This is an Impact Pricing Blog published on March 14, 2024, turned into an audio podcast so you can listen on the go.
Read Full Article Here: https://impactpricing.com/blog/using-value-to-break-down-silos/
If you have any feedback, definitely send it. You can reach us at [email protected].
Now, go make an impact.
Connect with Mark Stiving:
Rishi Bhatia is an experienced analytics consultant, data expert and market research professional with domain expertise in retail, technology, telecom, apparel, manufacturing, and insurance domain.
In this episode, Rishi shares about Walmart's lower pricing strategy. He emphasizes the importance of prioritizing the customer when determining pricing strategies. He also highlights the significance of leveraging data and analytics to inform pricing decisions. And also the importance of adopting AI-driven models to streamline operations and remain competitive in the market.
Why you have to check out today’s podcast:
"Put your customer first. Rather than going for the traditional route, learn from the data as much as you can. And then, improve your models constantly based on how can you get the prices right."
- Rishi Bhatia
Topics Covered:
01:01 - How he found himself in pricing
02:46 - Why everyday low price policy for Walmart and how do they maximize revenue with this strategy
03:46 - Pricing and how it affects loyalty and retention
05:18 - What makes Walmart's margins high other than lower prices
06:48 - How AI in pricing optimization has evolved from basic insights generation to sophisticated model-driven recommendations
08:41 - Is AI a blackbox and how the process works in achieving pricing decision
11:31 - Walmart's primary focus regarding pricing decisions and how AI ensures timely transitions between product cycles and maintaining profitability
13:47 - How algorithms and recommendations ensures consistency and optimization across the retail chain
14:44 - Discussion around Wendy's dynamic pricing
19:49 - Rishi's response to Mark's advice for retailers and also talking about Walmart Plus
21:15 - Rishi's best pricing advice
23:12 - How do you measure value in retail products
Key Takeaways:
"Value pricing, what does your customer want, at what price your customer will be more loyal to you and what will they... because pricing is one component that everyone wants low price." - Rishi Bhatia
"When you're putting the product, rather than going for the traditional route, learn from the data as much as you can and improve your models constantly based on that, how can you get the prices right." - Rishi Bhatia
"If you're able to improve on that and the customer, your overall complaints are also going down. And that is one value you can measure from that perspective as well. It's not always in the monetary term, it's always on the customer satisfaction side as well." - Rishi Bhatia
People/ Resources Mentioned:
Connect with Rishi Bhatia:
Connect with Mark Stiving:
This is an Impact Pricing Blog published on March 7, 2024, turned into an audio podcast so you can listen on the go.
Read Full Article Here: https://impactpricing.com/blog/to-fee-or-not-to-fee-that-is-the-question/
If you have any feedback, definitely send it. You can reach us at [email protected].
Now, go make an impact.
Connect with Mark Stiving:
Stephan Liozu has studied, researched, and practiced value-based pricing for over 15 years now. That includes training, speaking, consulting, managing pilot projects, and coaching large scale pricing transformations.
In this episode, Stephan highlighted the utmost importance of understanding the value delivered to customers before setting prices, emphasizing a value-first approach to pricing strategies.
Why you have to check out today’s podcast:
"Do the value work first and then worry about pricing. So, value-based pricing is 90% value, 10% price. So, if you want to do that very well, value first, then price."
- Stephan Liozu
Topics Covered:
02:25 - How Stephan started in pricing
04:13 - Customer segmentation as it relates to value pricing
05:25 - Effective ways of maximizing segmentation
07:17 - Defining customer segmentation and how the SaaS scenario Mark described relate to that
10:16 - Integrating value pricing into customer segmentation
13:03 - What value means to the price buyer
14:11 - How is market segmentation different from customer segmentation?
16:52 - Discussing about product segmentation and taking software for an example
21:28 - The challenge of operationalizing customer segmentation
24:57 - Why focus on one market segment
26:41 - The need to not excessively customize your product
27:42 - Stephan's best pricing advice
Key Takeaways:
"Pick one market, focus on it, find your ICP, and then get a few logos; see what happens." - Stephan Liozu
"Do the value work first and then worry about pricing." - Stephan Liozu
"If you want to do that [value-based pricing] very well, value first, then price." - Stephan Liozu
People/Resources Mentioned:
Connect with Stephan Liozu:
Connect with Mark Stiving:
This is an Impact Pricing Blog published on February 29, 2024, turned into an audio podcast so you can listen on the go.
Read Full Article Here: https://impactpricing.com/blog/your-inward-focus-causes-horrible-decisions/
If you have any feedback, definitely send it. You can reach us at [email protected].
Now, go make an impact.
Connect with Mark Stiving:
Mike Bosworth is a Co-Founder of WeConcile considered as the world's first Relationship Rescue and Restoration application.
In this episode, Mike shares effective pricing strategies and sales techniques to hold prices.
Why you have to check out today’s podcast:
"Understand the value, i.e. how your buyer would use a particular piece of your product to solve their problem. And if you have that knowledge, it's really easy to defend the value of your price."
- Mike Bosworth
Topics Covered:
02:13 - Mike's pricing approach
03:16 - Understanding why salespeople are losing the conversation when it comes to price
06:40 - What is a 'buying vision' and how helpful it is for buyers
07:26 - The need for salespeople to know well their customer's business
10:20 - How 'premature elaboration' gets you at a disadvantage
13:58 - Explaining 'cost justify' and 'price justify' from the buyers point of view
20:49 - The importance of patience in negotiation and use of "polite No's" to stand your ground on pricing
24:36 - Book resource of major negotiation stories you can check out
25:42 - Mike’s pricing advice
Key Takeaways:
"The only salespeople who can go out and negotiate their own prices are those ahead of quota." - Mike Bosworth
"I say to the managers, if your salesperson is under quotas, you have to go out there and provide the backbone and coach the call ahead of time.” - Mike Bosworth
“We want to teach them how to survive that call, but on their own, they're not going to have the ability to do it." - Mike Bosworth
People/Resources Mentioned:
Connect with Mike Bosworth:
Connect with Mark Stiving:
This is an Impact Pricing Blog published on February 22, 2024, turned into an audio podcast so you can listen on the go.
Read Full Article Here: https://impactpricing.com/blog/fear-stymies-your-growth/
If you have any feedback, definitely send it. You can reach us at [email protected].
Now, go make an impact.
Connect with Mark Stiving:
Joe Woodard's vision is to "transform small businesses through small business advisors." And in the service of that vision he and his team educate, coach, provide resources and build communities for small business advisors, with the overarching goal of empowering them to play a powerful, high-impact advisory role with their clients.
In this episode Joe shares strategies for Infusing feelings and solutions into your pricing models that drive people's buying decisions.
Why you have to check out today’s podcast:
"Infuse everything we've talked about [sales approach] with feelings and solutions into something the client can consume, easily understand, comprehend, and buy easily."
- Joe Woodard
Topics Covered:
02:51 - From a Quickbooks advisor to hiring and teaching coaches how to coach businesses
05:40 - How this great quote from John Maxwell became a huge inspiration for his upcoming conference
07:28 - Understanding the two foundational pillars of value
09:31 - Methodologies used to maximize product's value proposition
12:06 - Gaining a competitive by catering to both emotional and solution-oriented needs
13:48 - Incorporating emotional intelligence into your sales approach
18:44 - How mimicking good behaviors is effective in selling
19:33 - Understanding the DISC method for hiring people
24:26 - Delegating outcomes, holding individuals accountable using methodologies like OKRs (Objectives and Key Results)
25:58 - Infusing pricing strategies with a combination of emotional resonance
28:47 - Interplay between emotions and problem-solving in both B2B and B2C contexts
30:06 - Joe's best pricing advice
31:51 - What this conference, 'Boldly Go!' is about
Key Takeaways:
"If you're waiting for all risk to go away, you're waiting for all fear to go away, you'll never act. And if you're waiting for perfection, you'll never act. So don't wait on those things. Enter the danger, proceed afraid, fail forward, and then read a lot. That's how I did it." - Joe Woodard
"People will only exchange their hard earned dollars for one of two things, how you make me feel, or how you solve my problem." - Joe Woodard
"It's not about price, it's about nature." - Joe Woodard
People/Resources Mentioned:
Connect with Joe Woodard:
Connect with Mark Stiving:
This is an Impact Pricing Blog published on February 15, 2024, turned into an audio podcast so you can listen on the go.
Read Full Article Here: https://impactpricing.com/blog/stopping-one-of-your-biggest-revenue-leaks-discounts/
If you have any feedback, definitely send it. You can reach us at [email protected].
Now, go make an impact.
Connect with Mark Stiving:
Steve Laborda is a CEO of Valuebizbooster, Consultant, Coach, Author and Speaker. He is a practitioner in B2B sales and marketing, focusing on improving profitability, how to capture value, and developing the competencies of the commercial people through customer orientation and commercial excellence.
In this episode, Steve delves into the intricate blend of art and science involved in the sales process. He emphasizes the importance of incorporating intangibles alongside hard facts, highlighting that both are essential for success and reaching a deal. Furthermore, he underscores the collaborative efforts of individuals within the company, working cohesively as a team to uphold a value-based approach throughout the entire sales process.
Why you have to check out today’s podcast:
"Don't forget to work with sales when you do your pricing."
- Steve Laborda
Topics Covered:
01:00 - How he got into pricing
01:30 - The many roles he played
02:41 - Pointing out the 'art' in value, pricing, and selling
04:16 - The intangible benefit other than the emotional, and cognitive aspect of value selling
06:24 - How was his experience different from any other salesperson who's good at building relationships
9:47 - Examples illustrating the three components of the sales process of relationship building, the science part, and the intangibles
11:38 Defining cross-functional value selling
15:04 - Why companies often fail at value-based pricing
17:55 - Calling it a value calculator and not the ROI calculator
20:10 - Why a collaborative way of using the value calculator instead of leaving it to the customer alone
23:36 - Reasons customers likely buy from you
25:35 - Pricing a highly volatile product in the chemical industry
29:23 - Steve's best pricing advice
Key Takeaways:
"Yes, you need to do value quantifications, but you need to be able also to be emotional and to read body language and to read the skills that people have in front of you." - Steve Laborda
"You need to have sales, marketing, pricing, the technical people, if it's a technical context, to have all those people together to develop that value-based approach so that everybody is behind it..." - Steve Laborda
"The value calculator is there for me to give confidence to the salesperson about the price that you can defend to the customer." - Steve Laborda
Connect with Steve Laborda:
Connect with Mark Stiving:
This is an Impact Pricing Blog published on February 8, 2024, turned into an audio podcast so you can listen on the go.
Read Full Article Here: https://impactpricing.com/blog/proven-value-can-be-a-game-changer/
If you have any feedback, definitely send it. You can reach us at [email protected].
Now, go make an impact.
Connect with Mark Stiving:
Your feedback is valuable to us. Should you encounter any bugs, glitches, lack of functionality or other problems, please email us on [email protected] or join Moon.FM Telegram Group where you can talk directly to the dev team who are happy to answer any queries.