pricing techniques Archives - Page 2 of 4 - Mimiran

pricing techniques

The Sorcerer’s Apprentice and the $23 Million Book

I’m a big fan of automating pricing tasks.  Companies spend way too much time on mundane issues like moving pricing information from one system (or spreadsheet) to another, and far too little time really thinking strategically about price and value. … Read More

Does this sound like your price negotiations?

Sadly, this will seem awfully familiar to some businesses we’ve seen.

10 Maxims for Improving Profit through Better Pricing

Your price ceiling is limited by the Perceived Differential Value of your offering.  Customers determine this, but you can help them along the way. Your price floor is limited by your costs.  If your floor and ceiling are the same … Read More

Don’t limit yourself on price

If you’re reading this blog, you probably know the dramatic profit impact of small price improvements.  (For a company running at 10% net margin, a 1% price improvement increases profit by 10%.)  Yet even when companies want to improve pricing … Read More

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 Night before Christmas (Sales Compass Edition)

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 … Read More

SaaS University: Maximizing SaaS Revenue

If you’re in the software industry, don’t miss SaaS University in Dallas, January 26-28. With over 30 sessions, this event provides the best opportunity for folks in the SaaS community to learn, share, and network. Get early bird pricing through … Read More

Value, Scarcity, and Pricing in the Age of Superabundance

For most people, throughout most of human existence, scarcity was paramount.** Now we live in an age of not just abundance, but superabundance. The agricultural revolution created abundance– not by today’s standards– in food. The industrial revolution created abundance in … Read More

Getting the Most from Your Discounts

Join us for a webinar on June 16, 2009, 12:00 Noon EDT Register For many companies, discounts represent the largest spending category– but they’re not even in the budget. This strange omission leads to inefficient and ineffective use of discounting … Read More

Pricing agility is underrated

Pricing is a process, not an event. This mantra is important for companies who think pricing is something they do annually, when they update price books, or in special circumstances when they add a fuel surcharge. But pricing is happening … Read More