Tag: segmentation

Avoid Boiling the Ocean

  • September 16, 2015
  • Ben Blaney
Resist the temptation to boil the ocean. In fact, ignore all the big, grand, transformative success stories that you may have heard at pricing conferences....

Pricing Minute: Price Segmentation

  • August 28, 2014
  • Alex Hoff
Pricing is, or should be, closely tied to how your customers value your products and services. But, not all customers value your products the same way,...

How Do I Make My Margin Improvement Goal?

  • September 5, 2013
  • Jennifer Maul
I am confident most of us have performance objectives we need to meet on an annual basis, and much of the time, meeting and exceeding those...

The Changing Face of B2B Sales

  • August 22, 2013
  • Clay Wallin
Is your B2B sales organization competing effectively using customer data? I recently visited a chemicals customer who has self diagnosed their sales process as lacking an...

The Chess Game of Profitability

  • April 10, 2012
  • Ben Blaney
How many of the readers of this blog are chess players, I wonder? I am a capable player, though I don’t get a game all that...
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