Archive for 2014
Stanford Business Offers New Perspectives on Entrepreneurship
New research from Stanford Graduate School of Business Prof. Kathryn Shaw sheds new light on the age-old question of whether entrepreneurs are “born” or “made.” The answer: entrepreneurs are “made” NOT “born.”
Read MoreWhat is Value-Based Pricing?
Value-based pricing aims for prices to reflect the value customers associate with a product or service offering. Simple enough to state, but what does this mean?
Read MoreTop 6 – October 2014
“Look at market fluctuations as your friend rather than your enemy; profit from folly rather than participate in it.” -Warren Buffett The research shows that the best pricing decisions usually engage sales, marketing, and finance. Are your different functions talking to each other? If not, then they’re just talking to themselves. Each of your teams—sales,…
Read MorePricing Banking Services
The banking services sector is one of the most profitable sectors out there. It is not uncommon to earn an ROE of anywhere between 40%-60%. And as we all know, a 1% increase in price can lead to an 8% increase in profits.
So how do we ensure we get the most profits out of banking services? Are there any secrets? I spent 28 years of my life in the banking services sector and here is what I learnt.
Read MoreTop 6 – September 2014
I was asked at Riot Fest Chicago what I did and chose “Economics” as my answer for the moment. He continued: “Micro or Macro”. I said “I price stuff”. “What kind of stuff?” he inquired. “Stuff, like that shirt you’re wearing, the music fest tickets, or the carny rides.” He replied, “Oh, you do grunge…
Read MoreMoore’s Law & Semiconductor Pricing
Why does a paper published in 1965 have customers calling looking for discounted prices? And when are these requests reasonable? Anirban Sengupta discusses.
Read MorePrice is Not (Always) the Most Important Driver to Customer Purchasing Behavior
In Econ 101, we are taught that lower prices lead to higher sales volumes. In sales, we hear directly from customers that the prices are high and they want a discount. And in marketing communications, we learn to “sweeten the offer” in promotions and advertising. But is price really the most important driver to customer purchasing behavior?
Read MoreNine West’s New Marketing Campaign: Sexist, Outdated, or Awesome?
Nine West’s recent ad campaign has been getting a lot of press since its release, with a lot of controversy surrounding it. Mary DeBoni weighs in on the positives and negatives.
Read MoreNew Insight into Strategic Sales Force Hiring: Be Careful of Hiring “Stars”
We all want to hire, or work on, talented teams. But how much time and resources should we devote to bringing in “star”-level talent?
Read MoreTop 6 – August 2014
“If you know the enemy and know yourself, you need not fear the result of a hundred battles.” –Sun Tzu, The Art of War In every competition you face, you will have advantages over your competitors, and you will have disadvantages. If that isn’t the case, it really isn’t much of a competition. Every market…
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