Impact Pricing

Blogcast: Pricing, Usage, and Value Metrics

08 Sep 2023

Contributed by Lukas

This is an Impact Pricing Blog published on July 27, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://i...

Pricing Table Topics: Joker 2 – Buyers may not Measure Value in Dollars

06 Sep 2023

Contributed by Lukas

This one is the Joker 2 from the Selling Value card deck.  Almost always when we're dealing with B2B customers, B2B business, value can be measured i...

Master Pricing Strategies with Data with Sebastian Baier

04 Sep 2023

Contributed by Lukas

Sebastian Baier is the founder of Buynomics, an AI for ultimate customer-centric RGM decisions- in one SaaS solution. In this episode, Sebastian discu...

Blogcast: Why Do They Buy?

01 Sep 2023

Contributed by Lukas

This is an Impact Pricing Blog published on July 20, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://i...

Pricing Table Topics: Joker 1 – An Indicator of Willingness to Pay

30 Aug 2023

Contributed by Lukas

This one is the Joker 1 from the Selling Value card deck.  You heard earlier that there are really three types of buyer's value journeys. Those happe...

The Relationship between Customer Value and Pricing Strategies with Ian Campbell

28 Aug 2023

Contributed by Lukas

Ian Campbell is the author of Wall Street Journal Best Seller "The Value Sale". As Chief Executive Officer of Nucleus Research he is responsible for t...

Blogcast: It's Too Expensive!

25 Aug 2023

Contributed by Lukas

This is an Impact Pricing Blog published on July 13, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://i...

Pricing Table Topics: 2 of Diamonds – Involve Finance with Monitoring the Value-based KPIs.

23 Aug 2023

Contributed by Lukas

This one is the 2 of Diamonds from the Selling Value card deck.  I'm often asked who should own pricing, and one of the departments that often comes ...

Discover How to Know Your Value with Amy Riley

21 Aug 2023

Contributed by Lukas

Amy L. Riley is an internationally renowned speaker, author and leadership development consultant. She's worked with organizations such as Deloitte, C...

Pricing Table Topics: 2 of Clubs – Salespeople with Authority to Discount

18 Aug 2023

Contributed by Lukas

This one is the 2 of Clubs from the Selling Value card deck.  Salespeople are going to use every single tool they have available to them. Absolutely,...

Pricing Table Topics: 2 of Hearts – The Best Response to an RFP Is Not to Bid

16 Aug 2023

Contributed by Lukas

This one is the 2 of Hearts from the Selling Value card deck.  When you get an RFP, you have to decide, are you going to bid or not. Believe it or no...

Challenges of Pricing AI with Steven Forth

14 Aug 2023

Contributed by Lukas

Steven Forth is Ibbaka's Co-Founder, CEO, and Partner. Ibbaka is a strategic pricing advisory firm. He was CEO of LeveragePoint Innovations Inc., a Sa...

Blogcast: Next Book Title?

11 Aug 2023

Contributed by Lukas

This is an Impact Pricing Blog published on July 6, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://im...

Pricing Table Topics: 2 of Spades – Relative Value Conversations

09 Aug 2023

Contributed by Lukas

This one is the 2 of Spades from the Selling Value card deck.  You've heard me talk about value conversations before, where value conversations are r...

Brainstorming the 'Ultimate Pricing Book Title' with Sebastian Wrobel

07 Aug 2023

Contributed by Lukas

Sebastian Wrobel is an energetic and passionate professional leader, helping companies achieve value and pricing excellence. Pushing digital transform...

Blogcast: Right or Effective?

04 Aug 2023

Contributed by Lukas

This is an Impact Pricing Blog published on June 29, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://i...

Pricing Table Topics: 3 of Diamonds – Prospect for Buyers Who Get More Value from Your Solution

02 Aug 2023

Contributed by Lukas

This one is the 3 of Diamonds from the Selling Value card deck.  The question now, as we're doing our prospecting, is to say which prospects will get...

Maximizing Value in Retail Pricing with Kiran Gange

31 Jul 2023

Contributed by Lukas

Kiran Gange founded RapidPricer and is currently working on automated pricing and promotions for retailers using image processing, spectral images, IO...

Blogcast: Help! What's Bigger than Pricing?

28 Jul 2023

Contributed by Lukas

This is an Impact Pricing Blog published on June 22, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://i...

Pricing Table Topics: 3 of Clubs – Sell to Someone Actively Trying to Solve a Problem

26 Jul 2023

Contributed by Lukas

This one is the 3 of Clubs from the Selling Value card deck.  It really is easier to sell to someone who's already trying to solve a problem or reali...

Create Value Through Pricing with Robert Edwards

24 Jul 2023

Contributed by Lukas

Robert Edwards specializes in delivering consulting and training for company executives to understand how to optimally price their products and servic...

Blogcast: The IKEA Effect and Pricing

21 Jul 2023

Contributed by Lukas

This is an Impact Pricing Blog published on June 15, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://i...

Pricing Table Topics: 3 of Hearts – Prospect in a Pool of Buyers Who Have the Problem

19 Jul 2023

Contributed by Lukas

This one is the 3 of Hearts from the Selling Value card deck.  As you're doing your prospecting, you have to decide who you're going to reach out to ...

Minimize Churn and Boost Your Net Dollar Retention with Karen Chiang

17 Jul 2023

Contributed by Lukas

Karen Chiang is a co-founder and managing partner of Ibbaka, a company that provides software and expertise to enable business growth by optimizing re...

Blogcast: Value-Based Pricing is an Attitude

14 Jul 2023

Contributed by Lukas

This is an Impact Pricing Blog published on June 8, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://i...

Pricing Table Topics: 3 of Spades – People Who Are Easier to Prospect

12 Jul 2023

Contributed by Lukas

This one is the 3 of Spades from the Selling Value card deck.  Of course, salespeople, marketing people, we have to do prospecting. The question beco...

Embracing Outcome-Based Pricing and Ditching Hourly Billing with Jonathan Stark

10 Jul 2023

Contributed by Lukas

Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the ...

Blogcast: Commit to Expand

07 Jul 2023

Contributed by Lukas

This is an Impact Pricing Blog published on June 1, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://im...

Pricing Table Topics: 4 of Diamonds – Walking Away from a Negotiation Takes Guts

05 Jul 2023

Contributed by Lukas

This one is the 4 of Diamonds from the Selling Value card deck.  Wow, walk away from a negotiation, ouch! We're essentially saying, "No, we're not go...

Revolutionize Your Pricing Strategy: Unlock the Power of Collaborative Conversations with Carole Mahoney

03 Jul 2023

Contributed by Lukas

Carole Mahoney is an author, speaker, coach, and trainer taking a cognitive approach to sales success. In this episode, Carole shares how salespeople ...

Blogcast: Quick and Dirty Pricing Research

30 Jun 2023

Contributed by Lukas

This is an Impact Pricing Blog published on May 25, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://im...

Pricing Table Topics: 4 of Clubs – Learn the Competitive Situation Before Negotiating

28 Jun 2023

Contributed by Lukas

This one is the 4 of Clubs from the Selling Value card deck.  It turns out that procurement people often lie to us. And it's their job, not necessari...

Why You Need to Engage to Have Value Conversations with John Ray

26 Jun 2023

Contributed by Lukas

John Ray is a Pricing and Business Development Coach for Professional Services Firms, and a Podcast Host and Producer. In this episode, John shares op...

Blogcast: What if They Find Out?

23 Jun 2023

Contributed by Lukas

This is an Impact Pricing Blog published on May 18, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://im...

Pricing Table Topics: 4 of Hearts – Gives and Gets

21 Jun 2023

Contributed by Lukas

This one is the 4 of Hearts from the Selling Value card deck. This concept of asking for something anytime we're going to give a discount, we simply r...

Drop Pilot's Game-Changing Pricing Strategies with Michael Hammersley

19 Jun 2023

Contributed by Lukas

Michael Hammersley co-founded and invented a payment system designed to locate the market price of any consumer good. He authored the utility patent t...

Blogcast: Price Segmentation in TIOLI Markets

16 Jun 2023

Contributed by Lukas

This is an Impact Pricing Blog published on May 11, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://i...

Pricing Table Topics: 4 of Spades – Determine Purchasing Power Before Negotiating

14 Jun 2023

Contributed by Lukas

This one is the 4 of Spades from the Selling Value card deck. Every time a salesperson gets in front of a procurement officer, a purchasing agent, how...

Procurement and Sales in Impact to Value Pricing with Jens Hentschel

12 Jun 2023

Contributed by Lukas

Jens Hentschel's passion is B2B relationship management and is especially interested in the interaction between the two sides at the negotiation table...

Blogcast: Price Segmentation by Negotiating

09 Jun 2023

Contributed by Lukas

This is an Impact Pricing Blog published on May 4, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://im...

Pricing Table Topics: 5 of Diamonds – Give Salespeople Discount Authority

07 Jun 2023

Contributed by Lukas

This one is the 5 of Diamonds from the Selling Value card deck.  We typically give our salespeople some level of discount authority. And the reason w...

Monetization-Driven Growth: What It Means and How It Works with Alessandro Monti

05 Jun 2023

Contributed by Lukas

Alessandro Monti is a pricing enthusiast and expert on all topics related to monetization, conversion, upselling, digital pricing, price management, a...

Blogcast: Simplify Your Pricing

02 Jun 2023

Contributed by Lukas

This is an Impact Pricing Blog published on April 27, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https:/...

Pricing Table Topics: 5 of Clubs – Gain Higher ASPs and Margins

31 May 2023

Contributed by Lukas

This one is the 5 of Clubs from the Selling Value card deck. Most salespeople are paid on commission, and typically that commission is a percentage of...

Mastering the Art of Negotiation with Andrew Bailey

29 May 2023

Contributed by Lukas

Andrew Bailey is a Value Pricing and Price Negotiation Specialist. He is the founder of Commercial Strategy 4. He helps you unleash your pricing power...

Blogcast: Nobody Cares About Your Product

26 May 2023

Contributed by Lukas

This is an Impact Pricing Blog published on April 20, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https:/...

Pricing Table Topics: 5 of Hearts – Blame Costs When You Increase Prices

24 May 2023

Contributed by Lukas

This one is the 5 of Hearts from the Selling Value card deck. It's true, customers hate price increases. Heck, I get an annual price increase from Int...

Interdepartmental Cooperation as Key to Developing an Unbeatable Pricing Strategy with Darlene Nordstrom

22 May 2023

Contributed by Lukas

Darlene Nordstrom is an accomplished pricing professional with experience in developing and implementing worldwide software pricing and licensing stra...

Blogcast: Lessons from a Cute Story

19 May 2023

Contributed by Lukas

This is an Impact Pricing Blog published on April 13, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https:/...

Pricing Table Topics: 5 of Spades – Value Tables

17 May 2023

Contributed by Lukas

This one is the 5 of Spades from the Selling Value card deck. A value table consists of four columns: the solution, the problem, the result, and the v...

Association Pricing: Leveraging Value as the Driving Force for Pricing Success with Michael Tatonetti

15 May 2023

Contributed by Lukas

Michael Tatonetti is the Founder and CEO of Pricing for Associations. He is also a Pricing and Value Speaker and Consultant and a Certified Associatio...

Blogcast: You Have the Curse of Knowledge

12 May 2023

Contributed by Lukas

This is an Impact Pricing Blog published on April 6, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://...

Pricing Table Topics: 6 of Diamonds – Possess Acumen About Your Buyer's Business

10 May 2023

Contributed by Lukas

This one is the 6 of Diamonds from the Selling Value card deck. If you are having value conversations, you're focusing on, what's the problem the clie...

Revolutionizing Your Price Segmentation Strategies in Subscription Pricing with Robbie Kellman Baxter

08 May 2023

Contributed by Lukas

Robbie Kellman Baxter is an Advisor to the world's leading subscription-based companies, a Keynote Speaker and Author of The Membership Economy and Th...

Blogcast: Ford Patents Feature with Negative Value

05 May 2023

Contributed by Lukas

This is an Impact Pricing Blog published on March 30, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https:/...

Pricing Table Topics: 6 of Clubs – Have Value Conversation with All Potential Clients

03 May 2023

Contributed by Lukas

This one is the 6 of Clubs from the Selling Value card deck. First, let's talk about an analytical journey. These are those people who, once they real...

Revolutionize Your Pricing Strategy with 8D Problem-Solving Technique with JD Dillon

02 May 2023

Contributed by Lukas

JD Dillon is the Chief Marketing Officer, Communications Leader, and Pricing Professional at Tigo Energy. In this episode, JD shares his 8D problem-so...

Blogcast: Discrimination or Segmentation

28 Apr 2023

Contributed by Lukas

This is an Impact Pricing Blog published on March 23, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://...

Pricing Table Topics: 6 of Hearts – Maintain a Comprehensive Value Table

26 Apr 2023

Contributed by Lukas

This one is the 6 of Hearts from the Selling Value card deck. I work with clients frequently about creating these value tables. And what we essentiall...

How Subscription Business Model is Revolutionizing Pricing with Joe Woodard

24 Apr 2023

Contributed by Lukas

As the founder and CEO, Joe Woodard empowers small business advisors to transform small businesses. He works toward this vision as the host of the ann...

Blogcast: Interesting Starlink Price Changes

21 Apr 2023

Contributed by Lukas

This is an Impact Pricing Blog published on March 16, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https:/...

Pricing Table Topics: 6 of Spades – Make It Simple for Buyers to Decide

19 Apr 2023

Contributed by Lukas

This one is the 6 of Spades from the Selling Value card deck. Make it simple for buyers to decide. One of my favorite sayings is, "A confused buyer wo...

Hybrid Pricing and Pricing with AI with Steven Forth

17 Apr 2023

Contributed by Lukas

Steven Forth is Ibbaka's Co-Founder, CEO, and Partner. Ibbaka is a strategic pricing advisory firm. He was CEO of LeveragePoint Innovations Inc., a Sa...

Blogcast: Pricing Professionals have "Trained Incapacity"

14 Apr 2023

Contributed by Lukas

This is an Impact Pricing Blog published on March 8, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://...

Pricing Table Topics: 7 of Diamonds – Mindset Shift from Expense to Investing

12 Apr 2023

Contributed by Lukas

This one is the 7 of Diamonds from the Selling Value card deck. So, when you talk to your buyers about value, they do shift the way they think from sp...

Why It's Worth Paying for Pricing Consultants with Dick Sobel

10 Apr 2023

Contributed by Lukas

Dick Sobel was with Emerson for 21 years where he mostly worked on pricing roles. Currently, he is the managing director of PricePoint Partners, a com...

Blogcast: Wow! A Price Decrease

07 Apr 2023

Contributed by Lukas

This is an Impact Pricing Blog published on March 1, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://i...

Pricing Table Topics: 7 of Clubs – Help the Buyer Understand the Value of Solving their Problem

05 Apr 2023

Contributed by Lukas

This one is the 7 of Clubs from the Selling Value card deck. Anytime you're in a sales situation, we think to ourselves, Hey, we need to be selling ag...

How Machine Learning and AI Can Help You Make Efficient Pricing Decisions with Alex Galkin

03 Apr 2023

Contributed by Lukas

Alex Galkin is the Co-Founder and CEO of Competera, a pricing optimization SaaS company converting technologies into ready-to-use products for enterpr...

Pricing Table Topics: 7 of Hearts – Value Propositions Are General, Selling Value Is Specific

31 Mar 2023

Contributed by Lukas

This one is the 7 of Hearts from the Selling Value card deck. It is true, value propositions really are awesome. Marketing teams, companies, sit aroun...

Blogcast: Lessons from the Library

29 Mar 2023

Contributed by Lukas

This is an Impact Pricing Blog published on February 22, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: http...

Value Bread Blues? How to Announce Price Increases with Casey Brown

27 Mar 2023

Contributed by Lukas

Casey Brown is the President of Boost Pricing, and she has been since 2011. She started her career as a Chemical Engineer at GE, and she's been in pri...

Pricing Table Topics: 7 of Spades – The Biggest Opportunity to Influence a Sale

24 Mar 2023

Contributed by Lukas

This one is the 7 of Spades from the Selling Value card deck. It is true that when a buyer's asking for help justifying a purchase, this is the ultima...

Blogcast: AMC Changes Pricing, FINALLY

22 Mar 2023

Contributed by Lukas

This is an Impact Pricing Blog published on February 15, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: http...

Agile Pricing: Why it Matters, Solving Usage-Based Pricing Challenges with Griff Parry

20 Mar 2023

Contributed by Lukas

Griff Parry is the Founder and CEO of m3ter where he helps make it easy for SaaS companies to intelligently deploy and manage usage-based pricing. He'...

Blogcast: A Price Signaling Example?

17 Mar 2023

Contributed by Lukas

This is an Impact Pricing Blog published on February 8, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https...

Pricing Table Topics: 8 of Diamonds – Some Buyers Only Consider One Alternative Even in Competitive Markets

15 Mar 2023

Contributed by Lukas

This one is the 8 of Diamonds from the Selling Value card deck. Let's say that you are in a marketplace where people almost always decide between your...

Brand Value for Big Sales: Insights from Satish Dharmarajan

13 Mar 2023

Contributed by Lukas

Satish Dharmarajan is the Director of Pricing and Business Intelligence at Orkin, He is an Advisory Board Member at the University of Tennessee at Cha...

Blogcast: Evaluating a Pricing Strategy

10 Mar 2023

Contributed by Lukas

This is an Impact Pricing Blog published on February 1, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https...

Pricing Table Topics: 8 of Clubs – Buyers Who Buy without Considering Competitive Alternatives

08 Mar 2023

Contributed by Lukas

This one is the 8 of Clubs from the Selling Value card deck. Okay. You're wondering to yourself, do buyers ever not consider competitive alternatives?...

The Secret to Selling Solutions, Not Just Product Features with Johnny Cheng

06 Mar 2023

Contributed by Lukas

Johnny Cheng is the Senior Director of Pricing and Packaging at ClickUp. He was the Senior Director of Pricing and Packaging at Coupa Software, and ha...

Blogcast: Transitioning to Selling Subscriptions

03 Mar 2023

Contributed by Lukas

This is an Impact Pricing Blog published on January 25, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https...

Pricing Table Topics: 8 of Hearts – Buyer Wants Help with a Business Case

01 Mar 2023

Contributed by Lukas

This one is the 8 of Hearts from the Selling Value card deck. Oh, my gosh! If a buyer ever asked me to help them with a business case, I'm inside quie...

Pricing to Scale: 4-Step Strategic Framework for Business Success with Ajit Ghuman

27 Feb 2023

Contributed by Lukas

Ajit Ghuman is the Director of Product Management, Pricing, Packaging, and Customer Experience at Twilio. He is the author of the book Price to Scale....

Blogcast: Another Ridiculous Fee

24 Feb 2023

Contributed by Lukas

This is an Impact Pricing Blog published on January 18, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https:...

Pricing Table Topics: 8 of Spades – Buyers on a Trust Journey are Not Price Sensitive

22 Feb 2023

Contributed by Lukas

This one is the 8 of Spades from the Selling Value card deck.  When buyers are making a 'will I' decision, they're trying to decide, should I spend m...

Pricing and Packaging: The Ultimate Guide in Getting Your Price Right with Dan Balcauski

20 Feb 2023

Contributed by Lukas

Dan Balcauski was a program leader for Northwestern University, where he also went to school seven years prior. He is the founder and Chief Pricing Of...

Blogcast: What "Pricing" Can Teach Sales

17 Feb 2023

Contributed by Lukas

This is an Impact Pricing Blog published on January 11, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https:...

Pricing Table Topics: 9 of Diamonds – Buyers on a Trust Journey are Not Price Sensitive

15 Feb 2023

Contributed by Lukas

This one is the 9 of Diamonds from the Selling Value card deck.  Let's start with, what is a trust journey? A trust journey is when a buyer comes to ...

Pricing Data Analytics: The Hows and Whys with Armin Kakas

13 Feb 2023

Contributed by Lukas

Armin Kakas is an expert in analytics, having lots of education in statistics, machine learning and A.I. He has an MBA, and he was a former VP of anal...

Blogcast: Pricing Trends in 2023

10 Feb 2023

Contributed by Lukas

This is an Impact Pricing Blog published on January 4, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https:/...

Pricing Table Topics: 9 of Clubs – Buyers on a Relationship Journey want to Learn from You

08 Feb 2023

Contributed by Lukas

This one is the 9 of Clubs from the Selling Value card deck.  Let's start with, what is a relationship journey? Buyers who are on a relationship valu...

Personalities in the Pricing Community (and how to interact with them) with Robert Ribciuc

06 Feb 2023

Contributed by Lukas

For the last ten years, Robert Ribciuc has been working as the Managing Partner of EBITDA Catalyst, helping clients accelerate growth in key valuation...

Blogcast: A Nespresso Price Increase

03 Feb 2023

Contributed by Lukas

This is an Impact Pricing Blog published on December 21, 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https...

Pricing Table Topics: 9 of Hearts – The Most Common and Least Attractive Buyers

01 Feb 2023

Contributed by Lukas

This one is the 9 of Hearts from the Selling Value card deck. It is true that buyers on an analytical journey are very price sensitive. Buyers on an a...

The Power of Data-driven Pricing Solutions for Your SaaS Business with Bryan Belanger

30 Jan 2023

Contributed by Lukas

Bryan Belanger is the senior director of Technology Business Research. He's also the senior director at XaaS Pricing, a subsidiary of TBR that helps S...

Pricing Table Topics: 9 of Spades – Know What Information the Buyer Needs

25 Jan 2023

Contributed by Lukas

This one is the 9 of Spades from the Selling Value card deck. Buyers need different information depending on where they are in their own buying proces...

Increase Your Pricing Power: Monetize SaaS with Ayon Bhattacharyya

23 Jan 2023

Contributed by Lukas

Ayon Bhattacharyya is the Founder of Biz Growth Spurt, a consulting firm based out of New Zealand. He has experienced pricing in half a dozen companie...

Blogcast: A Price Negotiation Example

20 Jan 2023

Contributed by Lukas

This is an Impact Pricing Blog published on December 14, 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https...

Pricing Table Topics: 10 of Diamonds – Reveal the Price Only After the Value Is Communicated

18 Jan 2023

Contributed by Lukas

This is the 10 of Diamonds from the Selling Value card deck. You should reveal the price only after the value is communicated. What happens is, when o...