Dell has launched a new back-to-school campaign highlighting the lower prices of of Dell laptops compared to Apple. At a high level, this is a great idea. Apple has regained a (the?) leadership position in the educational market, which is … Read More
Blog
The best 5 minutes of TV for sales
If you haven’t already, check out Gerhard Gschwandtner interviewing Ron Hubsher from the Sales Optimization Group on the sales negotiation process. Ron looks at the sales process with the same philosophy I do– namely, selling value instead of price, and … Read More
The World Cup, Data Analysis, and Maximizing Profit
I’m a big fan of analytics. And sports (although I no longer have time to keep up with them). So I’ve always been puzzled that with so much money and pride on the line, teams have done so little analyze … Read More
AT&T Pricing Plans: It’s About Time
As a heavy iPhone user, I was less than thrilled about AT&T’s plan to end “unlimited” data plans. Apparently, I consume over 3GB/month, despite doing most of my heavy lifting through WiFi. This means I will either need to reduce … Read More
Mimiran Sales Compass a “Killer Sales App”
Thanks to the good folks at Inc magazine for a nice mention of Sales Compass as one of “4 New Killer Sales Apps.” Congrats to Proposable, salesforce.com, and Sybase, as well. Btw, pricing for Sales Compass is actually lower than … Read More
Value is what the customer is buying– not what you’re selling
In a previous post (Be Better, Not Cheaper) I talked about the importance of differentiated value. I have conversations about value almost as often as I have conversations about pricing, because a lot of pricing confusion is really value confusion. … Read More
Be Better, Not Cheaper
Who doesn’t love a bargain? We all do, and we know our customers do, too. But that doesn’t mean price is the only thing that’s important. It becomes the only thing that’s important if everything else is the same. Many … Read More
Is pricing an art or a science?
I get this question a lot. Sometimes from people who want to think it’s some kind of magic that doesn’t require rigorous analytical thinking, usually from people who want to prove that it’s a science. Often their desire for proof … Read More
Webinar: grow sales *and* profit
Join us for a webinar on B2B sales optimization. We’ll look at how manual negotiation processes cost time, sales, stress, and 10% or more of profit. Why does this happen? What have companies tried to do about it? And what … Read More
Subscriptions are in, free is out
Chris Anderson of Wired said that Free is the price of the future. Some of us beg to differ. Among those with other opinions are Lincoln Murphy of 16 Ventures who published a paper called The Reality of Freemium in … Read More