Bon Jovi a Rock Star and Pricing Guru?
Bon Jovi said “The only thing I like more than my wife is my money.” It’s rare that you find a rock star that likes his wife, but even more so to find one that that actually practices what they preach.
Succeed By Selling Certainty
Kent had been excited about launching his company’s newest engine into the aviation industry. It offered major benefits, such as better mileage, greater durability and reduced maintenance costs. Unfortunately, sales were anemic, and Kent was forced to discount heavily to hit his target numbers.
The Increasing Price of a Free Flight
After a busy month of travel to Europe and throughout the United States, on Saturday I learned of Aeroplan’s upcoming increase to the point requirements for a “free” flight.
Look Beyond Price for Cause of Lost Bids
For many lost deals, price was not the factor; perceived quality was the driving force behind the decision. Collect customer feedback and use lessons learned to refocus your service-delivery model and win more deals.
Is Your Sales Force Sucking You Dry?
If your company’s sales department is in charge of pricing, that’s like putting Dracula in charge of the blood bank!
Need a Pricing Strategy? Fire a Customer
If your client is sipping champagne when they paid for beer, it's time to establish a pricing strategy.