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 data to help them win. Sounds a bit like pricing, right? There’s no shortage of [...]
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. If you don’t know what your value is, it’s hard to put a price on [...]
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 companies feel they don’t have good differentiation, so they have to compete on price. When [...]
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 is more than philosophical. If we are suggesting major price moves that will have real [...]
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 kind of results have those efforts yielded. Do you have to choose between selling faster [...]
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 SaaS, and Dave McClure, who wrote Subscriptions are the new Black on his always entertaining [...]
Twas the night before Christmas, when all the through the houseNot a hard drive was stirring, not even a mouse. The pipeline reports were tallied with careIn hopes that the revenue soon would be there. The sales teams were in hotel rooms, snug in their bedsWhile visions of commissions danced in their heads The CFO [...]
Are you leaving 10% of your profit on the table? Do you know where?This free report provides analysis on your business to help you maximize sales and profit for 2009, including: Where you’re leaving money on the table in negotiations. (Every 1% of extra discounting could be costing you 10% of your profit.) What types [...]
Following the nice mention on Inc.com last week (see Free Pricing Analytics for SMBs), salesforce.com highlighted Sales Compass Free Edition in the “Latest Listings” section of it’s November AppExchange newsletter. If you use salesforce.com (Unlimited, Enterprise, or Professional Edition with Products) get the Free Edition now on the AppExchange. If you’re not a salesforce.com administrator, [...]
The economy’s in a bubble! A crash! A recovery? Careful, you might get whiplash. Looking back at the roller coaster ride, a lot of companies lost a lot of money because they could not act, or even react, quickly enough. Strangely, this money rarely showed up as a line item on the corporate P&L, although [...]
