Archives tagged: communication
What decisions should the pricing function be making? Where should a corporation position the pricing function? How should the pricing function be structured? We have been asking this question for past two decades but still don’t have a definitive answer nor a standard template. Why? What is so odd about pricing decisions that makes organizational design choices regarding the pricing function difficult?
More Outerwall Inc. the owner of the Redbox downgraded their performance guidance tipping off a 13% decline in market capitalization. Did investors overreact? And what caused the poor performance in the first place?
More Despite abundance of available and accessible literature, value-based pricing (VBP) as a concept remains mystified. The key reason is the difficulty of implementation. This article’s aim is to provide the reader a concise review of the ‘do’s and ‘don’t’s of VBP.
More Future entrepreneurs, there are four essential questions that must be asked and answered: (1) Who is your target market? (2) What are the needs of the target market? (3) What is your distinctive competency is satisfying those needs? (4) How do you intend to communicate that distinctive competency?
More Over the last few years, communication service providers as well as cable operators have been pioneering the concept of a “smart home” as a one-stop solution that satisfies their customers’ needs for safety, security, convenience, et cetera. Does this offering have a market?
More Having a long list of prospective buyers may be comforting for a salesperson, but a highly applied sales methodology for business markets suggests salespeople should only pursue prospects that fall within two out of four response modes. What are these response modes? How do they affect price performance? And why should salespeople only pursue two of them?
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Celebrate, Lament, Ignore. You choose how you respond to stimuli and situations. If your prospects are bad, create new ones. Don’t sell…
More Many budding entrepreneurs are filled with “ideas.” Of course, ideas are the germ of innovation, but an idea without a plan to make money is useless. I have often told my students, the difference between an idea and a profit-making business is the difference between an amoeba and a human being.
More What would it be worth to you to have 300 excited, engaged professionals listening to your firm’s message and services while interacting…
More Firmographics are descriptive attributes of firms that can be used to aggregate individual firms into meaningful market segments. In an analogy, firmographics are to businesses and organizations what demographics are to people. Firmographics describe businesses, non-profits, and governmental entities.
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