Posts by: Tim J. Smith, PhD
The question some suppliers constantly ask is “How did we get into a situation where the only thing that seems to matter to our customers is price?” It’s an important question, and one where the unfortunate answer often is, in the words of Jimmy Buffett, “It’s my own damn fault”.
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Progress can’t make itself. Make it. If you want to win, you have to be in the game. Who is your target…
More How should salespeople sell? Yes, they need to be well groomed (presentable), have a good people skills and a tough skin, and have an orientation towards action and winning. But assuming they have these basic skills, what specifically should they do?
More Prices are too high for our customers. Sales is giving away our product. We have heard these claims. Many times. These arguing points between the professionals who manage customers and those who manage prices have been fought over for aeons. Yet which group is right?
To address the issue of pricing and account management, let us leverage the research by Miller and Heiman into the creation of thought leadership in pricing.
To Western Politicians: We elected you to make decisions. Decisions require tradeoffs and compromise. Now do your job. U.S. and European countries…
More $700 is the price a couple would pay for the best seats to see Hugh Jackman Back on Broadway this month. With a runaway hit, producers have raised prices several times. Orchestra seats that were priced at $155 are now priced at $175. Premium seats that were priced at $250 are now priced in the range of $275 to $350, depending upon demand for specific performances. Their decision to use dynamic pricing has placed Hugh Jackman’s essentially one-man-show in the top earner position on Broadway with roughly $1.5 million in ticket sales for the week ending November 20th, 2011.
With pricing success like this, one can suspect that more executives may benefit from considering the value of dynamic pricing.
More To Marek Matějka, herec, dobrý muž, i camarad, I will miss our zábavný večer. 2 October 1974 – 25 November 2011 Not…
More “The only profit center is the customer” Peter Drucker Corporations are psychopaths? Pricing errors, specifically price communication errors, are deadly for career…
More Why do firms exist? Why should society allow corporations to exist? What moral reason should we, as a society, allow firms to exist? At the most fundamental level, the Occupy movement is asking this question. Shouldn’t we be addressing this?
More Salespeople abuse discounts. Pricing is the sales destruction department. Well, which group is right and must they keep fighting? In this article, we explore the role of price segmentation in strategic account selling.
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