Impact Pricing Mark Stiving, Ph.D.

This one is the 7 of Hearts from the Selling Value card deck.
It is true, value propositions really are awesome.
Marketing teams, companies, sit around to try to figure out, what's the value proposition of this product? And it turns out that we can often come up with something that's pretty good, pretty general. It essentially is the solution to a problem that most people have, and we think of that as the value proposition.
But the thing is, the value proposition isn't specific enough. Anytime you go to an individual customer, or an individual buyer, they've got different problems. Maybe our value proposition caught their attention, got them to come talk to us.
But in the end, we need to understand, what are the specific problems that that buyer has? What's the result that that buyer's looking to achieve? And then help them figure out, what's the business case for that? How much value, or additional profit, will they make because they're solving those specific problems?
So, I love value propositions. They're just not magic words that are enough to get people to buy.
We hope you enjoyed this example of Pricing Table Topics. What you just heard was done without a script. If you want to get better at speaking about pricing and value, grab a deck of our cards, pick a card, read the saying, and then talk for one to two minutes about what that card says. You'll become a better speaker and expert.
If you have any questions or feedback, please email me, mark@impactpricing.com.
Now, go make an impact.
 
Connect with Mark Stiving:
Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/  

This is an Impact Pricing Blog published on February 22, 2023, turned into an audio podcast so you can listen on the go.
Read Full Article Here: https://impactpricing.com/blog/lessons-from-the-library/
If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com.
Now, go make an impact.
Connect with Mark Stiving:
Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/  

Casey Brown is the President of Boost Pricing, and she has been since 2011. She started her career as a Chemical Engineer at GE, and she's been in pricing for almost 20 years now. Casey loves whitewater kayaking, and she's a big Buckeye fan.
In this episode, Casey explains how important it is for sellers to connect with the emotional component of the buyer/s as she shares her knowledge on how to substantially increase your ability to earn higher prices.
 
Why you have to check out today’s podcast:
Learn how crucial the seller’s mindset and beliefs are to the business’ profitability, especially as to whether they’re operating from a place of confidence or fear Find out why you should not put the blame on cost increases when doing a price increase Understand the power of taking into consideration the emotional component, like selling value through the language, mind, and heart of your customer  
“I have yet to find, even in this current economic climate, a company that doesn't have some pricing opportunity, and I would just ask everyone to keep looking for it. It's there.” 
– Casey Brown
 
Topics Covered:
01:33 – How Casey got into pricing
04:54 – Mark to Casey: Why don’t I know you? Why have I never seen you before?
07:00 – The biggest problem in sales being the lack of recognition that there’s a problem
09:33 – Is Casey trying to compete with people who are doing sales training and education? Both yes and no
11:33 – An exchange of Mark’s and Casey’s magic formulas in communicating price increases
15:05 – More about blaming costs and cost-plus pricing
18:02 – Teaching salespeople how to properly sell value
20:40 – Convincing Mark that the emotional component is as important in B2B as it is in B2C
29:17 – Casey’s pricing advice
30:08 – Connect with Casey Brown
 
Key Takeaways:
“Our entire profession – we are the best kept secret in business. And frankly, if more people understood how impactful pricing is to the profitability and how easy it is to pull that lever, there'd be a lot more of us.” – Casey Brown
“It does not occur to most people that the biggest opportunity to make a huge improvement in your pricing performance very quickly is not necessarily to fix your strategy, but instead to help the team understand the skill set and mindset gaps that your team has.” – Casey Brown
“Connecting with the emotional component of the buyer is not just a consumer phenomenon.” – Casey Brown
 
People / Resources Mentioned:
Pricing with Confidence (Reed Holden’s book): https://www.amazon.com/Pricing-Confidence-Leaving-Money-Table/dp/0470197579  
Connect with Casey Brown:
LinkedIn: https://www.linkedin.com/in/caseybrownboost/ Email: casey@boostpricing.com  
Connect with Mark Stiving:
LinkedIn: https://www.linkedin.com/in/stiving/ Email: mailto:mark@impactpricing.com  

This one is the 7 of Spades from the Selling Value card deck.
It is true that when a buyer's asking for help justifying a purchase, this is the ultimate opportunity to influence that sale.
Let's take a step back for just a minute and think about what a customer is going through. And if you ever have the opportunity to help a buyer understand their underlying problems, what's the value of solving those problems, you've become a trusted advisor. You've become someone that this company, this person, looks to for real information so they can make smart decisions.
Now, this is a very different decision process than, how is your product better than somebody else's product? Instead, they've brought you in to help create the business case. What a great position.
And if we go to the table that I have in the Selling Value book, you'll find that this is the beginning of the trust or the relationship journey. Where they say to you, would you please help me answer, is this a good place for me to spend my money? Is this a good place for my budget?
And if we can help them with that, not only have we helped them solve a problem they're trying to solve, but we've built that trust and credibility in their eyes that no competitor could ever catch up to. So absolutely, this is the biggest opportunity you have to influence that sale.
We hope you enjoyed this example of Pricing Table Topics. What you just heard was done without a script. If you want to get better at speaking about pricing and value, grab a deck of our cards, pick a card, read the saying, and then talk for one to two minutes about what that card says. You'll become a better speaker and expert.
If you have any questions or feedback, please email me, mark@impactpricing.com.
Now, go make an impact.
 
Connect with Mark Stiving:
Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/  
 

This is an Impact Pricing Blog published on February 15, 2023, turned into an audio podcast so you can listen on the go.
Read Full Article Here: https://impactpricing.com/blog/amc-changes-pricing-finally/
If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com.
Now, go make an impact.
Connect with Mark Stiving:
Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/  

Griff Parry is the Founder and CEO of m3ter where he helps make it easy for SaaS companies to intelligently deploy and manage usage-based pricing. He's led AWS’ go-to market strategy for games and gambling in EMEA, and his background includes entertainment at Sky TV and accounting at Ernst & Young. Griff was an extra in the movie “First Night” around 1993.
In this episode, Griff shares the work that they do at m3ter in helping customers deploy and manage usage-based pricing. He also discusses common pricing challenges, especially on doing a price change, emphasizing the importance of agility and transformation.
 
Why you have to checkout today’s podcast:
Understand the importance of having the agility to change pricing models quickly and in different situations, especially as to why pricing is not a one-and-done thing Discover how m3ter helps SaaS companies make it easy to deploy and manage usage-based pricing Find out in which circumstance usage-based pricing works best as you learn about different pricing philosophies  
“Particularly in these market conditions, I would suggest that you set yourself up so that you can customize pricing by customer, or do more of that. There is a lot of money you'll be leaving on the table if you have a one-size-fits-all pricing strategy.” 
– Griff Parry
 
Topics Covered:
01:49 – How Griff got into pricing
03:05 – What m3ter aims to solve in relation to usage-based pricing
05:06 – Delivering agility to the customers (why pricing is not a one-and-done thing)
08:57 – How m3ter helps customers find the right pricing model for the right situation
11:30 – Circumstances wherein you’d want to use usage-based pricing
14:45 – Pricing is an exchange of value between you and your customers
16:09 – Bill for overage over cap vs. renegotiate next year (tips on do’s and don’ts)
20:02 – Platform versus solution pricing (pricing philosophy of AWS and m3ter)
30:59 – Griff’s pricing advice
33:05 – Connect with Griff
 
Key Takeaways:
“Pricing is complicated; it involves lots of people. You need to bring them together so that they can plan and deploy those changes.” – Griff Parry
“Pricing is very definitely not one-and-done.” – Griff Parry
“To work out what you want to price, you have to look at what's going on at the moment. You have to have ready access to data about what people are consuming and how they respond to pricing changes.” – Griff Parry
“Pricing is an exchange of value between you and your customers. If they understand that they should pay more because they're using more or getting more value, that's fantastic; that's great for both parties.” – Griff Parry
 
People / Resources Mentioned:
m3ter: https://www.m3ter.com  
Connect with Griff Parry:
Email: griff@m3ter.com LinkedIn: https://www.linkedin.com/in/griffinparry/  
Connect with Mark Stiving:
LinkedIn: https://www.linkedin.com/in/stiving/ Email: mailto:mark@impactpricing.com