How to Price Innovation
A common question from our clients and keynote audience members is: “How do we price brand new products and services? What do we do about…
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Routine Price Objections: Are You Prepared?
Be prepared for routinely heard price objections! It’s a piece of advice that I’ve given to hundreds of clients. Identify the list of price objections…
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Do You Propose Like a Partner or a Vendor?
Great salespeople seek to elevate their relationships with customers beyond that of a hawker of goods or services to the level of a trusted advisor.…
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The Dreaded RFP: Where Value Selling Goes to Die?
I recently gave a presentation on strategic pricing. Afterwards, an audience member who leads a marketing firm asked for advice on how to handle RFPs…
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Raising Prices When Costs are Rising
Costs are rising on everything! Your raw material costs are rising. Your labor costs are rising. Your recruiting costs are rising. Your energy costs are…
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