The enterprise software industry has trained its customers to expect discounts. The list price is seen, at best, as a starting point for negotiation, and in many cases is simply irrelevant, ...
Every once in a while it can help to go back and look at the classics, and for modern B2B sales one of those classics is Neil Rackham’s SPIN Selling. Originally published in 1988, SPIN Selling ...
The other morning I had an opportunity to listen to John Donovan, Chief Technology of AT&T who was presenting at a Mass Technology Leadership Council event, "The Future of Mobile" at ...
About a month ago we posted the above question on a number of our favorite groups. This provoked some vigorous discussion, and as this was spread across different groups we wanted to pull the ...
Once you unlock the mystery of building a value model (note: it’s much easier than you think), the next challenge is inevitably, “where do I get the data for this?” Value models run on data. ...
LinkedIn is emerging as an excellent place for conversations between professionals. There are good groups for product management, pricing, marketing and sales (and many other topics). Some of ...
Pricing metrics are the unit that something is priced in – we buy bread by the loaf, hamburger meat by the pound, frozen hamburgers by the patty. Choice of a pricing metric is one of the most ...
One can make a strong case that setting prices for software is a relatively more challenging task compared to setting price for other products and services. Since all software essentially comes ...
Pricing healthcare has to be one of the most challenging tasks in the profession. Rising healthcare costs and debate over how best to manage and pay for them is a hot-button issue. Treacherous ...
In the field of Value Management, a vast wealth of untapped knowledge lies trapped within the minds of sales professionals, pricing experts and marketing strategists. All too often, that’s where ...
