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6 episodes with driving profits
3 episodes with driving profits
3 episodes with driving profits
4 episodes with driving profits
How do you increase your company's value? Is it as simple as raising prices? Pricing expert Mark Stiving explains how to explore the value that your product or services offer your customers and how you can turn that value proposition into more value in your company. View the complete show notes for this episode. Want To Learn More? Increasing the Value of Your Business | The RVD Model Selling Value: How to Win More Deals at Higher Prices by Mark Stiving Instant Profits: How to Raise Prices Without Losing Customers by Mark Stiving Impact Pricing: Your Blueprint for Driving Profits by Mark Stiving Win, Keep, Grow: How to Price and Package to Accelerate Your Subscription Business by Mark Stiving Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
BlueCollar.CEO –John Ellis is the Owner and President of Gretna Plumbing, which specializes in residential plumbing repairs and drain cleaning. With over 15 years of experience as a master plumber, he started the company with a $3,000 investment before scaling to millions of dollars in 10 years. In this episode, Ryan and John discuss how to price services, serve customers, and build value. Blue Collar CEO is a podcast that is all about helping you build a better, more profitable, more sustainable & kick-ass home service business. Join Levergy® CEO Ryan Redding each week who will be joined by industry experts who will break down their success stories and give their best-kept secrets for industry domination. You do not want to miss it! Learn more at https://www.bluecollar.ceo/, or https://www.levergy.io.
Welcome to another episode of Dealmaker Diaries, where we delve into the minds of industry experts and seasoned professionals to uncover the strategies and insights driving successful deals. Today, we're honored to have Dr. Mark Stiving with us. With over 25 years of experience, Dr. Stiving has been a guiding force for private equity firms and SMB organizations, unlocking the path to increased profits through strategic pricing, packaging, communication, and value-driven sales. Holding a Ph.D. in pricing from U.C. Berkeley, he is also the author of three influential books: “Impact Pricing - Your Blueprint for Driving Profits,” “Win Keep Grow - How to Price and Package to Accelerate Your Subscription Business,” and “Selling Value - How to Win More Deals at Higher Prices.” Mark's diverse career spans pricing, marketing, product management, and private equity dynamics, offering a unique perspective for companies of all sizes and stages. His deep knowledge of buyer behavior informs his understanding, empowering businesses across industries to deliver invincible profits. With a wealth of experience, Mark continues to assist organizations in comprehending their value propositions and securing equitable compensation through practical tools and concepts. --- Send in a voice message: https://podcasters.spotify.com/pod/show/donald-thomas6/message Support this podcast: https://podcasters.spotify.com/pod/show/donald-thomas6/support
Guest: Mark Stiving Guest Bio: Mark Stiving has driven business initiatives worth hundreds of millions of dollars. He is sought after for his superpower of finding invincible profits in every company he works with. He is an award-winning international speaker known for helping audiences find hidden value and more profit, immediately. Mark started and successfully sold three powerful companies in the tech sector. His legendary “Value Acceleration Bootcamp: How to use customer value to price, package, and sell products” helps PE firms and innovative companies master their buyers' purchasing decisions to win more business at higher prices. You have probably heard of Mark's many popular books. He is a prolific and highly rated author of “Impact Pricing: Your Blueprint for Driving Profits”, “Win Keep Grow: How to price and package to accelerate your subscription business”, and “Selling Value: How to Win More Deals at Higher Prices” His forthcoming book is “Invincible Profits: How to Lead a Value Revolution and Dominate Your Market” Guest Links: impactpricing.com/Salesology mark@impactpricing.com About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.com
Recruiting real estate agents requires you to wear many hats at the same time. In this episode we dive into your per agent productivity and recruiting to take a simple action that can drastically impact your profitability.Whenever you are ready here are a number of ways we can help :)Schedule 10 Minute Strategy Session with Matthttps://brokerpreneurpodcast.com/grow-my-brokerage/Join us Every Friday for our Free Brokerpreneur Not So Secret Society Mastermind!https://www.brokerpreneurs.com/bnsss-registrationKnow Your Personality When It Comes To Recruiting!https://my.bankcode.com/brokerpreneurpodcastDownload Our Free Recruiting Bundlehttps://www.brokerpreneurs.com/brokerpreneur-free-recruiting-bundleBrokerpreneur is dedicated to helping real estate brokers grow their brokerage through three fundamental areas of profitability: recruiting more and better agents, increasing retention, and growing per person productivity (PPP). We truly understand the challenges that all brokers face in a highly competitive industry. That's why we provide resources on our website, we host the top-rated real estate brokerage growth podcast, and present exclusive online events to support brokers on their journey to success. Best of all, these resources are available to brokers completely free of charge! You just have to take action!
Our latest C-Suite Outlook 2024 survey results show that an economic downturn is still a top concern for both CEOs and CMOs. Yet, CMOs are optimistic, saying they can still drive growth in this environment. What strategies and investments are CMOs planning to use to achieve this—and do they differ from the CEO view? In this episode of CEO Perspectives, Ivan Pollard, Center Leader, Marketing & Communications, joins President and CEO Steve Odland, both of The Conference Board, to discuss the survey results and the implications for the marketing & communications landscape in 2024. Tune in to find out: What's the CEO perspective on driving growth in 2024—and what role will marketing play? What investments do CEOs and CMOs believe are needed to drive this growth? How are the CEO and CMO envisioning AI's role in these efforts? What impact do they foresee for their organizations? For more Trusted Insights for What's Ahead: Read: C-Suite Outlook 2024: Leading for Tomorrow Access our hub: AI—Marketing & Communications
Mark Stiving is my guest today and he is a pricing expert. What does pricing have to do with The Courage of a Leader? It turns out, quite a lot!The secret to effectively pricing your products and services is the same one leaders can use to clearly define and communicate the value of their teams' work.Are you intrigued? I was!About the Guest:Mark Stiving, PhD, MBA, is a widely recognized pricing expert and marketing pro who teaches companies how to boost revenues and realize their true value. With 25+ years' experience in price segmentation, pricing product portfolios and visionary pricing, Mark's analytical skills provide specific direction and quantifiable results. Sought after as a trusted advisor, Mark has consulted, trained and/or coached hundreds of companies including Cisco, Procter and Gamble, Grimes Aerospace, Splunk, and Crowdstrike.Mark uses a creative but pragmatic approach to help large businesses and entrepreneurs untangle confusion about pricing. All businesses can benefit from Mark's value-based pricing strategies to capture their true worth, from start-ups to seasoned enterprises.Mark is an award-winning speaker and the author of Impact Pricing: Your Blueprint for Driving Profits and his latest book Win Keep Grow: How to Price and Package to Accelerate Your Subscription Business The best way to reach Mark is on LinkedIn https://www.linkedin.com/in/stiving/ or via email mark@impactpricing.com About the Host:Amy L. Riley is an internationally renowned speaker, author and consultant. She has over 2 decades of experience developing leaders at all levels. Her clients include Cisco Systems, Deloitte and Barclays.As a trusted leadership coach and consultant, Amy has worked with hundreds of leaders one-on-one, and thousands more as part of a group, to fully step into their leadership, create amazing teams and achieve extraordinary results. Amy's most popular keynote speeches are:The Courage of a Leader: The Power of a Leadership LegacyThe Courage of a Leader: Create a Competitive Advantage with Sustainable, Results-Producing Cross-System CollaborationThe Courage of a Leader: Accelerate Trust with Your Team, Customers and CommunityThe Courage of a Leader: How to Build a Happy and Successful Hybrid Team Her new book is a #1 international best-seller and is entitled, The Courage of a Leader: How to Inspire, Engage and Get Extraordinary Results.www.courageofaleader.comhttps://www.linkedin.com/in/amyshoopriley/ Resources mentioned in the episodeMade to Stick by Chip Heath and Dan Heath - https://heathbrothers.com/books/made-to-stick/Selling Value, How to Win More Deals at Higher Prices - https://impactpricing.com/books/The Inspire Your Team assessment (the courage assessment): https://courageofaleader.com/inspireyourteam/ Thanks for listening!Thanks so much for listening to The Courage of a Leader podcast! If you got inspired and/or got valuable leadership techniques you can use from this episode and think that others could benefit from listening, please share using the social media buttons on this page.Do you have questions or feedback about this episode? Leave a comment in the section...
Sebastian Wrobel is an energetic and passionate professional leader, helping companies achieve value and pricing excellence. Pushing digital transformation into lasting integration. Experienced in working closely with the C-suite and senior stakeholders to elaborate and drive major profit & growth optimisation plans. Building high performing teams by leveraging a collaborative and data driven leadership approach. In this episode, Sebastian provides valuable insights on how to create the perfect title for a pricing book. The goal of which is to capture the attention of individuals driving pricing within a company. What you will learn from this episode: Understand the discovery process of value generation to come up with best pricing strategies Gain a deep understanding about value and pricing as Mark and Sebastian carefully examine various book titles on the subject Understand the discovery process around value and pricing "Start your [pricing] journey wherever you are, and accelerate on your journey wherever you are. The investment is paying off, always." - Sebastian Wrobel Topics Covered: 01:17 - A quick fun story on how he got lost for two days in the mountains 01:55 - What got him into pricing? 03:02 - Valugram as a company -- what it does 07:30 - What most companies are missing out on in regard to value and pricing 08:04 - Understanding the 'discovery process' 11:06 - Thoughts on value and pricing as understood by experts in their own fields 13:31 - Gaining business confidence 15:59 - Challenging the idea behind this title for a book: The Secret to Skyrocketing Profit 18:45 - Feedback on this title - Leveraging Value: CEO's Blueprint for Driving Profits 22:40 - Will addressing CEOs in the book title encapsulates all other people who are driving pricing other than the CEOs? 24:53 - An analysis of the title - The Power of Value: The CEO's Secret Weapon to Driving Profits 30:57 - Sebastian's pricing advice 31:25 - How to connect with Sebastian Key Takeaways: “Value selling is not applicable to all products. Neither all client segments. Where it is applicable, you should do it properly.” - Sebastian Wrobel "Gartner study shared that this is the critical aspect about winning deals, enabling buyers to make a decision in the right one." - Sebastian Wrobel "As pricing people, we tend to think in profits. But for me, leveraging value is more. Not only profit, but it's about driving revenue, top line growth, and also customer loyalty." - Sebastian Wrobel Connect with Sebastian Wrobel: LinkedIn: https://www.linkedin.com/in/sebastian-w/ Website: https://pricingworks.io/ Website: https://www.valugram.com/ Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com
Armin Kakas is an expert in analytics, having lots of education in statistics, machine learning and A.I. He has an MBA, and he was a former VP of analytics at American Tire Distributors. He is also the founder of Revology Analytics, a revenue growth analytics consulting company. In this episode, Armin talks about data analytics and its crucial role in pricing and in businesses as a whole. Why you have to check out today's podcast: Learn the importance of gathering and understanding data both in B2B and B2C setups Find out why pricing and price adjustments must be base on data and customer feedback and should never be done internally in a company Learn how to communicate and unite insights from both the points of view of business people and statistics people “There needs to be a much smarter, much surgical way to manage discounts and really reward those customers that have the highest lifetime value or highest volume versus other things.” – Armin Kakas Topics Covered: 01:55 – How Armin got into pricing 03:35 – B2B vs B2C: Armin's experience in applying pricing data analytics, and which one he prefers 05:57 – Armin's insights on B2C based on data 06:46 – What is promotional effectiveness 07:34 – Products Armin used to promote on Black Fridays when he worked at BestBuy 09:09 – Why CPGs must have a strong understanding of the relationship between price and value 10:19 – Why companies should asses price and value based on customers' response and not internally 13:08 – How businesspeople and statistics people shall communicate their insights with each other 18:41 – The most common problems Armin find when solving data problems for companies 20:06 – Why companies should have an “algorithm” that tells them how much to buy when a manufacturer offers big discounts 23:18 – Armin's pricing advice 25:28 – Connect with Armin Kakas Key Takeaways: “One of the easiest, quickest insights you can get is by figuring out which are the lowest ROI promotions that are not delivering any value for you or your customers or any of your channel partners, cut them, and reinvest it elsewhere in other growth areas of the company.” – Armin Kakas “I think that price-value curve tends to change, especially in CPG quite often. And so, doing that more often is really, really beneficial for companies. And doing it in the right way.” – Armin Kakas “All this unproductive inventory gathering dust in warehouses, clearance price optimization is a huge opportunity. Just really creating some automation and some dynamic methods to clear out the product that is tying up your capital and is actually lowering your productivity as well as your operating profit.” – Armin Kakas “When you ask the question, “What are some of the other areas that make a huge impact for companies?”, it is really things related to customer analytics, and that has two sides; One is providing insights… and then, the other side is providing actionable insights to the customers themselves.” – Armin Kakas People / Resources Mentioned: Win Keep Grow: How to Price and Package to Accelerate Your Subscription Business – https://www.amazon.com/Win-Keep-Grow-Accelerate-Subscription/dp/1631954784 Impact Pricing: Your Blueprint for Driving Profits – https://www.amazon.com/Impact-Pricing-Blueprint-Driving-Profits/dp/1599184311 Connect with Armin Kakas: LinkedIn: https://www.linkedin.com/in/arminkakas/ Email: armin@revologyanalytics.com Website: https://www.revologyanalytics.com/ Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mailto:mark@impactpricing.com
The aha moment was when I saw the ability for local businesses to better reach those in their community. Josh Ritzer, founder and CEO, Nigh Technologies After 134 episodes of ProCO360, I tried something new: an early-stage startup introduced to me by its PR firm. I intrigued with the mission of Nigh to support local business, and checked out the technology they've created, and decided, “why not?” As it turns out, Josh Ritzer is a dynamic founder who has invested $700,000 of his own money to get Nigh from concept to Alpha, and now what looks like a highly functional Beta. Nigh is achieving tremendous results in driving profitable incremental sales to local businesses in an energizing, community building way. I've become a fan! I think you'll enjoy this episode – and watching the progress Nigh makes.
Wiele polskich firm B2B przez ostatnie lata osiągało zadowalające wyniki rozwijając się razem z nieprzerwanie rosnącym rynkiem. Tymczasem w obecnej sytuacji gospodarczej - wysokiej inflacji i prawdopodobnej recesji - by móc ten rozwój kontynuować lub w ogóle przetrwać zmuszone zostaną one do bardzo dokładnego przyjrzenia się swojej zyskowności. Podstawowym parametrem, od którego ten zysk zależy jest oczywiście cena. Dlatego zapraszam Was do wysłuchania rozmowy z Maciej Krausem, ekspertem ds. pricingu (czyli strategii ustalania cen), autorem książek, przedsiębiorcą oraz wykładowcą na Stanford University, podczas której odpowie on m.in. na następujące pytania: - Jak cena wpływa na zyskowność firmy? - Kto powinien ustalać ceny? Sprzedaż czy marketing? - W jaki sposób ustalić optymalny poziom cen? - Czy ceny mogę wspierać strategię rozwoju firmy? Polecane przez Macieja książki: "The Strategy and Tactics of Pricing: A guide to growing more profitably", Thomas T. Nagle, Georg Müller https://www.amazon.com/Strategy-Tactics-Pricing-growing-profitably-dp-1138737518/dp/1138737518/ "Confessions of the Pricing Man: How Price Affects Everything", Hermann Simon https://www.amazon.com/Confessions-Pricing-Man-Affects-Everything/dp/3319203991/https://www.amazon.com/Confessions-Pricing-Man-Affects-Everything/dp/3319203991/ "Impact Pricing: Your Blueprint for Driving Profits", Mark Stiving https://www.amazon.com/Impact-Pricing-Blueprint-Driving-Profits/dp/1599184311 "Monetizing Data: A Practical Roadmap for Framing, Pricing & Selling Your B2B Digital Offers, Stephan M. Liozu, Wolfgang Ulaga https://www.amazon.com/Monetizing-Data-Practical-Roadmap-Framing/dp/1945815043 "The naked mind- shortcuts to sales: Neuromarketing overview for profitability and business success, Maciej Kraus https://www.amazon.com/naked-mind-shortcuts-sales-Neuromarketing-ebook/dp/B071VMY9QV/ "9 kroków do wyższych zysków bez cięcia kosztów i zwalniania pracowników, Maciej Kraus, Grzegorz Leśko Maciej Krausa znajdziesz na LinkedIn: https://www.linkedin.com/in/maciejkraus/
Driving Profits Through Labor. This week Hunt is joined by Jaron Kleber from Repair Shop of Tomorrow to discuss the importance of labor profitability. • Is your posted labor rate set appropriately to make your desired labor gross profit? • Do you know what your technicians' cost you per hour? • Do you know what your effective labor rate is? • Are you utilizing a labor matrix? Jaron's Email: jaron_kleber@repairshopoftomorrow.com Webinar Recording Link: https://attendee.gotowebinar.com/recording/2884779187636798982 (https://attendee.gotowebinar.com/recording/2884779187636798982) The Show is sponsored by: Shop-Ware on the web at https://getshopware.com (getshopware.com) NAPA Auto Care Repair Shop of Tomorrow at https://repairshopoftomorrow.com (https://repairshopoftomorrow.com) Hunt Demarest, CPA Paar Melis and Associates – Accountants Specializing in Automotive Repair Visit us Online : http://www.paarmelis.com/ (www.paarmelis.com) Email Hunt: podcast@paarmelis.com Get a copy of my Book :https://paarmelis.com/your-perfect-shop-book-download/ ( Download Here)
Driving Profits Through Labor. This week Hunt is joined by Jaron Kleber from Repair Shop of Tomorrow to discuss the importance of labor profitability. • Is your posted labor rate set appropriately to make your desired labor gross profit? • Do you know what your technicians' cost you per hour? • Do you know what your effective labor rate is? • Are you utilizing a labor matrix? Jaron's Email: jaron_kleber@repairshopoftomorrow.com Webinar Recording Link: https://attendee.gotowebinar.com/recording/2884779187636798982 (https://attendee.gotowebinar.com/recording/2884779187636798982) The Show is sponsored by: Shop-Ware on the web at https://getshopware.com (getshopware.com) NAPA Auto Care Repair Shop of Tomorrow at https://repairshopoftomorrow.com (https://repairshopoftomorrow.com) Hunt Demarest, CPA Paar Melis and Associates – Accountants Specializing in Automotive Repair Visit us Online : http://www.paarmelis.com/ (www.paarmelis.com) Email Hunt: podcast@paarmelis.com Get a copy of my Book :https://paarmelis.com/your-perfect-shop-book-download/ ( Download Here)
Design & Build Business Strategy: Interior Design, Architecture, & Construction | Fohlio
The current housing market is one for the books: With the median price of a single-family home in the U.S. sitting at $335,000, we're seeing record highs. Even then, homes are getting snapped up like hotcakes, as houses stay on the market for an average of only 18 days — another record.On the outside looking in, that may seem like a good thing — but it's not that simple. “We've never had a market this hot on the selling side, which is putting huge pressures on the commodities,” according to Jim Watson, Vice President and co-owner of New Atlantic Builders, a semi-custom homebuilder based in Florida. “Lumber's gone through the roof, and copper's gone through the roof, and labor's increased.” Listen to the interview to find out how Jim's team is thriving under the circumstances, despite not being one of "the big boys."Fohlio is a product specification, procurement, and data management software for the AEC industry. With Fohlio, you can manage your budgeting, specification, purchasing, inventory, and product data processes from end to end. Go to https://www.fohlio.com and schedule your demo today.
She Thinks Big - Women Entrepreneurs Doing Good in the World
Many CPAs struggle with pricing. Some have moved to flat rate or subscription pricing, and many still work by the hour. Subscription of course is a hot topic. But for many CPAs, that business model feels too far out of reach and too theoretical to be able to put it into play in their business anytime soon. But if they don't make the transition, they risk missing out. Here today to talk with me about the subscription business model is my guest Mark Stiving. Mark is a pricing educator and advisor. He's the host of the Impact Pricing podcast and the author of Win Keep Grow, among other books. Mark helps companies win more business at higher prices. Highlights: — “To make the shift from the traditional transactional model to the subscription model, you have to figure out how you can add value to a customer on a regular basis.” — “A customer who frequently receives value from your product or your service is much more willing to offer to pay you as a subscription because they're paying you for the ongoing value they receive.” — “Accountants and CPAs who want to bring subscription into their business need to really understand what the stream of benefits could be beyond just the delivery of month-end deliverables.” — “One of the big advantages of subscriptions is it's less expensive to get into and try a new service or a new product.” — “Accountants and other business owners need to talk to their customers on a regular basis and try to find out what problems they're dealing with, and what solutions they want.” Connect with MARK: Website: https://impactpricing.com/ LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com Past Episodes: 125 Value and Segmented Pricing for CPAs https://www.businessstrategyforcpas.com/125 153 A Formula for Quantifying Value https://businessstrategyforcpas.com/153 Mark's Books: Win Keep Grow: How to Price and Package to Accelerate Your Subscription Business https://impactpricing.com/resources/books/ Impact Pricing: Your Blueprint for Driving Profits https://impactpricing.com/resources/books/ ***Want one piece of business strategy delivered daily to your inbox?*** Subscribe here: https://www.shethinksbigcoaching.com/subscribe-main-list
Champion Iron Limited, through its subsidiary Quebec Iron Ore Inc., owns and operates the Bloom Lake Mining Complex, located on the south end of the Labrador Trough, approximately 13 km north of Fermont, Québec. Bloom Lake is an open-pit truck and shovel operation with a concentrator, and it ships iron ore concentrate from the site by rail, initially on the Bloom Lake Railway, to a ship loading port in Sept-Îles, Québec. The Bloom Lake Phase I plant has a nameplate capacity of 7.4 Mtpa and produces a high-grade 66.2% Fe iron ore concentrate with low contaminant levels, which has proven to attract a premium to the Platts IODEX 62% Fe iron ore benchmark. In addition to the partially completed Bloom Lake Phase II project, Champion owns a portfolio of exploration and development projects in the Labrador Trough, including the Kamistiatusset Project located a few kilometres south-east of Bloom Lake, and the Consolidated Fire Lake North iron ore project, located approximately 40 km south of Bloom Lake. The Company sells its iron ore concentrate globally to customers in China, Japan, the Middle East, Europe, South Korea, India and Canada.
On today's bonus UNCUT episode, "Advanced Pricing Strategies for Accountants" with Mark Stiving. Mark has studied, led and coached businesses through the lens of pricing for 25 years. His company Impact Pricing is dedicated to educating B2B companies about pricing and value. He has driven company-wide pricing initiatives worth hundreds of millions of dollars in incremental profit. He started and sold three companies, improving his championship pricing skills in each one. His book, Impact Pricing: Your Blueprint for Driving Profits, is a highly readable and practical manual (4.9 stars on Amazon). Key takeaways from the full uncut interview include: ➩ The makings of a world-renowned pricing and value expert - how Mark became an international pricing educator ➩ Why pricing matters in business and why accountants especially should care about pricing ➩ The different kinds of pricing, starting with the billable hour and ending with subscription pricing ➩ The problems accountants (and others in professional services) have that doesn't always apply to other sectors ➩ What exactly value is and how it figures into different pricing models ➩ Why accountants have problems with value-based pricing and fail to understand the nuances of pricing ➩ The two decisions buyers make in assessing a purchase and deciding value for money ➩ How the rigid structure of the billable hour and timesheets has stopped accountants from embracing more effective and profitable methods of pricing their services ➩ Why the 'value conversation' is so important for accountants when talking to their clients, and how to use it to price services better ➩ Shout out to Ron Baker, the 'godfather of pricing', and where Mark Stiving takes issue with his stance on timesheets ➩ The importance for accountants of involving the client in the determination of value, ROI and pricing metrics ➩ Whether it's possible to value price for anything, such as accounting audits or basic commodities ➩ Why there is no such thing as a commodity and how sellers can charge differently for what seems to be a basic, standardised product ➩ What an accountant can do when they don't know how long a job, project or particular outcome will take ➩ The biggest risk accountants face in moving from hourly to value based pricing ➩ The single best pricing technique that accountants can use to put together compelling packages, products and services for clients ➩ How lifetime value factors into value pricing, particularly with longer term projects ➩ When it's okay for an accountant to discount their prices or even offer services or advice for free ➩ When a lower price might overcome a buyer's inertia to make a purchase ➩ How accountants can get started with value pricing, both in negotiation and mindset terms ➩ Tips to drive a better pricing culture and a more positive attitude to pricing in your accounting firm. Contact Mark here: https://impactpricing.com (https://impactpricing.com) https://www.linkedin.com/in/stiving (https://www.linkedin.com/in/stiving) NOTE TO LISTENERS: This is a full-length interview (usually 20-30 mins long) from which the highlights show earlier in the week was taken. You can listen to this on a previous episode. Martin and Rob love to hear from the show's 7000+ listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.
Episode 75. On today's show, "Advanced Pricing Strategies for Accountants" with Mark Stiving Mark Stiving has studied, led and coached businesses through the lens of pricing for 25 years. His company Impact Pricing is dedicated to educating B2B companies about pricing and value. He has driven company-wide pricing initiatives worth hundreds of millions of dollars in incremental profit. He started and sold three companies, improving his championship pricing skills in each one. His book, Impact Pricing: Your Blueprint for Driving Profits, is a highly readable and practical manual (4.9 stars on Amazon). Key takeaways from the full uncut interview include: ➩ The makings of a world-renowned pricing and value expert - how Mark Stiving became an international pricing educator ➩ Why pricing matters in business and why accountants especially should care about pricing ➩ The different kinds of pricing, starting with the billable hour and ending with subscription pricing ➩ The problems accountants (and others in professional services) have that doesn't always apply to other sectors ➩ What exactly value is and how it figures into different pricing models ➩ Why accountants have problems with value-based pricing and fail to understand the nuances of pricing ➩ The two decisions buyers make in assessing a purchase and deciding value for money ➩ How the rigid structure of the billable hour and timesheets has stopped accountants from embracing more effective and profitable methods of pricing their services ➩ Why the 'value conversation' is so important for accountants when talking to their clients, and how to use it to price services better ➩ Shout out to Ron Baker, the 'godfather of pricing', and where Mark Stiving takes issue with his stance on timesheets ➩ The importance for accountants of involving the client in the determination of value, ROI and pricing metrics ➩ Whether it's possible to value price for anything, such as accounting audits or basic commodities ➩ Why there is no such thing as a commodity and how sellers can charge differently for what seems to be a basic, standardised product ➩ What an accountant can do when they don't know how long a job, project or particular outcome will take ➩ The biggest risk accountants face in moving from hourly to value based pricing ➩ The single best pricing technique that accountants can use to put together compelling packages, products and services for clients ➩ How lifetime value factors into value pricing, particularly with longer term projects ➩ When it's okay for an accountant to discount their prices or even offer services or advice for free ➩ When a lower price might overcome a buyer's inertia to make a purchase ➩ How accountants can get started with value pricing, both in negotiation and mindset terms ➩ Tips to drive a better pricing culture and a more positive attitude to pricing in your accounting firm. Contact Mark here: https://impactpricing.com (https://impactpricing.com) https://www.linkedin.com/in/stiving (https://www.linkedin.com/in/stiving) NOTE TO LISTENERS: This is a condensed highlights version of the full interview (usually 20-30 mins long), which you can catch as a bonus UNCUT episode at the weekend. Martin and Rob love to hear from the show's 7000+ listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.
Do you offer a service that sets you apart from every other salon in your area? Join us today as we share the incredible journey of twin sisters and salon owners, Liz and Jess Arrindell. They will dive into how they were able to leave their corporate career path to follow their beauty industry dreams and they'll reveal the many obstacles they faced along the way. We promise that today's episode will be one of your all-time favorites! PARTNER WITH MEET YOUR STYLIST! https://www.meetyourstylist.com JOIN OUR NEXT MARKETING MASTERMIND! Free to Join: https://us02web.zoom.us/meeting/register/tZUvcOyppzopEtYEED_LmzeFTO9GzQSO3-4c LET'S CONNECT! BTT Instagram: https://www.instagram.com/beyondthetechnique MYS Instagram: https://www.instagram.com/meetyourstylist FOLLOW LUSCIOUS & CO BEAUTY Website: https://lusciousandco.com Instagram: https://www.instagram.com/lusciousandco
It seems everybody wants good cleaning at a cheap price. But before you go discounting your residential cleaning services here's what everybody ought to know about the price of cleaning. Most clients don't know what type of services your cleaning business offers or what they need. Your job estimate needs to solve the customers cleaning challenges - and they will pay good money if you can provide that value. Today's Ask a House Cleaner sponsor is #SavvyCleaner training and certification for house cleaners and maids. (https://savvycleaner.com/join) And your host today is #AngelaBrown *** GOOD CLEANING AT A CHEAP PRICE CHAPTERS *** 0:00 - Intro - Meet Angela Brown the House Cleaning Guru 0:15 - #CleaningBusiness owners complain about discount pricing 0:52 - Our society is "on sale" - everybody wants a cheap price 1:13 - How do you sell value not price? 2:27 - Ask questions to uncover needs 2:56 - Customers sell themselves when they articulate their needs 3:17 - The customer called you because they were ready to hire you 4:27 - What the customer is asking for is not always what they need 6:01 - Customer's budget may be based on wrong type of service 7:43 - House cleaning is not a onetime gig. 8:33 - Solve the long-term needs and triple your income. *** PROMISED LINKS AND GOOD KARMA RESOURCES *** Package, Price, Profit: The Essential Guide to Packaging and Pricing Your MSP Plans - https://amzn.to/365rbBQ Impact Pricing: Your Blueprint for Driving Profits - https://amzn.to/3dz6bI1 Pricing for Profit: How to Command Higher Prices for Your Products and Services - https://amzn.to/2Tv6Q6l Handyman Pricing Handbook: Be confident about your pricing and start making money - https://amzn.to/3watcHL Define and Deliver Exceptional Customer Service: Proven strategies to maximize your profits - https://amzn.to/3yfMc92 These good karma links connect you to affiliated sites that offer products or services that relate to today's show. As an Amazon Associate, I earn from qualifying purchases. Your support pays our production costs to bring you these free daily tips. THANK YOU. *** RATE THIS SHOW *** https://sotellus.com/r/savvy-cleaner *** RATE THIS PODCAST *** https://ratethispodcast.com/askahousecleaner *** TRAINING & CLEANING CERTIFICATION*** https://savvycleaner.com/join *** MOST REQUESTED LIST OF CLEANING STUFF I USE *** https://www.Amazon.com/shop/AngelaBrown ***FUNNY CLEANING SHIRTS – THANK YOU GIFTS FOR MAIDS*** Daily Giveaway - https://funnycleaningshirts.com *** CONNECT WITH ANGELA ON SOCIAL MEDIA *** LinkedIn: https://www.linkedin.com/in/savvycleaner/ Facebook: https://Facebook.com/SavvyCleaner Twitter: https://Twitter.com/SavvyCleaner Instagram: https://Instagram.com/SavvyCleaner Pinterest: https://Pinterest.com/SavvyCleaner *** GOT A QUESTION FOR A SHOW? *** Email it to Angela[at]AskaHouseCleaner.com Voice Mail: Click on the blue button at https://askahousecleaner.com *** FREE EBOOK – HOW TO START YOUR OWN HOUSE CLEANING COMPANY *** http://amzn.to/2xUAF3Z *** PROFESSIONAL HOUSE CLEANERS PRIVATE FACEBOOK GROUP *** https://www.facebook.com/groups/ProfessionalHouseCleaners/ *** VRBO AIRBNB CLEANING FACEBOOK GROUP *** https://www.facebook.com/groups/VRBO.Airbnb.Cleaning/ *** LOOKING FOR WAY TO GET MORE CLEANING LEADS *** https://housecleaning360.com *** SPONSORSHIPS & BRANDS *** We do work with sponsors and brands. If you are interested in working with us and you have a product or service that is cohesive to the cleaning industry read this: https://savvycleaner.com/product-review *** THIS SHOW WAS SPONSORED BY *** SAVVY CLEANER - House Cleaner Training and Certification – https://savvycleaner.com MY CLEANING CONNECTION – Your hub for all things cleaning – https://mycleaningconnection.com SAVVY PERKS – Employee Benefits for Small Business Owners – https://savvyperks.com VRBO AIRBNB CLEANING – Cleaning tips and strategies for your short-term rental https://TurnoverCleaningTips.com FUNNY CLEANING SHIRTS – Incentive and thank you gifts for house cleaners and maids. https://FunnyCleaningShirts.com *** VIDEO CREDITS *** VIDEO/AUDIO EDITING: Kristin O https://savvycleaner.com/reviews/kristin-o HOST: Angela Brown https://savvycleaner.com/reviews/angela-brown PRODUCER: Savvy Cleaner https://savvycleaner.com
Being a property manager is a hustle. There’s rarely any downtime: when one task concludes, another one appears. And mixed into this busy schedule is a search for new revenue streams. Driving profits and creating value is more art than science - one that’s cultivated over years of experience. And if you’ve only got a few minutes to spare: tune into The Top Floor. On this episode of The Top Floor, we explore Driving Profits and Creating Value. We speak with experts about where in a property manager’s operation they can find quick, easy-to-apply improvements that boost profits. We also discuss strategies of successful property managers who are continuously finding ways to create additional value and monetize new revenue streams. Resources: Apartment Investor Show Operate For Profit Real Estate Podcast
Mark Stiving has studied, led and coached businesses through the lens of pricing for 25 years. His company Impact Pricing is dedicated to educating B2B companies about pricing and value. He has driven company-wide pricing initiatives worth hundreds of millions of dollars in incremental profit. He started and sold three companies, improving his championship pricing skills in each one. His book, Impact Pricing: Your Blueprint for Driving Profits, is a highly readable and practical manual (4.9 stars on Amazon). Selected shownotes: The makings of a world-renowned pricing and value expert - how Mark Stiving became an international pricing educator Why pricing matters in business and why accountants especially should care about pricing The different kinds of pricing, starting with the billable hour and ending with subscription pricing The problems accountants (and others in professional services) have that doesn't always apply to other sectors What exactly value is and how it figures into different pricing models Why accountants have problems with value-based pricing and fail to understand the nuances of pricing The two decisions buyers make in assessing a purchase and deciding value for money How the rigid structure of the billable hour and timesheets has stopped accountants from embracing more effective and profitable methods of pricing their services Why the 'value conversation' is so important for accountants when talking to their clients, and how to use it to price services better Shout out to Ron Baker, the 'godfather of pricing', and where Mark Stiving takes issue with his stance on timesheets The importance for accountants of involving the client in the determination of value, ROI and pricing metrics Whether it's possible to value price for anything, such as accounting audits or basic commodities Why there is no such thing as a commodity and how sellers can charge differently for what seems to be a basic, standardised product What an accountant can do when they don't know how long a job, project or particular outcome will take The biggest risk accountants face in moving from hourly to value based pricing The single best pricing technique that accountants can use to put together compelling packages, products and services for clients How lifetime value factors into value pricing, particularly with longer term projects When it's okay for an accountant to discount their prices or even offer services or advice for free When a lower price might overcome a buyer's inertia to make a purchase How accountants can get started with value pricing, both in negotiation and mindset terms Tips to drive a better pricing culture and a more positive attitude to pricing in your accounting firm. Contact Mark here: https://impactpricing.com/ (Website) https://www.linkedin.com/in/stiving/ (LinkedIn)
Lisa McLeod is an advisor, consultant, and speaker who works with senior executives and sales teams around the world. She is the author of five bestselling books and a sought after speaker known for her authenticity and humor. Lisa’s work has been featured in Forbes, Fortune and The New York Times. Elizabeth Lotardo is a … Continued
This week, Justin and Drew talk about Drew’s Fit2Fat2Forty journey. If you keep up with Drew, you’re probably familiar with fit2fat2fit, where Drew went from being fit to fat, and back to fit, all within one year.This time around his mission has changed. Drew hopes to bring awareness to the importance of empathy - especially in the fitness industry. Justin and Drew discuss how empathy allows you to better connect with your clients, and most importantly, grow as a person.----------------------------------------Special thanks to our Sponsor, Canibrands: https://canibrands.com/Use Promo Code: COACHES20----------------------------------------Follow Us on Instagram!Justin @justinroeth - https://bit.ly/3hLUgqFJohn @johnromaniello - https://bit.ly/2YltMEPPurdeep @purdeepsangha - https://bit.ly/2AMcTdDBrian @coachbriannunez - https://bit.ly/2BhY7eQCraig @realcraigballantyne - https://bit.ly/3hQADO7Drew @fit2fat2fit - https://bit.ly/3enieXi----------------------------------------Reach us through our website - https://coaches-council.com/And be sure to follow Coaches Council's Instagram @coaches_council - https://bit.ly/2Nh1163
Welcome to the Get Shift Done Podcast with Alex Hughes, Entrepreneur and Founder of Shift Momentum. It’s never been so easy to connect, learn and grow as Entrepreneurs, now, as we enter an era starting with a global economic reset, it has never been so important. But where there is uncertainty, there is also the opportunity, which makes 2020 & beyond a very interesting journey for small businesses & start-ups. In this episode, We are joined by Danielle Bridge, CEO/Founder of ABC Life Support, a social enterprise delivering physical and mental health training for all. I can not understate how much of a powerhouse Leader/Entrepreneur/Singer/Change-maker she is and in this episode, we are going to discover what a social enterprise looks like and how it could well be the future of Entrepreneurship moving forward. Naturally, this is a deep subject and if you yourself are suffering in isolation right now, please do not hesitate to reach out to either of us and we can signpost you to some of the amazing people we have in this network that is Shifties and CPSL Mind. In the first series, we hope to bring some clarity, thought and inspiration to small business owners as we move through it together and share as much of what the 100's of small business owners we have in the Shifties Community are doing to survive and thrive through the spread of Coronavirus. We hope you enjoy it, please do check out the Shifties Community on Facebook if this inspired you to get involved as we connect, learn and grow together. Don't forget to hit Follow! --- Send in a voice message: https://anchor.fm/shiftmomentum/message
Cesar Quintero is the founder of The Profit Recipe where he helps entrepreneurs and their leadership teams build their businesses by design so that they can live by design. He is a certified entrepreneur operating system (EOS) implementer and scaling up trainer for the Entrepreneurial Organization's (EO) accelerator program. Cesar is also the founder of Fit2Go as well as a partner at Rawbar2Go. In this episode… Many entrepreneurs start their business with a certain set of organizational values that serve as their guiding principle in business. But many of them struggle to articulate these values and communicate them effectively leading to misalignment within the team which impacts not only team output but company profit as well. Cesar Quintero believes that understanding the intrinsic role values play in any company is the key to driving any business to success. It serves as a filtering mechanism when hiring people and it also helps build up the authentic branding of the company. But how can you discover your core values and meld it with the shared values in your company? And how do you translate these values into reality? In this episode of Drive Profit with Purpose podcast, Fran Biderman-Gross interviews Cesar Quintero of The Profit Recipe about the essence and process of discovering personal values, how to translate these into actionable shared values for your business in order to drive profit and growth. Stay tuned.
Meet Author of Tales From Behind the Wheel, Driving Profits and Making Bank, and Succeeding in College and in Life. We discuss working from home, grocery deliveries, the future of tele-commuting and distance learning. And we talk story about history, ancient pyramids, and do we need college in the future still? --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/hawaiireal/support
This week I’m excited to have special guest Mark Stiving on the show! Mark is the Chief Pricing Educator at Impact Pricing. Mark is the author of “Impact Pricing: Your Blueprint for Driving Profits. He is also the host of the Impact Pricing Podcast. Mark currently helps companies understand how buyers perceive their value and helps them create price offerings that better reflect their value. My kind of guy indeed! Mark and I discuss all things pricing on this episode of The Pricing is Positioning Podcast! In this episode, Mark and I discuss Mark’s business background Pricing Endings Pricing online products and subscription-based services Pricing for consultants and coaches How buyers perceive value Connect With Mark: Website- https://impactpricing.com/ Podcast- https://impactpricing.com/resources/podcasts/ LinkedIn- https://www.linkedin.com/in/stiving/ Twitter- https://twitter.com/MarkStiving Connect with Paul The Product Pricing Roadmap Web: www.paulklein.net LinkedIn - https://www.linkedin.com/in/paulkleintv/ Facebook - https://www.facebook.com/paulkleintv Instagram - https://www.instagram.com/paulkleinTV/ Twitter - https://twitter.com/PaulKleinTV YouTube - https://www.youtube.com/channel/UCoQRkgXR4ClPAub12lXgPwg Episode Links: Subscription Growth Calculator - Free Spreadsheet www.championsofvalue.com Accelerate Your Subscription Business-Online Course Impact Pricing: Your Blueprint for Driving Profits Subscribed: Why the Subscription Model Will Be Your Company's Future The Automatic Customer: Creating a Subscription Business in Any Industry *** EPISODE CREDITS: If you like this podcast and are thinking of creating your own, consider talking to my producer, Danny Ozment. He helps thought leaders, influencers, executives, HR professionals, recruiters, lawyers, realtors, bloggers, coaches, and authors create, launch, and produce podcasts that grow their business and impact the world. Find out more at https://emeraldcitypro.com
Ed and Ron are honored to interview fellow Professional Pricing Society colleague, Mark Stiving. Why don't you win deals at higher prices? You don't get paid enough for the value you create. Or do you build products that your customers don't value (and don't buy)? Mark's passion is teaching the power of pricing. He evangelizes pricing at major conferences and has conducted over 400 days of corporate training around the globe. Mark's Price class maintains a net promoter score (NPS) of 81, higher than Apple's. Mark also writes about pricing. His book, Impact Pricing: Your Blueprint for Driving Profits, is a highly readable and practical manual (4.9 stars on Amazon). Be sure not to miss this episode!
Ed and Ron are honored to interview fellow Professional Pricing Society colleague, Mark Stiving. Why don't you win deals at higher prices? You don't get paid enough for the value you create. Or do you build products that your customers don't value (and don't buy)? Mark's passion is teaching the power of pricing. He evangelizes pricing at major conferences and has conducted over 400 days of corporate training around the globe. Mark's Price class maintains a net promoter score (NPS) of 81, higher than Apple's. Mark also writes about pricing. His book, Impact Pricing: Your Blueprint for Driving Profits, is a highly readable and practical manual (4.9 stars on Amazon). Be sure not to miss this episode!
Ed and Ron are honored to interview fellow Professional Pricing Society colleague, Mark Stiving. Why don't you win deals at higher prices? You don't get paid enough for the value you create. Or do you build products that your customers don't value (and don't buy)? Mark's passion is teaching the power of pricing. He evangelizes pricing at major conferences and has conducted over 400 days of corporate training around the globe. Mark's Price class maintains a net promoter score (NPS) of 81, higher than Apple's. Mark also writes about pricing. His book, Impact Pricing: Your Blueprint for Driving Profits, is a highly readable and practical manual (4.9 stars on Amazon). Be sure not to miss this episode!
Why you have to check out today’s podcast: Discover the importance of pricing strategy for subscription products Learn about pricing and its effects on consumer behavior How to approach the stages of SaaS customer acquisition, in your customer acquisition, retention, and expansion Natalie Louie is the Director of Product Marketing at Hired a subscription-based business. Her experiences and specialties focus on improving operations, revenue, profits, integrations, partnerships, managing, SaaS pricing and packaging, product marketing, planning, and development. In this episode, Natalie shares her pricing expertise, how the right subscription model makes your life easier and how scaling the pricing metric benefits her growing customer. “The beauty of subscription is you don’t have to own or build anything yourself, but you have the ability to get what you want on demand.” - Natalie Louie Stay updated on all thing pricing. Subscribe to ‘The Pricing Perspective’ here Topics Covered: 01:32 - Natalie’s SaaS pricing backstory, how it became her expertise 04:00 - Price-Quality Relationship: its effects on consumer behavior 05:19 - How she sees the beauty and uniqueness of subscription 06:30 - Mark’s insight on product owning versus subscribing for functionality 08:11 - The benefits of subscription on the sell side in terms of predictable revenue and what customers value 10:30 - What Hired, Inc. does and what it’s all about 12:05 - Between employer and employee who subscribes to Hired model 13:30 - Natalie’s definition of pricing, seeing it as a metric that scales 15:38 - Her common strategies of scaling the price and its effect on the customers 18:30 - The importance of the 3 Revenue Buckets to grow your business 20:55 - The story behind her title, being Hired, Inc’s Director of Product Marketing 23:15 - Different levers to use to improve the process of product and pricing to grow more customer 26:40 - The pricing treatment you can apply to your current and new customers 28:16 - Natalie’s valuable advice on how to have a pricing impact Key Takeaways: “I am not saying everything in your life should be replaced by subscription but if you replace things in your life you see as chores with subscriptions, it makes it easier.”- Natalie Louie “On the sell side, any business offering a subscription, the benefit is the consistent, predictable revenue that your company will get from your customer base year after year and that what’s people value.” - Natalie Louie “There is a different metric that speaks to a different user.” - Natalie Louie “Pricing has its own roadmap. It’s constantly being refined and we’re always evolving it.” - Natalie Louie Resources: Impact Pricing: Your Blueprint for Driving Profits Connect with Natalie Louie LinkedIn Hired Inc Connect with Mark Stiving Email:mark@impactpricing.com LinkedIn Twitter Hey Pricing Practitioners, have the chance to get Impact Pricing: Your Blueprint for Driving Profits Just Answer the Question: What is the most interesting recent example of price communication or value communication that you’ve seen? (Post your answer at Mark’s LinkedIn designated Post)
Why you have to check out today’s podcast: Understand what subscription-based pricing is all about Discover how having a systematic pricing metric and model help justify the value How usage is connected to value and how to monetize those date to have a new source of value in subscription payments Jim Geisman is founder and president of Software Pricing Partners. His firm is primarily focused on pricing strategies, processes, and tactics. Engagements also focus on the financial impact on the client company and the impact on the sales, marketing and development functions. In this episode, Jim tackles what subscription pricing is all about, the structured process of product and service packaging to fully address customer segments and needs, and the correlation of usage to value when it comes to subscription pricing. “You have to be extremely careful not in what you charge but how you present the options to the customer.” - Jim Geisman Stay updated on all thing pricing. Subscribe to 'The Pricing Perspective' here Topics Covered: 01:57 – Jim's backstory, getting an MBA in Harvard 03:09 – How Jim started in his pricing journey 05:45 – The pricing metric to be considered in a subscription model 09:45 – Jim dig deeper into Salesforce’s subscription pricing model 15:25 – Correlation of usage to value, why subscription services are considered key to monetize customer relationships 17:45 – How usage is a metric in vertical markets 20:20 –Jim’s advice on how to create a pricing impact Key Takeaways: “The metric that makes the most sense is the customer.”- Jim Geisman “Think about the way they make in purchasing decisions and incorporate some of their own personal buyer skepticism and objections.” - Jim Geisman Resources: Impact Pricing: Your Blueprint for Driving Profits Connect with Jim Geisman: LinkedIn Email: jgeisman@gmail.com Connect with Mark Stiving Email:mark@impactpricing.com LinkedIn Twitter Hey Pricing Practitioners, have the chance to get Impact Pricing: Your Blueprint for Driving Profits Just Answer the Question: What is the most unique pricing model you’ve ever seen? (Post your answer at Mark's LinkedIn designated Post)
Why you have to check out today’s podcast: Understand pricing in procurement How to lower procurement time in half, and cut costs like a pro How to price your product: what you need to know before you launch Maree McMinn, known as the Pricing Rebel, is a pricing practitioner for about 12 years. Currently, she’s the Indirect Procurement Manager of Valvoline. Maree has experience across a wide variety of industries including consumer packaged goods, retail, distribution, manufacturing, and software. She's built several disciplines from the ground up including, pricing, competitive intelligence, business intelligence, supplier diversity, and indirect procurement. In this episode, Maree shares her pricing experience, how this helps her the procurement process and how it benefits her to make the best pricing decisions. “You have to understand what people's reference prices are. Quite frankly, do nothing as your competitor.” - Maree McMinn Stay updated on all thing pricing. Subscribe to 'The Pricing Perspective' here Topics Covered: 01:35 - Maree tells #pricingrebel's backstory, what it is all about and how it began 02:26 - She shares how her pricing career started 04:36 - Her transition to procurement side 07:02- Mark perspective regarding value vs. pricing in terms of procurement 10:05 - The good side of procurement besides price negotiation 13:00 - The success story behind Maree’s pricing career 12:25 - Her experience implementing new or pricing business model 18:29 - Maree’s thought on the biggest problem of a company in terms of pricing 20:46 - Her piece of advice to companies to have an impact Key Takeaways: “We get to a better solution because I bring them innovation, not just the price.”- Maree McMinn “Thinking about SKU rationalization. Trying to shoehorn what they did before and into a new solution, your breaking it apart and helping the organization think through.” - Maree McMinn “One of the things company is doing very poorly is think about price before they think about the product.” - Maree McMinn Resources: Impact Pricing: Your Blueprint for Driving Profits Connect with Maree McMinn: LinkedIn msquaredww.com Email: maree@msquaredww.com Connect with Mark Stiving Email:mark@impactpricing.com LinkedIn Twitter Hey Pricing Practitioners, have the chance to get Impact Pricing: Your Blueprint for Driving Profits Just Answer the Question: What is Value? (Post your answer at Mark's LinkedIn designated Post)
Why you have to check out today’s podcast: Learn what a customer willing to pay Learn why it is much better not to do hourly billing How can you move beyond the fundamentals to “pricing segmentation Summary Mark Stiving, our host has a Ph.D. in Pricing from UC Berkeley. For over 25 years he has studied, helped and led businesses through the lens of pricing, a radically different approach from other business experts. In this episode, Mark shares the backstory how he started into the pricing career, the decision-making process of a customer right before they buy a product and the process how he helps companies discover how buyers perceive value and how to price their offerings to capture more of the value they create to grow their business and their profits. “People are not price sensitive when they’re making the “Will I” decision and people are very price sensitive when they are making “Which One” decision.” – Mark Stiving Stay updated on all thing pricing. Subscribe to the 'Impact Pricing Perspective' here Topics Covered: 01:10 – Mark talks about his journey how he started into pricing 02:36 – How he takes so much courage to leave Pragmatic Marketing and build his own business 10:19 – Mark’s thoughts regarding the value-based pricing concern of companies 12:30 – Explanation about segmentation between the individual and general outcome in pricing 15:50 – How he helps people perceive value and how to price their offerings 24:00 – Mark’s explains the concept of ‘Which One and Will I’: Understanding the decision customer is making right before he buys your product Key Takeaways: “Whenever somebody asks me how I will go up and pricing this, I stepped back and asked, What decision are they making? I think people could adopt that attitude it would have a huge impact on how much they could achieve.” – Mark Stiving “Buyers don’t understand our products or the outcome they can achieve with our products and what’s funny is we don’t understand our buyers. If we don’t have one of those value conversations, there is no way that we could pick either side to understand the value.” – Mark Stiving Resources Impact Pricing: Your Blueprint for Driving Profits Connect with Mark Stiving Email:mark@impactpricing.com LinkedIn Twitter Connect with Kirk Bowman: LinkedIn artofvalue.com
We all put a price on ourselves. If you have a "job," then your wages are your price. If you are a consultant or service provider, then you have to come up with a way to charge your customers. That's putting a price on yourself. Turns out that pricing you uses the same concepts as pricing a product. Join me in a potentially lively conversation with pricing expert Mark Stiving, Ph.D. and you will walk away knowing if you should ask for a raise or change your prices. Mark is a sought after speaker and author and explores with his audiences this least understood yet most powerful concept, the correlation of pricing to value. His new book, Impact Pricing: Your Blueprint for Driving Profits, was written to further share his expertise. Additionally, Mark has a very entertaining and educational blog called PragmaticPricing.com where he introduces readers to the finer points of this significant subject. So tune in and find out if you should be asking for a raise!
We all put a price on ourselves. If you have a "job," then your wages are your price. If you are a consultant or service provider, then you have to come up with a way to charge your customers. That's putting a price on yourself. Turns out that pricing you uses the same concepts as pricing a product. Join me in a potentially lively conversation with pricing expert Mark Stiving, Ph.D. and you will walk away knowing if you should ask for a raise or change your prices. Mark is a sought after speaker and author and explores with his audiences this least understood yet most powerful concept, the correlation of pricing to value. His new book, Impact Pricing: Your Blueprint for Driving Profits, was written to further share his expertise. Additionally, Mark has a very entertaining and educational blog called PragmaticPricing.com where he introduces readers to the finer points of this significant subject. So tune in and find out if you should be asking for a raise!
Mark Stiving is a respected pricing expert with a Ph.D. in Marketing (Pricing) from U.C. Berkeley and more than 15 years of experience helping companies implement value- based pricing strategies to increase profits. A speaker, coach, and consultant, Stiving has worked with esteemed companies such as Cisco, Procter and Gamble, Grimes Aerospace, Rogers Corporation, as well as many small businesses and entrepreneurial ventures. Mark Stiving authored the book, Impact Pricing: Your Blueprint for Driving Profits which Twitter participants will be eligible to win during the discussion! Stiving says: “I love pricing and really enjoy helping people understand it better. The Global Product Management Talk represents a large community of product people who really need to know pricing and it excites me knowing I have the potential to help so many professionals at once." Follow Mark's website & blog Collected Resources: http://bit.ly/xSp9FL
Join Michele Price as she is spotlighting Caterina Candoni, the 6th generation wine maker form Italy with the most delicious Prosecco and Mosacto. You can find them here Candoni Wines. Tune in and talk with is using hashtag #WIBRadio via twitter. Connect with us and our host Michele Price @prosperitygal as we appreciate your tweets and questions. Do you want business advice and/or the opportunity to be interviewed on Women In Business Radio? Share you questions and requests viaWomeninbusinessradio@gmail.com Join Michele each week as she host Speak Chat twitter chatt using hashtag #Speakchat everyMonday 9pm ET Here is blog post explaining what to expect-Speak Chat .Looking for a entertaining as well as knowledgeable keynote speaker, Michele has spoken to groups as small as 15 and large as 300. Her topics span:Driving Profits with Social Media ChatsHow to Not Strip Your Gears When Shifting to a Social Media MindsetCapturing the Voice of One to Grow Your BusinessHow to Build It so They Do Come- Community Architecture
Join Michele Price as she is spotlighting Caterina Candoni, the 6th generation wine maker form Italy with the most delicious Prosecco and Mosacto. You can find them here Candoni Wines. Tune in and talk with is using hashtag #WIBRadio via twitter. Connect with us and our host Michele Price @prosperitygal as we appreciate your tweets and questions. Do you want business advice and/or the opportunity to be interviewed on Women In Business Radio? Share you questions and requests viaWomeninbusinessradio@gmail.com Join Michele each week as she host Speak Chat twitter chatt using hashtag #Speakchat everyMonday 9pm ET Here is blog post explaining what to expect-Speak Chat .Looking for a entertaining as well as knowledgeable keynote speaker, Michele has spoken to groups as small as 15 and large as 300. Her topics span:Driving Profits with Social Media ChatsHow to Not Strip Your Gears When Shifting to a Social Media MindsetCapturing the Voice of One to Grow Your BusinessHow to Build It so They Do Come- Community Architecture
Join Michele Price as she is spotlighting Marla Schulman is Founder & Chief Brand and Creative Concierge of Dvin/Ideas, an agency dedicated to brand marketing, social media engagement and public relations. Connect with us and our host Michele Price @prosperitygal as we appreciate your tweets and questions. Do you want business advice and/or the opportunity to be interviewed on Women In Business Radio? Share you questions and requests viaWomeninbusinessradio@gmail.com Join Michele each week as she host Speak Chat twitter chatt using hashtag #Speakchat everyMonday 9pm ET Here is blog post explaining what to expect-Speak Chat .Looking for a entertaining as well as knowledgeable keynote speaker, Michele has spoken to groups as small as 15 and large as 300. Her topics span:Driving Profits with Social Media ChatsHow to Not Strip Your Gears When Shifting to a Social Media MindsetCapturing the Voice of One to Grow Your Business
Join Michele Price as she is spotlighting Marla Schulman is Founder & Chief Brand and Creative Concierge of Dvin/Ideas, an agency dedicated to brand marketing, social media engagement and public relations. Connect with us and our host Michele Price @prosperitygal as we appreciate your tweets and questions. Do you want business advice and/or the opportunity to be interviewed on Women In Business Radio? Share you questions and requests viaWomeninbusinessradio@gmail.com Join Michele each week as she host Speak Chat twitter chatt using hashtag #Speakchat everyMonday 9pm ET Here is blog post explaining what to expect-Speak Chat .Looking for a entertaining as well as knowledgeable keynote speaker, Michele has spoken to groups as small as 15 and large as 300. Her topics span:Driving Profits with Social Media ChatsHow to Not Strip Your Gears When Shifting to a Social Media MindsetCapturing the Voice of One to Grow Your Business
Join Michele Price as she is spotlighting Pauline Serice a highly sought after executive leadership coach, change management and organizational development consultant. We will learn what has been her journey and how being an authentic leader empowers women in business. Connect with us and our host Michele Price @prosperitygal as we appreciate your tweets and questions. Do you want business advice and/or the opportunity to be interviewed on Women In Business Radio? Share you questions and requests viaWomeninbusinessradio@gmail.com Join Michele each week as she host Speak Chat twitter chatt using hashtag #Speakchat everyMonday 9pm ET Here is blog post explaining what to expect-Speak Chat .Looking for a entertaining as well as knowledgeable keynote speaker, Michele has spoken to groups as small as 15 and large as 300. Her topics span:Driving Profits with Social Media ChatsHow to Not Strip Your Gears When Shifting to a Social Media MindsetCapturing the Voice of One to Grow Your Business
Join Michele Price as she is spotlighting Pauline Serice a highly sought after executive leadership coach, change management and organizational development consultant. We will learn what has been her journey and how being an authentic leader empowers women in business. Connect with us and our host Michele Price @prosperitygal as we appreciate your tweets and questions. Do you want business advice and/or the opportunity to be interviewed on Women In Business Radio? Share you questions and requests viaWomeninbusinessradio@gmail.com Join Michele each week as she host Speak Chat twitter chatt using hashtag #Speakchat everyMonday 9pm ET Here is blog post explaining what to expect-Speak Chat .Looking for a entertaining as well as knowledgeable keynote speaker, Michele has spoken to groups as small as 15 and large as 300. Her topics span:Driving Profits with Social Media ChatsHow to Not Strip Your Gears When Shifting to a Social Media MindsetCapturing the Voice of One to Grow Your Business
Join Michele Price as she is spotlighting Jen Wojcik, CEO Pinqsheets Inc. and creator of Tech Karaoke. Every Year Tech Karaoke takes over SXSW, can we learn from that success? We will listen, learn and discover what has been Jen's journey to get her where she is in business today and what mistakes have turned into wins for Jen. Connect with us and our host Michele Price @prosperitygal as we appreciate your tweets and questions. Do you want business advice and/or the opportunity to be interviewed on Women In Business Radio? Share you questions and requests viaWomeninbusinessradio@gmail.com Join Michele each week as she host Speak Chat twitter chatt using hashtag #Speakchat everyMonday 9pm ET Here is blog post explaining what to expect-Speak Chat .Looking for a entertaining as well as knowledgeable keynote speaker, Michele has spoken to groups as small as 15 and large as 300. Her topics span:Driving Profits with Social Media ChatsHow to Not Strip Your Gears When Shifting to a Social Media MindsetCapturing the Voice of One to Grow Your Business
Join Michele Price as she is spotlighting Jen Wojcik, CEO Pinqsheets Inc. and creator of Tech Karaoke. Every Year Tech Karaoke takes over SXSW, can we learn from that success? We will listen, learn and discover what has been Jen's journey to get her where she is in business today and what mistakes have turned into wins for Jen. Connect with us and our host Michele Price @prosperitygal as we appreciate your tweets and questions. Do you want business advice and/or the opportunity to be interviewed on Women In Business Radio? Share you questions and requests viaWomeninbusinessradio@gmail.com Join Michele each week as she host Speak Chat twitter chatt using hashtag #Speakchat everyMonday 9pm ET Here is blog post explaining what to expect-Speak Chat .Looking for a entertaining as well as knowledgeable keynote speaker, Michele has spoken to groups as small as 15 and large as 300. Her topics span:Driving Profits with Social Media ChatsHow to Not Strip Your Gears When Shifting to a Social Media MindsetCapturing the Voice of One to Grow Your Business
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