Sales-Friendly Price Lists
Price lists are never quite current enough, sufficiently detailed, or cover enough of the awkward special situations that customers raise.…
Pricing
17 posts
What’s Your Pricing Metric?
I’m often involved in pricing discussions, which are typically introduced as
“what’s the right price for my product?…
"Goldilocks" Packaging
Established companies in established markets generally have some standard ways
to package and price their new offerings. Product extensions are…
So Your Product Wants to Be a Service…
Sometimes we take a fresh look at a product, with the thought of turning it into a service. This is…
Getting into Customers’ Heads
Sometimes, at the end of a heroic development effort, we find lukewarm prospects instead of purchase-order- waving customers. How can…