All Episodes
Impact Pricing — 518 episodes
Buyer Insight: Willingness to Pay Isn't About Your Product
Why Pricing Might Be the Best Path to CEO You've Never Considered with Ryan Walter
Buyer Insight: Why More Features Make It Harder to Buy
The Pricing Sprint: Why Human Behavior Still Wins In the Age of AI with Jenny Millar & Ann Padley
Buyer Insight: Will AI Shrink Our Teams or Expand Our Ambitions?
Why Buyers Don't Buy When They're Convinced — They Buy When They Can Predict with Todd Caponi
Buyer Insight: Buyers Are Rational, It's the Sellers That Aren't
AI Agents, Zero Humans, and the End of SaaS Per-Seat Pricing with Ajit Ghuman
Buyer Insight: Credits Trade Clarity for Flexibility
Your Customers Don't Care About AI (And That's Your Pricing Problem) with Dan Balcauski
Buyer Insight: If Buyers Can't Explain It, You've Not Sold It
The Four Conversations That Change How Buyers Decide with Blair Enns
Buyer Insight: Why AI Is Making SaaS Metrics Grow Up
Why the Same Product Shouldn't Have One Price (And What to Do Instead) with Bobby Moesta
Buyer Insight: Credits Are Both Billing and Currency and That's the Problem
How to Change Prices and Predict Them Without Guessing with Felix Hoffmann
Buyer Insight: Pricing Theory vs. Buying Reality: Why Usage-Based Pricing Still Wins in Enterprise AI
"How Would You Like to Pay?" Rethinking Pricing Strategy with Mark Walker
Buyer Insight: The Three Value Disciplines: Why Price Takes the Blame When Buying Gets Hard
Gap Selling: Why Price Depends on the Problem You Solve with Keenan
Buyer Insight: Free AI Is a Strategy, Not a Pricing Model
Credit-Based Pricing Explained: How AI Companies Balance Cost, Value, and Scale with Steven Forth
Buyer Insight: "We Lost on Price" – Truthful and Useless
How Jobs to Be Done Shapes Buyer Decisions (And What They Really Want) with Jim Kalbach
How to Quantify Value So Buyers Actually Believe It with Mark Stiving and Rebecca Kalogeris
Blogcast: AI Didn't Kill Per-User Pricing. It Exposed It.
Why Buyers Can't Articulate Their Real Problems (And Why That Matters for Pricing) with Mark Stiving and Rebecca Kalogeris
Blogcast: Price Is the Tradeoff
What Buyers Actually Pay For (Hint: It's Not Your Product) with Mark Stiving and Rebecca Kalogeris
Blogcast: Buyers Don't Buy Features
Buyers Buy Futures, Not Features: Understanding the "Let Me Think About It" Moment with Mark Stiving and Rebecca Kalogeris
Why Pricing Feels Disconnected from Buyer Behavior (And What We're Missing) with Mark Stiving and Rebecca Kalogeris
Blogcast: Pricing AI: When Algorithms Replace Buyers
#CLASSIC Why I Teach Pricing: My Journey and Mission
Blogcast: Pricing AI: Three Levels of Value Visibility
Synthetic Data in Pricing: Trust It, Test It, or Ignore It? with Steven Forth
Blogcast: AI Can't Own Pricing
From $500 to $20,000 a Month: What This Pricing Jump Reveals About Value with Alex Shartsis
Blogcast: Pricing AI: Outcome-Based Pricing – The Holy Grail for AI
"You're Wrong" — A Friendly Pricing Debate on Buyer Context with Steven Forth and Mark Stiving
Blogcast: Credits: A Tool to Reveal Your Value Literacy
The Logic of Luxury Pricing: How Elite Brands Set Price with Kathryn Porritt
Blogcast: Credits: The Bridge Between AI Uncertainty and Value Clarity
Pricing and Billing: Where Strategy Meets Execution with Ryan Susanna
Blogcast: Designing Hybrid and Evolving Pricing Models for AI
How AI Is Changing Buying Behavior—and Why Value Still Wins with Mike Wilkinson
Blogcast: Pricing AI: Evaluating Pricing Metrics
Who's Accountable When AI Sets the Price? Pricing Governance in the Age of AI with Steven Forth
Blogcast: What PE Firms Miss in Pricing Due Diligence
Why Flipping "Good, Better, Best" Can Increase Revenue by 10% with Michael Mansard
Blogcast: How to Define Powerful Market Segments
The Subscription Pricing Lever Most Companies Miss (And How It Changes LTV Overnight) with Dan Layfield
Blogcast: Shareholder Value Is an Outcome, Not a Strategy
Why Pricing a Platform Is Harder Than Pricing a Product — Lessons from Google Cloud with Deovrat Kajwadkar
Blogcast: Pricing AI: The COMPASS Spectrum of Pricing Metrics
How Behavioral Economics Can Fix Your Pricing Blind Spots with Etinosa Agbonlahor
Blogcast: Nobody Wants to Buy AI
Revenue Growth Management: Proven Pricing Tactics with Danilo Zatta
Blogcast: Pricing AI: Pricing Metrics
How to Quantify Customer Value: A Playbook for Winning B2B Deals with Ed Arnold
Blogcast: Why Buyers Really Buy
The Future of Pricing: How AI Changes Everything Except the Pricer with Matt Knaggs
Blogcast: Pricing AI: The Value of Packaging
Why 60% of Your Quotes Signal 'Negotiable' to Buyers (And Cost You Millions) with Bill Diggons
Blogcast: Packaging AI: Structuring Features and Placing AI in Offers
Why ROI Is Your Most Powerful Pricing Tool with Sarah Williams
Blogcast: Pricing AI: Market Segmentation Matters
Why Efficiency, Not AI, Is the Real Competitive Advantage in Pricing with Lindsay Maurer
Blogcast: Pricing AI: Are You Selling a Platform or a Solution?
Jobs to Be Done: The Pricing Strategy That Pays Off Big with Bill Wilson
Blogcast: Pricing AI: Do Costs Finally Matter in Pricing?
AI as a Multiplier for Pricing with Emanuel Martonca
Blogcast: Pricing AI: Buyers Buy Inherent and Relative Value
Why I Teach Pricing: My Journey and Mission
Blogcast: Pricing AI: A Practical Guide for a Hype-Filled World
Beyond the Checkout: How Payment Infrastructure Shapes Your Pricing Strategy with Ryan Doran and Danny Smith
Monetizing AI: Beyond Cost-Plus Pricing with Ian Clark
Blogcast: Why Empathy Is Your Most Underrated Pricing Tool
From Commoditized to Premium: The Remarkable Effect with Ton Dobbe
Blogcast: Two Buyers Talked … and Nothing Bad Happened
Let Your Customers Help You Price with Scott Kelly
Blogcast: Everyone's Talking About AI. Almost Nobody's Using It.
AI SEO and the Future of Brand Discovery with Bryan Phelps
Blogcast: Product-Market Fit Is Overrated for Pricing
Why Pricing Deserves a Seat at the CEO Table with John Norkus
Blogcast: When Pricing Becomes Sleazy Manipulation
How Many Agents Should Pricing Software Have? with Steven Forth
Blogcast: The Secret Link Between Market Segments and the "Will I" Decision
How to Turn Vendors Into Paying Customers (And Other Pricing Secrets) with Ashish Gupta
Blogcast: Why Pricing AI Is So Hard
How AI Is Breaking Traditional Per-User Pricing Models with Craig Wilson
Blogcast: Jobs to Be Done vs. Problems and Results: What's More Useful in B2B?
COMPASS Framework: Rethinking Pricing Metrics in the Age of AI with Steven Forth and Michael Mansard
Blogcast: Value Is Not the Same as Willingness to Pay
How to Benchmark Your Pricing Like AI Models with Steven Forth
Blogcast: The Two Questions Every Buyer Asks—and How to Design Your Product and Pricing Around Them
How AI is Breaking Traditional Per-User Pricing Models with Alan Hollander
Blogcast: Markets Don't Segment By Industry; Buyers Segment By Problem
Why Most Companies Are Pricing Wrong: The Hidden System Behind Google's Million Daily Price Changes with Gary Bailey
Blogcast: Urgent Pricing Decisions
How to Price Products Before You Build Them with Garrick van Buren
Blogcast: Why I Don't Use Value Maps
How to Spot Million-Dollar Pricing Opportunities Before You Buy Any Business with Fede de la Balze
Blogcast: Moving Hearts and Minds
Beyond Hiring: Why Private Equity Firms Are Building Pricing Transformation Teams (Not Just Filling Roles) with Jon Jennings and Ryan Walter
Blogcast: Willingness to Pay Is Not Rational
Understanding Context-Driven Pricing: The Key to Maximizing Willingness to Pay with Mark Stiving
Blogcast: Tariffs Are a Second Chance
Stop Pricing Like Everyone Else: How to Become 10X More Expensive Than Your Competitors with Alastair Dryburgh
Blogcast: Price Segmentation at National Parks
Adoption Over Retention: The New AI Pricing Game with Marcos Rivera
Blogcast: Reasons Why B2B Salespeople Discount
Pricing in the Agent Economy: The Future Beyond Subscriptions with Steven Forth
Blogcast: Practical Pricing in a World with Tariffs
Pricing as Language: How It Influences Valuation and Market Perception with Mike Blake
Blogcast: Pricing AI: The Rules Haven't Changed, But Your Strategy Should
Understanding Value from the Customer's Perspective with Deepak Bhootra
Blogcast: The Single Perfect Price
From Startups to Scale: The Importance of Pricing in Business Growth with Vladyslav Podoliako
Blogcast: Creating Pricing Power That Lasts: A Guide for Long-Term Holdings
Unlocking Value in Distribution: Effective Pricing Systems Explained with Jared Smith
Blogcast: The Secret to Using AI in Pricing: Ask Expert Questions
Capturing Value, A Guide to Understanding Pricing with James Wilton
Blogcast: The Psychology of Price Increases: Why a Two-Stage Approach Might Work
The Role of Product Managers in Pricing Strategy with Amit Godbole
Blogcast: Stop Thinking of Rebates as Discounts — Here's What They Really Do
Reimagining Legal Fees: How AI and Subscription Models Create Win-Win Solutions with Mathew Kerbis
Blogcast: Overcoming FUD: How to Reduce Fear, Uncertainty, and Doubt in Pricing
Change Management: Your Secret Weapon in Value-Based Pricing with Paolo De Angeli
Blogcast: Sam Altman Was Right!
Cracking the Cold Outreach Code: Your Winning Formula for Value-Based Pricing Success with Mark Herring
Blogcast: The Last Mile of Pricing
How Bundled Solutions, AI, and the Art of Pricing in B2B Drive Sales and Profitability with Dan Foster
Blogcast: Understanding Context: 4 Key Factors That Influence Customer Willingness to Pay
How to Stop Undervaluing Your Product—And Start Getting Paid What It's Worth with Rich Mironov
Blogcast: Dynamic vs. Stable Context: A Framework for Smarter Pricing
Mastering Value Conversations: Turning Customer Insights into Profits with Ed Arnold
Blogcast: Value Drivers vs. Value Tables: When to Go Broad and When to Be Specific
The Future of AI Monetization: Trends and Challenges with Steven Forth
Blogcast: Unlocking Portfolio Value Through Strategic Price Increases
Smart Pricing Strategies that Drive Growth and Maximize Profit with Joshua Lowe
Blogcast: What Is Value?
Navigating the Complexities of Healthcare Pricing and Technology Integration with Dave Brown
Blogcast: Confused Buyers Don't Buy: A Case Study In How to Align SaaS Pricing with Customer Value
Strategic Price Increase: How to Plan, Communicate, and Succeed with Mark Peacock
Blogcast: Perfect Pricing Is Impossible (and That's OK)
Rebates as a Strategic Tool in Pricing: Transforming Customer Behavior and Driving Profitability with Mark Gilham
Blogcast: You Influence Your Customers' Willingness to Pay
The Secret to Confidently Raising Your Prices Without the Backlash with Vance Morris
Blogcast: The Fluid Nature of Willingness to Pay: How Context Shapes Your Pricing Strategy
Pricing Transformation: Insights on Software, Segmentation, and Change Leadership with Stephan Liozu
Exploring the Future of AI: Prompt Management and Generative Thinking with Steven Forth
Blogcast: Context Driven Pricing: The Ultimate Pricing Strategy
Balancing Academic Insights and Real-World Pricing Strategies with Russ Winer
Blogcast: Profit vs. Market Share: Which Should Your Business Prioritize?
Mastering Value-Based Selling: Five Steps to Winning and Retaining Customers with Mike Wilkinson
Blogcast: What Every Team Should Learn from Pricing Experts: Focus on Value
How Philips Healthcare Drives Profitability Through Value-Based Pricing with Daniel Cho
Blogcast: For B2B, Value Is Incremental Profit
Mastering Contracts, Metrics, and Value: Strategies for Pricing Excellence with Lisa Thompson
Blogcast: Pricing New Products: Myth #1
Instant Profits Unveiled: A CEO's Guide to Fearless Pricing Strategies with Mark Stiving and Rebecca Kalogeris
Blogcast: How You Reduced Prices Without You or Customers Realizing It
Unlocking Extra Profits: Why Regular Pricing Adjustments Matter for Your Business with Mike Danford
Blogcast: Mastering the Good-Better-Best Strategy: A Guide to Increasing Win Rates and Revenue
The Infinity Effect: Value Creation from Every Level of Your Company with Mark Boundy
Blogcast: Uncover Hidden Profits with Our Opportunity Signals Worksheet
Value-based Pricing and Willingness To Pay, What's the Difference? with Steven Forth
Blogcast: Better Stories, Better Pricing
The Power of AI in Pricing Optimization for B2B and B2C Markets with George Boretos
Blogcast: Evils of Behavioral Economics
Unlocking Hidden Profits: The Power of Value Metrics and Pricing Experiments with Stephen Plume
Blogcast: Value-Based Pricing – A Simple Definition
Streamlining B2B Pricing: Rethink, Simplify, Automate with Barrett Thompson
Blogcast: Value Is Created Twice
Elevating Pricing: Shifting the Focus from Numbers to Value with Claire Wang
Blogcast: Southwest Airlines' New Seating Strategy: A Billion-Dollar Decision?
Unlocking Revenue: The Role of Empathy and Trust in Pricing with Nathan Yeung
Blogcast: Stop Pre-Discounting
How Effective Writing Shapes Pricing Strategy with Frank Luby
Blogcast: The 5 Ws of Pricing
Beyond the Label: Understanding Wine Pricing and Consumer Taste with Tim Hanni
Blogcast: High Prices and Lost Deals
Get Your Business Exit Ready While Maximizing Its Value with Christine Nicholson
Listening to Your Market: The Key to Effective Pricing with Patrick Taylor
Mastering the Nine Boxes: A Strategic Approach to Pricing with David Brown
Blogcast: Understanding Fencing: Google's Strategy to Maintain Regional Pricing for YouTube Premium
How Behavioral Economics Influence Consumer Decisions Effectively with Kristen Berman
Blogcast: How to Charge Different Customers Based on Value Received
#CLASSIC The Power of Behavioral Economics in Pricing with Florian Bauer
Blogcast: Revamp Your Pricing Strategy: Pros & Cons of 4 Popular Models
Generative Pricing Explained: How AI Will Transform Value Measurement and Proposal Success with Steven Forth
Blogcast: Collusion vs. Implicit Collusion: Navigating Legal and Profitable Pricing Strategies
Product-Led Growth vs. Sales-Led Growth with Leah Tharin
Blogcast: Price Segmentation in Action: Why Geography Matters for Your Wallet
Navigating Pricing Systems and Value-Based Selling in SaaS with Mac Kremer
Blogcast: The Price is NEVER Right!
Pricing for the Planet: Leveraging Sustainability as a Competitive Advantage with Fabien Cros
Blogcast: How Value-Based Selling & Marketing Work Together to Drive Increased Profitability
Insights into Value-Based Pricing Strategies for B2B with Tom Nagle
Blogcast: ROI Calculators: Busting Myths and Building Trust in B2B Sales
Practical Methods for Competitive Intelligence in Pricing with Jason Covitz
Blogcast: Simplifying Segmentation for Enhanced Profitability
The Role of Leadership in Shaping Pricing Strategies with Adrienne Gordon
Blogcast: Reduce the Risk of Raising Prices
Unlocking Pricing Potential Using the Pricing Spineometer with Tim Smith
Blogcast: The Value of a Feature: How to Create Value Tables
Navigating Price Changes: Overcoming Fear and Implementing Strategy with Patrick Meegan
Blogcast: B2B Market Research Is Overrated
AI vs. SaaS: Transforming Software Pricing and Value Delivery with Steven Forth
Blogcast: Value for Buyer Personas
Dynamic Pricing Strategies for Sustainable Recurring Revenue with Amanda Northcutt
Blogcast: Expert-Approved Pricing Insights at Your Fingertips: Discover Our Custom Pricing GPT
Banking on Value: Pricing Strategies for Competitive Edge with Sundar Ramanathan
Blogcast: Show Me The Value!
Navigating the Complexities of Pricing with AI and Data Science with Vivek Anand
Blogcast: A Value Perception Gap
The Pricing Landscape: Insights from the Professional Pricing Society Conference with Steven Forth
Blogcast: Using Value to Break Down Silos
Navigating Retail Pricing: Walmart's Pricing Strategy Explored with Rishi Bhatia
Blogcast: To Fee or Not To Fee? That is the Question
Segmentation Strategies Uncovered: Driving Revenue through Focus and Value with Stephan Liozu
Blogcast: Your Inward Focus Causes Horrible Decisions
Price Justification Techniques: Building Confidence in Sales with Mike Bosworth
Blogcast: Fear Stymies Your Growth
Decoding the Emotion and Solution-Driven Sales Approach with Joe Woodard
Blogcast: Stopping One of Your Biggest Revenue Leaks: Discounts
The Collaborative Approach to Value Selling with Steve Laborda
Blogcast: Proven Value
Pricing Table Topics: 8 of Clubs – Ban the Word 'Markup'
Strategic Pricing for Accountants to Earn More But Work Less with Geraldine Carter
Blogcast: To Discount or Not to Discount
Pricing Table Topics: 8 of Diamonds – Customer Perceptions Always Matter
Balancing Curiosity, Specialization, and Success as a Pricing Professional with Robert Ribciuc
Blogcast: Who Should Own Pricing?
Pricing Table Topics: 8 of Hearts – Business Acumen
Navigating the Future of Pricing: Insights on AI and Value Dynamics with Steven Forth
Blogcast: Listen to Your Market, then Think
Pricing Table Topics: 8 of Spades – Sell Like You Have No Competition
Exploring Game-Changing Pricing Dynamics for Different Industries with Arnab Sinha
Game-Changing Pricing Strategies for Long-Term Success with Jean-Manuel Izaret
Pricing Table Topics: 9 of Clubs – Focus on Lifetime Value
Pricing Table Topics: 9 of Diamonds – Subscription Is a Business Model
Maximize Profitability and Value with these Revolutionary Pricing Models with Dan Zatta
Blogcast: Brilliant Price Move by Amazon Prime
Pricing Table Topics: 9 of Hearts – Win, Keep, and Grow: Manage All Three
Building a High-Performing Pricing Team That Drives Growth with Jon Jennings
Blogcast: Pricing Platforms and Solutions
Pricing Table Topics: 9 of Spades – There Is More Profit in Price Segmentation
Mastering the Essential Pricing Skills Beyond Hard Numbers with Alex Costa
Blogcast: Three Types of B2B Value
Pricing Table Topics: 10 of Clubs – How Much Would Other People Pay?
Transformative Trends in B2B SaaS Pricing for 2024 with Steven Forth
Blogcast: Why Your Salespeople Don't Sell Value
Pricing Table Topics: 10 of Diamonds – Sell to Buyers that Value Your Product the Most
The Power of Quantifying Value in Pricing Strategies with Todd Snelgrove
Blogcast: Growth Comes from Value
Pricing Table Topics: 10 of Hearts – Invest More Time Managing Pricing and Value
Confidently Increase Prices and Double Your Business with SaaS Pricing with Maciej Wilczynski
Blogcast: Don't Do What Sirius XM Did
Pricing Table Topics: 10 of Spades – Consider the Buyer's Decision Process
Pricing Power as the Key Driver in Strategic Business Success with Jeet Mukherjee
Blogcast: The Art of Pricing
Blogcast: Do You Need a New Pricing Metric?
Harnessing the Power of Causality for Price Optimization with Gleb Romanyuk
Blogcast: What Comes After Product-Market Fit
Pricing Table Topics: Jack of Clubs – Don't Lower Prices
A Christmas Pricing Story
Blogcast: Software Shrinkflation
Pricing Table Topics: Jack of Diamonds – You're Not Charging Enough
Capitalizing on Sound Economic Planning with Strategic Pricing for 2024 with Steven Forth
Blogcast: System 1 and System 2 Value
Pricing Table Topics: Jack of Hearts – Improvement in Pricing Produces Increase in Profit
Optimize Your Pricing Strategies with Cutting-Edge Cloud Technology with Finn Hansen
Blogcast: The 5 How's
Pricing Table Topics: Jack of Spades – Value Is Not Based On Costs
Bridging the Gender Pay Gap for Women with Julie Scanlon
Blogcast: We Have Room for Negotiation
Pricing Table Topics: Queen of Clubs – Value-based Pricing Is Never Perfect
Pricing Strategies for Your Travel Business with Neil Fitzgerald
Blogcast: Lessons from Amazon's Nessie
Pricing Table Topics: Queen of Diamonds – Create Perceived Value with Marketing
Top Pricer Tournament: Simulating Winning Pricing Strategies with Mark Chussil
Blogcast: Rules of Thumb for Price Increases
Pricing Table Topics: Queen of Hearts – Value-based Pricing
Quantifying Value: The Key to Selling with Confidence with John Mansour
Pricing Table Topics: Queen of Spades – Compete on Value, Not on Price
Pricing Table Topics: King of Clubs – Willingness to Pay Drives Pricing
Maximize Profits with Intelligent Pricing through Customer Segmentation with Nikhil Kalla
Blogcast: Why Your NRR Isn't Better
Pricing Table Topics: King of Diamonds – Customers Buy Perceived Value
Leveraging the Power of Selling and Leadership to Win at Higher Prices with Scott K. Edinger
Blogcast: Learning from iPhone Pricing
Pricing Table Topics: King of Hearts – Value Comes from Problems Solved and Results Delivered
Why Is Net Revenue Retention (NRR) Your Most Important Growth Metric? Latest Report with Steven Forth
Blogcast: Four Ways to Grow a Customer
Pricing Table Topics: King of Spades – There's No Such Thing As a Commodity
AI Pricing Capabilities for Your Business with Brooks Hamilton
Blogcast: Two Ways to Grow Revenue
Blogcast: The First Principle of Pricing
The Strategic Role of Pricing in Business Operations with Karan Sood
Blogcast: Defining Value-based Pricing
Pricing Table Topics: Ace of Clubs – Nobody Cares About Your Product
Setting and Optimizing Pricing for Your Veterinary Business with Robert Ribciuc
Pricing Table Topics: Ace of Diamonds – Value-based Pricing is a Goal and an Attitude
Pricing Table Topics: Ace of Hearts – Adopt Value-based Pricing
#CLASSIC Trash the Timesheet: Exploring Opportunities in Subscription Businesses with Ronald J. Baker
Pricing Table Topics: Ace of Spades – Pricing Captures Value
Blogcast: Pros and Cons of Price Variance
Customer-Centric Selling to Close More Deals with Carole Mahoney
Blogcast: Defining Value
Blogcast: Which Business Do You Want?
Double Your Price, Boost Sales, and Skyrocket Profitability! with David Falzani
Blogcast: Pricing, Usage, and Value Metrics
Pricing Table Topics: Joker 2 – Buyers may not Measure Value in Dollars
Master Pricing Strategies with Data with Sebastian Baier
Blogcast: Why Do They Buy?
Pricing Table Topics: Joker 1 – An Indicator of Willingness to Pay
The Relationship between Customer Value and Pricing Strategies with Ian Campbell
Blogcast: It's Too Expensive!
Pricing Table Topics: 2 of Diamonds – Involve Finance with Monitoring the Value-based KPIs.
Discover How to Know Your Value with Amy Riley
Pricing Table Topics: 2 of Clubs – Salespeople with Authority to Discount
Pricing Table Topics: 2 of Hearts – The Best Response to an RFP Is Not to Bid
Challenges of Pricing AI with Steven Forth
Blogcast: Next Book Title?
Pricing Table Topics: 2 of Spades – Relative Value Conversations
Brainstorming the 'Ultimate Pricing Book Title' with Sebastian Wrobel
Blogcast: Right or Effective?
Pricing Table Topics: 3 of Diamonds – Prospect for Buyers Who Get More Value from Your Solution
Maximizing Value in Retail Pricing with Kiran Gange
Blogcast: Help! What's Bigger than Pricing?
Pricing Table Topics: 3 of Clubs – Sell to Someone Actively Trying to Solve a Problem
Create Value Through Pricing with Robert Edwards
Blogcast: The IKEA Effect and Pricing
Pricing Table Topics: 3 of Hearts – Prospect in a Pool of Buyers Who Have the Problem
Minimize Churn and Boost Your Net Dollar Retention with Karen Chiang
Blogcast: Value-Based Pricing is an Attitude
Pricing Table Topics: 3 of Spades – People Who Are Easier to Prospect
Embracing Outcome-Based Pricing and Ditching Hourly Billing with Jonathan Stark
Blogcast: Commit to Expand
Pricing Table Topics: 4 of Diamonds – Walking Away from a Negotiation Takes Guts
Revolutionize Your Pricing Strategy: Unlock the Power of Collaborative Conversations with Carole Mahoney
Blogcast: Quick and Dirty Pricing Research
Pricing Table Topics: 4 of Clubs – Learn the Competitive Situation Before Negotiating
Why You Need to Engage to Have Value Conversations with John Ray
Blogcast: What if They Find Out?
Pricing Table Topics: 4 of Hearts – Gives and Gets
Drop Pilot's Game-Changing Pricing Strategies with Michael Hammersley
Blogcast: Price Segmentation in TIOLI Markets
Pricing Table Topics: 4 of Spades – Determine Purchasing Power Before Negotiating
Procurement and Sales in Impact to Value Pricing with Jens Hentschel
Blogcast: Price Segmentation by Negotiating
Pricing Table Topics: 5 of Diamonds – Give Salespeople Discount Authority
Monetization-Driven Growth: What It Means and How It Works with Alessandro Monti
Blogcast: Simplify Your Pricing
Pricing Table Topics: 5 of Clubs – Gain Higher ASPs and Margins
Mastering the Art of Negotiation with Andrew Bailey
Blogcast: Nobody Cares About Your Product
Pricing Table Topics: 5 of Hearts – Blame Costs When You Increase Prices
Interdepartmental Cooperation as Key to Developing an Unbeatable Pricing Strategy with Darlene Nordstrom
Blogcast: Lessons from a Cute Story
Pricing Table Topics: 5 of Spades – Value Tables
Association Pricing: Leveraging Value as the Driving Force for Pricing Success with Michael Tatonetti
Blogcast: You Have the Curse of Knowledge
Pricing Table Topics: 6 of Diamonds – Possess Acumen About Your Buyer's Business
Revolutionizing Your Price Segmentation Strategies in Subscription Pricing with Robbie Kellman Baxter
Blogcast: Ford Patents Feature with Negative Value
Pricing Table Topics: 6 of Clubs – Have Value Conversation with All Potential Clients
Revolutionize Your Pricing Strategy with 8D Problem-Solving Technique with JD Dillon
Blogcast: Discrimination or Segmentation
Pricing Table Topics: 6 of Hearts – Maintain a Comprehensive Value Table
How Subscription Business Model is Revolutionizing Pricing with Joe Woodard
Blogcast: Interesting Starlink Price Changes
Pricing Table Topics: 6 of Spades – Make It Simple for Buyers to Decide
Hybrid Pricing and Pricing with AI with Steven Forth
Blogcast: Pricing Professionals have "Trained Incapacity"
Pricing Table Topics: 7 of Diamonds – Mindset Shift from Expense to Investing
Why It's Worth Paying for Pricing Consultants with Dick Sobel
Blogcast: Wow! A Price Decrease
Pricing Table Topics: 7 of Clubs – Help the Buyer Understand the Value of Solving their Problem
How Machine Learning and AI Can Help You Make Efficient Pricing Decisions with Alex Galkin
Pricing Table Topics: 7 of Hearts – Value Propositions Are General, Selling Value Is Specific
Blogcast: Lessons from the Library
Value Bread Blues? How to Announce Price Increases with Casey Brown
Pricing Table Topics: 7 of Spades – The Biggest Opportunity to Influence a Sale
Blogcast: AMC Changes Pricing, FINALLY
Agile Pricing: Why it Matters, Solving Usage-Based Pricing Challenges with Griff Parry
Blogcast: A Price Signaling Example?
Pricing Table Topics: 8 of Diamonds – Some Buyers Only Consider One Alternative Even in Competitive Markets
Brand Value for Big Sales: Insights from Satish Dharmarajan
Blogcast: Evaluating a Pricing Strategy
Pricing Table Topics: 8 of Clubs – Buyers Who Buy without Considering Competitive Alternatives
The Secret to Selling Solutions, Not Just Product Features with Johnny Cheng
Blogcast: Transitioning to Selling Subscriptions
Pricing Table Topics: 8 of Hearts – Buyer Wants Help with a Business Case
Pricing to Scale: 4-Step Strategic Framework for Business Success with Ajit Ghuman
Blogcast: Another Ridiculous Fee
Pricing Table Topics: 8 of Spades – Buyers on a Trust Journey are Not Price Sensitive
Pricing and Packaging: The Ultimate Guide in Getting Your Price Right with Dan Balcauski
Blogcast: What "Pricing" Can Teach Sales
Pricing Table Topics: 9 of Diamonds – Buyers on a Trust Journey are Not Price Sensitive
Pricing Data Analytics: The Hows and Whys with Armin Kakas
Blogcast: Pricing Trends in 2023
Pricing Table Topics: 9 of Clubs – Buyers on a Relationship Journey want to Learn from You
Personalities in the Pricing Community (and how to interact with them) with Robert Ribciuc
Blogcast: A Nespresso Price Increase
Pricing Table Topics: 9 of Hearts – The Most Common and Least Attractive Buyers
The Power of Data-driven Pricing Solutions for Your SaaS Business with Bryan Belanger
Pricing Table Topics: 9 of Spades – Know What Information the Buyer Needs
Increase Your Pricing Power: Monetize SaaS with Ayon Bhattacharyya
Blogcast: A Price Negotiation Example
Pricing Table Topics: 10 of Diamonds – Reveal the Price Only After the Value Is Communicated
Disrupting Pricing with AI: Insights from Steven Forth
Blogcast: Black Friday and Price Elasticity
Pricing Table Topics: 10 of Clubs – What Value Conversation Demonstrates
Pricing for Success: The Seven-Step Plan for Winning More Customers at Better Prices with Mark Peacock
Blogcast: Thoughts on Black Friday Pricing
Pricing Table Topics: 10 of Hearts – You and Your Buyer Must Work Together
Price Optimization in SaaS with Nikhil Kotcharlakota
Blogcast: Pricing Skills for Subscription
Pricing Table Topics: 10 of Spades - Never Mention Competition
How to Approach Increasing Your Prices Caused by Inflation with Steven Forth
Blogcast: An E-Commerce Price Segmentation
Pricing Table Topics: Jack of Diamonds - Sell Like You Don't Have Competitors
#CLASSIC The Art of Value with Kirk Bowman
Blogcast: What Selling Value Means
What Is Product-Led Growth? The Whats, Hows, and Whys with Kyle Poyar
Blogcast #84: A Fabulous New Behavioral Economics Trick
Pricing Table Topics #86: Jack of Clubs: Price Is Not Driving the 'Will I' Decision
E-commerce Pricing That Drives Your Sales Through the Roof with Ankur Barot
Blogcast #83: More Lessons from Netflix
Pricing Table Topics #85: Jack of Hearts: 'Will I' Decision Needs Different Information than 'Which One' Decision
#CLASSIC Value-based Pricing: How to Get Started and How to Succeed with Stephan Liozu
Blogcast #82: Value and Price for a Few Customers
Business Negotiations: How to Sell without Actually 'Selling' with Andy Paul
Blogcast #81: The Strategic Hot Dog
Memecast #84: Jack of Spades: Will I, then Which One
Adjusting for Inflation: How to Increase Your Price with Marina Dias
Blogcast #80: Raise Prices Now
Memecast #83: Queen of Diamonds: Inherent Value and Relative Value
Reading Facial Microexpressions for Business and Negotiations with Annie Sarnblad
Blogcast #79: Reading Buyers Minds
Memecast #82: Queen of Clubs: Customers Perception of Value is their Reality
How Retail and Analytics-Based Pricing Works with Kiran Gange
Blogcast #78: Value-Based Prospecting
Memecast #81: Queen of Hearts: Buyers won't Listen to Your Solution
Service-Led Growth: Why, How and When to Utilize It with Karen Chiang
Blogcast #77: How to Give Salespeople Discount Authority
Memecast #80: Queen of Spades: Experts Buy Features, Everyone Else Buys Benefits
How Accountants Should Price their Services with Geraldine Carter
Blogcast #76: Why You SHOULD Give Salespeople Discount Authority
Memecast #79: King of Diamonds: Salespeople Must Be Confident They Can Win at High Prices
The Future of SaaS Packaging with Dor Sasson
Blogcast #75: Why You Should NOT Give Salespeople Discount Authority
Memecast #78: King of Clubs: Executives Show Interest in Value
The Structure of SaaS Pricing and Designing SaaS Pricing Models with Ulrik Lehrskov-Schmidt
Blogcast #74: Qdoba Knows their Buyer's Decision Journey
Memecast #77: King of Hearts: Value-based Pricing is Impossible
Finding Value in the First Call: Asking the Right Questions with Bryan Whittington
Blogcast #73: Training Salespeople
Memecast #76: King of Spades: The Most Profitable Pricing Strategy
How Airlines, Hotels, and Cruises Price their Services with Dinaz Zaq
Blogcast #72: Discovered Value
Memecast #75: Ace of Diamonds: Banish the Word 'Commodity'
How Pricing in the Broadcast Advertising Industry Works with Dominick Latorre
Blogcast #71: Perfect Pricing
Memecast #74: Ace of Clubs: 'Nobody Cares about Your Product'
The How-To's of Utilizing Usage-Based Pricing and Discussion of Subscription Pricing Problems with Marcos Rivera
Blogcast #70: Pricing Table Topics
Memecast #73: Ace of Hearts: Win Rates and Average Selling Price
Special Episode: 2 Pricing Professionals Debate
Blogcast #69: Subscribe to Heated Seats in a BMW
Memecast #72: Ace of Spades: Stacking the Deck in Your Favor by Increasing Customer Perceived Value
Price Execution, Not Price Optimization with Flintfox CEO, John Moss
Blogcast #68: Ballet, Football, Pricing and Sales
Memecast #71: Select KPIs
How to Package Your Services and Price for Value with Gabriel Dabi-Schwebel
Blogcast #67: A Good Case for Cost-plus Pricing
Memecast #70: Start with Your Goal
How Should a Law Firm Approach Pricing Strategy with John Chisholm
Blogcast #66: How I Think About Pricing
Memecast #69: Sales Confidence
3 False Myths About Pricing Debunked with Colin Jasper
Blogcast #65: Adopt Price Segmentation
Memecast #68: Perception is Reality
Pricing People as Consultants: Creating and Selling Value in Organizations with Sagar Thakur
Blogcast #64: Buyer's Value Journey Map
Memecast #67: Perceived Value
Grants, Scholarships, and Loans as Huge Factors of Pricing in Higher Education with Christine Carragee
Blogcast #63: To Fee or Not to Fee?
Memecast #66: Consumer Value
Competitive Pricing Strategy: How to Make Your Products Stand Out from Competitors with Dale Harrison
Blogcast #62: The Power of Economic Value
Memecast #65: Economic Value
What Makes Pricing in Higher Education Difficult with Chris Uthe
Blogcast #61: Are iPhone Users Not Price Sensitive?
Memecast #64: Stop Negotiating
Pricing Power: Making Pricing Profitable with Ayon Bhattacharyya
Blogcast #60: How Much Does a Buyer Values Your Product?
Memecast #63: Gives and Gets
The B2B Innovator's Map: Let Customer Champions Do Selling for You with Daniel Elizalde
Blogcast #59: Data and/or Value
Memecast #62: Business Case
Rapid Needs-based Segmentation with a Pricing Twist! with Matt Johnston and Pavel Knorr
Blogcast #58: Taking the Ambiguity Out of Value
Memecast #61: Use Behavioral Economics After Value
What You Need to Know About the Market of Mobile Virtual Network Operators with Magdalena Bay
Blogcast #57: The Value of Selling Value
Memecast #60: Value Propositions are General
Pricing and Value Selling: The Art of Asking Your Clients the Right Questions with Barry Edney
Blogcast #56: Don't Forget the Customer
Memecast #59: Value-based Pricing is Impossible
Trust as a Pricing Lever: How Customer Trust Affects Pricing with Stéphane Joanis
Blogcast #55: Best Example for "Costs Don't Drive Pricing"
Memecast #58: Value-based Pricing is the Most Profitable Strategy
Value-Based Pricing in the Subscription Economy: Why It's Hard to Perfectly Align Value, Usage, and Pricing with Ed Arnold
Blogcast #54: Shrinkflation, the Hidden Price Increase