Recent News

Some start-ups think low price is a good strategy to hook those important, first customers. On the other end there's the successful products at the end of their life cycle, with lots of competition, where product managers and sales teams use price as a means to extend product life. In my experience using price or any offers that focus on the customer paying less for your product when there has been no change in COGS, is a sign you may no longer have a real value proposition....

Having a clearly strategic and unique offering is a luxury most sales people never get to enjoy in their careers. Even so, many of these same sales people have incredibly successful careers and many would say they not only got better, but also had more fun, when having to sell as an underdog. Exercising their creativity to redefine an offering to get a win, is one of the most fun things a sales person can do....

Is it always right to let your customer spend money they want to spend with you? Even in B2B, there are customers who feel they're getting a better product or solution if they pay more. Some want to take the safe route and never be caught without the maximum capability. Others don't know that they're over-buying, that is until after they've deployed your solution and realize they over-spent. How does telling a customer to spend less, result in getting more revenue?...