price, that means you're not adding any value. Why would I buy from you versus somebody else? And in truth, there are ways that you can a...
2023-10-1803 min
Impact PricingBlogcast: Two Ways to Grow RevenueThis is an Impact Pricing Blog published on September 7, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/two-ways-to-grow-revenue/ 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.com/in/stiving/
2023-10-1302 min
Impact PricingBlogcast: The First Principle of PricingThis is an Impact Pricing Blog published on September 1, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-first-principle-of-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://www.linkedin.com/in/stiving/
2023-10-1103 min
Impact PricingBlogcast: Defining Value-based PricingThis is an Impact Pricing Blog published on August 25, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/defining-value-based-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://www.linkedin.com/in/stiving/
2023-10-0605 min
Impact PricingPricing Table Topics: Ace of Clubs – Nobody Cares About Your ProductThis one is the Ace of Clubs from the Impact Pricing card deck. Nobody cares about your product. Let's use an example. Let's pretend that you're in the marketplace for a new car, and you're thinking to yourself, Hey, I could go buy a Tesla or some other electric car, or I could buy a more traditional gas powered car. And so, are you really focused on what are the features of the electricity, of the batteries? Are you really focused on, Hey, if I buy electric then I have electric. You actually don't care. ...
2023-10-0402 min
Impact PricingPricing Table Topics: Ace of Diamonds – Value-based Pricing is a Goal and an AttitudeThis one is the Ace of Diamonds from the Impact Pricing card deck. Value-based pricing truly is a never ending journey. Think about what it means. It means we're going to charge what a customer is willing to pay. But you can't read your customer's mind. You have no idea exactly how much someone's willing to pay you. And so we can make decisions inside our company to get us closer and closer to that number. We can do experiments. We can do interviews. We can, by the way, sell more value, communicate value better, i...
2023-09-2902 min
Impact PricingPricing Table Topics: Ace of Hearts – Adopt Value-based PricingThis one is the Ace of Hearts from the Impact Pricing card deck. It is true, the single most profitable pricing decision any company can make is to adopt value-based pricing. Now value-based pricing is hard to do, but it has a really simple meaning. It means charge what your customers are willing to pay. If you had the ability to read your customer's mind and you knew exactly the most that they would pay for your product, then you could charge that and you'd win the deal. And you couldn't have won it at a...
2023-09-2702 min
Impact PricingPricing Table Topics: Ace of Spades – Pricing Captures ValueThis one is the Ace of Spades from the Impact Pricing card deck. First, companies really do exist to create value for customers. Think about what you do as a business. Everything you do is to get a customer to pay you money. And the only reason a customer would ever pay you money is if you are delivering more value to them than they're receiving. And so, our entire company needs to be focused on how do we create more value for customers? How do we deliver more value? How do we communicate the va...
2023-09-2202 min
Impact PricingBlogcast: Pros and Cons of Price VarianceThis is an Impact Pricing Blog published on August 17, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/pros-and-cons-of-price-variance/ 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.com/in/stiving/
2023-09-2002 min
Impact PricingBlogcast: Defining ValueThis is an Impact Pricing Blog published on August 10, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/defining-value/ 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.com/in/stiving/
2023-09-1502 min
Impact PricingBlogcast: Which Business Do You Want?This is an Impact Pricing Blog published on August 3, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/which-business-do-you-want/ 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.com/in/stiving/
2023-09-1301 min
Impact PricingBlogcast: Pricing, Usage, and Value MetricsThis is an Impact Pricing Blog published on July 27, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/pricing-usage-and-value-metrics/ 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.com/in/stiving/
2023-09-0803 min
Impact PricingPricing Table Topics: Joker 2 – Buyers may not Measure Value in DollarsThis one is the Joker 2 from the Selling Value card deck. Almost always when we're dealing with B2B customers, B2B business, value can be measured in additional profit. And that's one of the things I love about B2B business and pricing, is because we know our price has to be related to how much additional profit will they make when they use our product, or when they use our product relative to a competitor's product. But it turns out, sometimes, buyers inside our customers don't really care about profit. Imagine that you're s...
2023-09-0602 min
Impact PricingMaster Pricing Strategies with Data with Sebastian BaierSebastian Baier is the founder of Buynomics, an AI for ultimate customer-centric RGM decisions- in one SaaS solution. In this episode, Sebastian discusses how Buynomics' AI utilizes vast amounts of consumer behavior data to generate virtual customers, enabling the implementation of optimal pricing strategies. What you will learn from this episode: Learn how to create a customer simulation to identify the key factors that drive the value of a product and develop effective pricing strategies for optimal results Discover how to create a customer model for B2B, even when limited data i...
2023-09-0421 min
Impact PricingBlogcast: Why Do They Buy?This is an Impact Pricing Blog published on July 20, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/why-do-they-buy/ 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.com/in/stiving/
2023-09-0102 min
Impact PricingPricing Table Topics: Joker 1 – An Indicator of Willingness to PayThis one is the Joker 1 from the Selling Value card deck. You heard earlier that there are really three types of buyer's value journeys. Those happen to be analytical, relationship, and trust. In the analytical relationship, there's typically a lower level person who's doing a lot of side by side comparison between your product and a competitor's product, and our buyers are by far the most price sensitive in that situation. Or we could go all the way to the trust journey, and that is where they come to us. They ask us, "He...
2023-08-3002 min
Impact PricingBlogcast: It's Too Expensive!This is an Impact Pricing Blog published on July 13, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/its-too-expensive/ 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.com/in/stiving/
2023-08-2502 min
Impact PricingPricing Table Topics: 2 of Diamonds – Involve Finance with Monitoring the Value-based KPIs.This one is the 2 of Diamonds from the Selling Value card deck. I'm often asked who should own pricing, and one of the departments that often comes up is finance. And of course, I'm not a huge fan of finance owning pricing. And the biggest reason is finance doesn't truly understand the value of our products. Usually that's going to be someone in product management, product marketing, or even sales, which I'm not a fan of them owning pricing either. However, finance so much wants to be involved with pricing. It's so crucial to their p...
2023-08-2302 min
Impact PricingPricing Table Topics: 2 of Clubs – Salespeople with Authority to DiscountThis one is the 2 of Clubs from the Selling Value card deck. Salespeople are going to use every single tool they have available to them. Absolutely, they're going to use value selling if we've taught them how, and they understand, and they're doing a great job. But even if they're using value selling, it's very easy for them to offer discounts. And there's this attitude or belief that offering discounts helps close a deal faster. And maybe it does. Maybe when a customer or a buyer asks you for a discount, it takes longer to s...
2023-08-1802 min
Impact PricingPricing Table Topics: 2 of Hearts – The Best Response to an RFP Is Not to BidThis one is the 2 of Hearts from the Selling Value card deck. When you get an RFP, you have to decide, are you going to bid or not. Believe it or not, that's actually a decision you get to make. You do not have to respond to every RFP that comes through. And my advice, if you are not involved in the creation of the RFP, or at the very least, if you cannot have conversations with the decision makers or executives of the group who created that RFP, you have a very low chance of winning.
2023-08-1602 min
Impact PricingBlogcast: Next Book Title?This is an Impact Pricing Blog published on July 6, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/next-book-title/ 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.com/in/stiving/
2023-08-1102 min
Impact PricingPricing Table Topics: 2 of Spades – Relative Value ConversationsThis one is the 2 of Spades from the Selling Value card deck. You've heard me talk about value conversations before, where value conversations are really the conversation we have with a customer or potential buyer, so they can determine how much additional profit they're going to make when they use your product. And that's awesome when they're only making a 'Will I' decision. Am I going to buy your product or not? Am I going to buy a product in your category or not? But what happens when they say, "Am I going to buy yo...
2023-08-0902 min
Impact PricingBrainstorming the 'Ultimate Pricing Book Title' with Sebastian WrobelSebastian Wrobel is an energetic and passionate professional leader, helping companies achieve value and pricing excellence. Pushing digital transformation into lasting integration. Experienced in working closely with the C-suite and senior stakeholders to elaborate and drive major profit & growth optimisation plans. Building high performing teams by leveraging a collaborative and data driven leadership approach. In this episode, Sebastian provides valuable insights on how to create the perfect title for a pricing book. The goal of which is to capture the attention of individuals driving pricing within a company. What you will learn from t...
2023-08-0732 min
Impact PricingBlogcast: Right or Effective?This is an Impact Pricing Blog published on June 29, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/right-or-effective/ 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.com/in/stiving/
2023-08-0402 min
Impact PricingPricing Table Topics: 3 of Diamonds – Prospect for Buyers Who Get More Value from Your SolutionThis one is the 3 of Diamonds from the Selling Value card deck. The question now, as we're doing our prospecting, is to say which prospects will get the most value. We've talked in the last few weeks about finding prospects who realize they have a problem, finding prospects who we know have the problem, finding prospects who prioritize solving the problem. Now what we're saying is, let's find the prospects who get the most value out of solving that problem. When we think about it, if a customer gets a ton of value from solving t...
2023-08-0202 min
Impact PricingBlogcast: Help! What's Bigger than Pricing?This is an Impact Pricing Blog published on June 22, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/help-whats-bigger-than-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://www.linkedin.com/in/stiving/
2023-07-2803 min
Impact PricingPricing Table Topics: 3 of Clubs – Sell to Someone Actively Trying to Solve a ProblemThis one is the 3 of Clubs from the Selling Value card deck. It really is easier to sell to someone who's already trying to solve a problem or realizes they have a problem and wants to go solve it. As I've mentioned previously, as a pricing expert, I believe that almost every company can use my services. Almost every company will benefit dramatically. And yet for me to go knock on a door of a company and say, "Hey, I'm a pricing expert. Would you like some help with your pricing," probably isn't going to be...
2023-07-2602 min
Impact PricingBlogcast: The IKEA Effect and PricingThis is an Impact Pricing Blog published on June 15, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-ikea-effect-and-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://www.linkedin.com/in/stiving/
2023-07-2102 min
Impact PricingPricing Table Topics: 3 of Hearts – Prospect in a Pool of Buyers Who Have the ProblemThis one is the 3 of Hearts from the Selling Value card deck. As you're doing your prospecting, you have to decide who you're going to reach out to for the prospecting. And since we know that buyers only buy products to solve problems that they have, what we should be thinking about is, well, where's the community or the marketplace of people that actually have this problem. So, if I were a moving company and I were trying to find companies that were trying to move, then there may be a way to say, "Hey, I...
2023-07-1902 min
Impact PricingBlogcast: Value-Based Pricing is an AttitudeThis is an Impact Pricing Blog published on June 8, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/value-based-pricing-is-an-attitude/ 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.com/in/stiving/
2023-07-1402 min
Impact PricingPricing Table Topics: 3 of Spades – People Who Are Easier to ProspectThis one is the 3 of Spades from the Selling Value card deck. Of course, salespeople, marketing people, we have to do prospecting. The question becomes, who do we look for as prospects to move into our sales funnel? Well, now that we know that people really have to solve problems, that's the reason they buy our products. The question now is, do we think it's easier to sell to people who already know they have a problem, or to people that we have to convince they have a problem? You often see advertising lik...
2023-07-1203 min
Impact PricingBlogcast: Commit to ExpandThis is an Impact Pricing Blog published on June 1, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/commit-to-expand/ 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.com/in/stiving/
2023-07-0702 min
Impact PricingPricing Table Topics: 4 of Diamonds – Walking Away from a Negotiation Takes GutsThis one is the 4 of Diamonds from the Selling Value card deck. Wow, walk away from a negotiation, ouch! We're essentially saying, "No, we're not going to negotiate anymore. Take the deal that we've given you or not. Totally up to you." And what happens when we do this? First off, we're at risk of losing the deal, and that's painful. Especially, if you're in sales and you're paid to get revenue. You've got to meet a quota, your commission comes from that. But it turns out, from a company perspective, oftentimes that's a really sm...
2023-07-0502 min
Impact PricingBlogcast: Quick and Dirty Pricing ResearchThis is an Impact Pricing Blog published on May 25, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/quick-and-dirty-pricing-research/ 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.com/in/stiving/
2023-06-3002 min
Impact PricingPricing Table Topics: 4 of Clubs – Learn the Competitive Situation Before NegotiatingThis one is the 4 of Clubs from the Selling Value card deck. It turns out that procurement people often lie to us. And it's their job, not necessarily to lie, but it's their job to get a better price. And what often happens is they'll say to you, "Hey, you're up against these other two or three competitors. In this situation, you have to lower your price if you expect to win this deal." And it turns out oftentimes that's not true. Oftentimes, you're not up against two or three different competitors. Back man...
2023-06-2802 min
Impact PricingBlogcast: What if They Find Out?This is an Impact Pricing Blog published on May 18, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/what-if-they-find-out/ 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.com/in/stiving/
2023-06-2302 min
Impact PricingPricing Table Topics: 4 of Hearts – Gives and GetsThis one is the 4 of Hearts from the Selling Value card deck. This concept of asking for something anytime we're going to give a discount, we simply refer to it as gives and gets. We don't give anything without getting something. And so, what should we be getting when we're giving something? Well, surely we could get almost anything. What we really want to do is get the things that protect the profit of the company. And what are those things? If you think about all of the different items that you might be able...
2023-06-2102 min
Impact PricingBlogcast: Price Segmentation in TIOLI MarketsThis is an Impact Pricing Blog published on May 11, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/price-segmentation-in-tioli-markets/ 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.com/in/stiving/
2023-06-1603 min
Impact PricingPricing Table Topics: 4 of Spades – Determine Purchasing Power Before NegotiatingThis one is the 4 of Spades from the Selling Value card deck. Every time a salesperson gets in front of a procurement officer, a purchasing agent, however they're called, the purchasing agent will act price sensitive. Their job is to get a better price for their company. And so, they will always tell you that your price is too high, they need a discount. And you have to decide as a salesperson, do you want to give it to them? And here's the trick, does the purchasing agent actually have any power or authority to i...
2023-06-1402 min
Impact PricingProcurement and Sales in Impact to Value Pricing with Jens HentschelJens Hentschel's passion is B2B relationship management and is especially interested in the interaction between the two sides at the negotiation table: buyers and sellers, suppliers and customers, sales and procurement professionals. In this episode, Jens delves into the role of procurement in guiding the internal stakeholder's buying journey on the supply side, while the sales professional assists in facilitating a value-based negotiation. Why you have to check out today's podcast: Gain a comprehensive understanding of procurement's involvement in the sales process using the direct and indirect spend terminologies Recognize the s...
2023-06-1229 min
Impact PricingBlogcast: Price Segmentation by NegotiatingThis is an Impact Pricing Blog published on May 4, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/price-segmentation-by-negotiating/ 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.com/in/stiving/
2023-06-0902 min
Impact PricingPricing Table Topics: 5 of Diamonds – Give Salespeople Discount AuthorityThis one is the 5 of Diamonds from the Selling Value card deck. We typically give our salespeople some level of discount authority. And the reason we do that is, let's say they walked in, and they asked the factory, or headquarters, 'Hey, could I have a 5% discount?' And we always say yes to that. Then all we've done is slowed down the sales process. Instead, we give them some level of discount authority. Knowing that, you know, if you come in for 5% or less, I'm going to give it to you anyway. So, you ju...
2023-06-0702 min
Impact PricingBlogcast: Simplify Your PricingThis is an Impact Pricing Blog published on April 27, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/simplify-your-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://www.linkedin.com/in/stiving/
2023-06-0203 min
Impact PricingPricing Table Topics: 5 of Clubs – Gain Higher ASPs and MarginsThis one is the 5 of Clubs from the Selling Value card deck. Most salespeople are paid on commission, and typically that commission is a percentage of the revenue. So, 2% of the revenue, 5% of the revenue, somewhere in that ballpark. The problem is, that incremental revenue, if I want to grow my revenue by 1%, the salesperson is only going to get 2%, or their commission rate, of the 1%. And it's a really, really tiny number. However, for the company, that 1% could be a really big number especially if your overall margins are relatively small, because...
2023-05-3102 min
Impact PricingBlogcast: Nobody Cares About Your ProductThis is an Impact Pricing Blog published on April 20, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/nobody-cares-about-your-product/ 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.com/in/stiving/
2023-05-2604 min
Impact PricingPricing Table Topics: 5 of Hearts – Blame Costs When You Increase PricesThis one is the 5 of Hearts from the Selling Value card deck. It's true, customers hate price increases. Heck, I get an annual price increase from Intuit for my QuickBooks, and I hate it. But there's nothing I can do about it. I just have to sit around and stew about the fact that I really despise that Intuit raises my price every year. However, when we blame costs, then people hate us a little bit less. So, we know as pricing people, as salespeople, we know that our prices really have nothing t...
2023-05-2402 min
Impact PricingBlogcast: Lessons from a Cute StoryThis is an Impact Pricing Blog published on April 13, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/lessons-from-a-cute-story/ 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.com/in/stiving/
2023-05-1903 min
Impact PricingPricing Table Topics: 5 of Spades – Value TablesThis one is the 5 of Spades from the Selling Value card deck. A value table consists of four columns: the solution, the problem, the result, and the value, typically in dollars. And when we do this, we think of creating the information, or the data in each cell for a typical customer. But we would never walk into a customer and say, 'You should expect to make a million dollars by buying this product.' Or we would never walk into a customer and say, 'We would expect you to have 3% more productivity if you b...
2023-05-1702 min
Impact PricingBlogcast: You Have the Curse of KnowledgeThis is an Impact Pricing Blog published on April 6, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/you-have-the-curse-of-knowledge/ [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://www.linkedin.com/in/stiving/
2023-05-1203 min
Impact PricingPricing Table Topics: 6 of Diamonds – Possess Acumen About Your Buyer's BusinessThis one is the 6 of Diamonds from the Selling Value card deck. If you are having value conversations, you're focusing on, what's the problem the client's trying to solve? What's the result they might expect to achieve? And if that result is quantifiable and we're selling to a company, then almost certainly you can turn that quantifiable results into incremental profit to that company. But in order to do that, we have to understand the business of our customers. I remember a long, long time ago when I was in sales, we were se...
2023-05-1002 min
Impact PricingBlogcast: Ford Patents Feature with Negative ValueThis is an Impact Pricing Blog published on March 30, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/ford-patents-feature-with-negative-value/ [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://www.linkedin.com/in/stiving/
2023-05-0503 min
Impact PricingPricing Table Topics: 6 of Clubs – Have Value Conversation with All Potential ClientsThis one is the 6 of Clubs from the Selling Value card deck. First, let's talk about an analytical journey. These are those people who, once they realize they have a problem that they might want to go solve, they spend a bunch of time doing their own research, probably on the internet, figuring out what are the different options, where they might buy it, what are the price points? These are the most price sensitive buyers we can deal with. And yet, if we get an opportunity to talk to them as a salesperson would...
2023-05-0302 min
Impact PricingBlogcast: Discrimination or SegmentationThis 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://www.linkedin.com/in/stiving/
2023-04-2803 min
Impact PricingPricing Table Topics: 6 of Hearts – Maintain a Comprehensive Value TableThis 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 achieve that result? In a way, you could think of this as an ROI calculator. But the problem is, you can't go in with a...
2023-04-2602 min
Impact PricingBlogcast: Interesting Starlink Price ChangesThis 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://www.linkedin.com/in/stiving/
2023-04-2104 min
Impact PricingValue Bread Blues? How to Announce Price Increases with Casey BrownCasey 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 substantially increase your ability to earn higher prices. Why you have to check out today's podcast: Learn how crucial the seller's m...
2023-03-2731 min
Impact PricingPricing to Scale: 4-Step Strategic Framework for Business Success with Ajit GhumanAjit Ghuman is the Director of Product Management, Pricing, Packaging, and Customer Experience at Twilio. He is the author of the book Price to Scale. He's had Director of Product Marketing title at several companies, and he added pricing to his title in 2019. Ajit is fascinated by ancient mysteries. In this episode, Ajit educates us on pricing and packaging as he shares why he's passionate when it comes to changing the monetization stack, especially on companies being able to change pricing strategies a lot quicker than today. Why you have to checkout today's p...
2023-02-2730 min
Impact PricingPersonalities in the Pricing Community (and how to interact with them) with Robert RibciucFor the last ten years, Robert Ribciuc has been working as the Managing Partner of EBITDA Catalyst, helping clients accelerate growth in key valuation metrics. He has a BA in Math and Economics from Harvard and an MBA from Chicago Booth School of Business. In this episode, Robert shares some of his insights on how to deal with different kinds of people in the industry, be it personal or online. Why you have to check out today's podcast: Get tips on how you could recover and avoid "falls" in your life Learn h...
2023-02-0633 min
Impact PricingSpecial Episode: 2 Pricing Professionals DebateMark Stiving is a widely recognized pricing expert and marketing pro who teaches companies how to boost revenues and realize their true value. He is the host of the Impact Pricing podcast, helping people win more business at higher prices through value, and has authored three books which all revolve around pricing. Ron Baker is the Founder of VeraSage Institute, dedicated to helping professional knowledge firms bury the billable hour and trash timesheets. He has published seven books around the topics of business and pricing, and also is a radio talk-show host for The Soul of Enterprise.
2022-08-2937 min
Impact PricingPricing Power: Making Pricing Profitable with Ayon BhattacharyyaAyon Bhattacharyya is the Founder of Biz Growth Spurt, a consulting firm based out of New Zealand. He has experienced pricing in half a dozen companies, and he's a passionate animal welfare advocate. In this episode, Ayon discusses pricing power as he enumerates its four different levels while talking about value-based pricing. Why you have to check out today's podcast: Understand how pricing power relates to price elasticity Find out what Ayon's four different levels of pricing power are all about Discover how Mark's will I? which one? concept relates to these l...
2022-06-2727 min