Podcast appearances and mentions of mark stiving

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Best podcasts about mark stiving

Latest podcast episodes about mark stiving

Sales Logic - Selling Strategies That Work
How to Close Sales at Full Price

Sales Logic - Selling Strategies That Work

Play Episode Listen Later Sep 20, 2022 29:56


Lightning Round:  How to Sell at Full Price Question:  Pete from the UK asks, “I get paid based on my gross sales achieved which means I want to sell at full price or even more.  My manager keeps pushing me to speed up the sales cycle by offering the customer a discount, what should I do?”  Book:  Selling Value, How to Win More Deals at Higher Prices by Mark Stiving

Sales Logic - Selling Strategies That Work
How to Close Sales at Full Price

Sales Logic - Selling Strategies That Work

Play Episode Listen Later Sep 20, 2022 29:56


Lightning Round:  How to Sell at Full Price Question:  Pete from the UK asks, “I get paid based on my gross sales achieved which means I want to sell at full price or even more.  My manager keeps pushing me to speed up the sales cycle by offering the customer a discount, what should I do?”  Book:  Selling Value, How to Win More Deals at Higher Prices by Mark Stiving

Impact Pricing
Memecast #75: Ace of Diamonds: Banish the Word 'Commodity'

Impact Pricing

Play Episode Listen Later Sep 14, 2022 2:23


This one is the Ace of Diamonds from the Selling Value card deck. When companies or people inside companies say we sell a commodity, what that says to me is they don't understand the value of what they offer. It may absolutely be true that you sell a commodity-like product where we're selling gold coins and your gold coins are exactly the same as your competitor's gold coins. And we could think of that maybe as a commodity, but then that's really not what we're selling. What we have to sell are all the things that go around the gold coins or go around our commodity-like product. We should be thinking about what are the services? Can we do better delivery? Can we do better payment terms? Can we make our customers trust us more? Can we give them better advice? There are many, many different ways that we might be able to add value to our buyers above and beyond the individual product that we're selling. I often think that when people are saying the words, we sell a commodity or our product is a commodity, they've actually stopped thinking about how they're better than their competition. They've stopped thinking about what their buyers really care about. So, in my mind, there really is no such thing as a commodity and all companies should banish the word. We hope you enjoyed this memecast. This is also an example of how Pricing Table Topics works. Grab a deck of our cards, pull out a random card, read the saying, and then talk for one to two minutes about what that card says. This will improve your understanding and more importantly, your ability to communicate these important concepts. 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/  

Impact Pricing
Memecast #74: SV-1C

Impact Pricing

Play Episode Listen Later Sep 7, 2022 2:32


This one is the Ace of Clubs from the Selling Value card deck. One of my favorite sayings when I'm teaching is, nobody cares about your product. What's fascinating is when you look at a company's website or you look at how somebody wants to talk about what it is they're going to offer you, they want to talk about their product. I so much want to tell you, oh, I'm a pricing expert and I train people on pricing. But that's the product. What we really need to be doing is talking about the problems that our buyers have and the outcomes or the results they might be able to achieve. Experts are able to take our features and say, oh yeah, I get what that means to me. But most of our buyers aren't experts. What we need to be able to do is instead of talking about our product, talk about the problems that our buyers might have. I might go to a VP of sales and say, do your salespeople tend to discount too much too often? Now that's a problem. And if that resonates with this VP of sales, now we have something to talk about. But for me to walk in and say, I'm a pricing expert, and I teach salespeople how to sell value. That's all about me. And it only resonates if that person truly is an expert, and they have the problem. So, I love to say nobody cares about your product. What we have to be doing always is thinking about our buyers' problems and the results they might achieve. We hope you enjoyed this memecast. This is also an example of how Pricing Table Topics works. Grab a deck of our cards, pull out a random card, read the saying, and then talk for one to two minutes about what that card says. This will improve your understanding and more importantly, your ability to communicate these important concepts. 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/  

PragmaticLive
A Thought-Exercise on Identifying Distinctive Competencies

PragmaticLive

Play Episode Listen Later Sep 2, 2022 60:24


“Distinctive Competencies are rarely a product feature because a distinctive competency isn't easily copied and product features. iIf you come out with a new product feature today, your competitor could copy that within a few months.” In this episode of Pragmatic Live, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, and Pragmatic instructor Mark Stiving will lead the audience through an exercise to identify and apply distinctive competencies using some of the biggest brands in the world. Not only will you learn about the power of distinctive competencies, but also how to start thinking about and leveraging them within your own organization. They also discuss: What are distinctive competencies and why do they matter Examples of distinctive competencies at big brands (Disney, Amazon, LinkedIn, Zappos and Walmart) How to get more differentiation for your products Enroll in Foundations on Demand Today to learn more about finding your company's distinctive competencies >> https://www.pragmaticinstitute.com/product/foundations-on-demand/

Impact Pricing
Memecast #73: SV-1H

Impact Pricing

Play Episode Listen Later Aug 31, 2022 2:16


This one is the Ace of Hearts from the Selling Value card deck. Selling value really does do a lot of things. But if you imagine for a second that a buyer has some expectation of how much value they're going to get from our product. That is a good indicator of their willingness to pay, it's a good indicator of how urgent it is that they want to solve the problem or buy the product. But what if we had the ability to increase the amount of value that person expects to get from our product? For the sake of argument, let's say we 10x it. We make our product really valuable to them. All of a sudden, they're willing to pay more. They want it. They want it now. They want it faster. And so, we're going to increase our average selling price, we're going to shorten the sales cycles. And of course, if they believe we're going to deliver a 10x, they're going to buy from us instead of from our competition. And once we can recognize those buyers who really are going to get a lot of value from our product, then we get better prospects as well. So, it turns out when we can sell value, we really do increase win rates and average selling prices. We hope you enjoyed this memecast. This is also an example of how Pricing Table Topics works. Grab a deck of our cards, pull a random card, read the saying, and then talk for one to two minutes about what the card says. This will improve your understanding and more importantly, your ability to communicate important concepts. 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/  

Impact Pricing
Special Episode: 2 Pricing Professionals Debate

Impact Pricing

Play Episode Listen Later Aug 29, 2022 37:56


Mark Stiving is a widely recognized pricing expert and marketing pro who teaches companies how to boost revenues and realize their true value. He is the host of the Impact Pricing podcast, helping people win more business at higher prices through value, and has authored three books which all revolve around pricing. Ron Baker is the Founder of VeraSage Institute, dedicated to helping professional knowledge firms bury the billable hour and trash timesheets. He has published seven books around the topics of business and pricing, and also is a radio talk-show host for The Soul of Enterprise. In this episode, Ron engages in a pricing metric discussion with Mark as they share their insights on cost-plus, hourly pricing, and subscriptions.   Why you have to check out today's podcast: Deep dive into discussions about different pricing metrics, focusing on cost-plus, hourly, and subscriptions Find out why putting time in your service and charging by the hour isn't an ideal way to charge clients Understand why providing value is better than charging hourly or using cost-plus pricing   “There's always going to be people and businesses that use cost-plus and other inferior methods like hourly. They're going to be out there, but they're just not where my focus is. My focus is on the other end, trying to help people price and create more value so they can capture more value. I'm not interested in working for people that want to price in an inferior manner, because I think that means they're not providing enough value to you.” – Ron Baker   Topics Covered: 01:17 – Mark's five top reasons/times when cost-plus pricing makes sense 04:36 – Reacting to Mark's five reasons / doing value-based pricing along with cost-plus pricing 08:13 – Pricing in micro and macro level businesses: cost-plus vs value-based 11:37 – Why Ron refuses to pay by hourly billing + how auto mechanics price their work 16:24 – Talking about Ron and Colin's difference in perspectives 18:04 – How Mark charges clients ‘hourly' and what Ron has to say about it 23:04 – Discussion around subscription + today's topic in general: pricing metric 27:25 – Mark's tax guy + why hourly billing isn't ideal for Ron 31:17 – On announcing a price increase: Do something nice for your customers   Key Takeaways: “If I could categorize everything I just said, I'd categorize it in two categories. One is sometimes, customers demand it – so that would be Apple and government, and sometimes, it's just more efficient as a business to do cost plus than it is to do value-based pricing.” – Mark Stiving “In the world of cost plus and efficiencies, one could make the argument. I'm not saying this is true by any means, but one could make the argument. If I was in a very low margin, highly competitive business, it might be less expensive and more efficient to just do cost plus than to spend time trying to figure out what each customer's willing to pay me.” – Mark Stiving “One of my favorite sayings is customers hate price increases, but they'll hate it a little bit less if you blame increasing costs.” – Mark Stiving “The billable hour is what I'm crusading against, but on a larger perspective, the billable hour is cost-plus pricing.” – Ron Baker “At a macro level, there's no way that costs justify price or determine price. Can't be. Otherwise, no business would ever go bankrupt.” – Ron Baker “If somebody really did abuse you, then why would you ever work with that person?” – Ron Baker   People / Resources Mentioned: The Soul of Enterprise:https://www.thesoulofenterprise.com/ Colin Jasper:https://www.linkedin.com/in/colin-jasper-7a401213/ Win Keep Grow:https://www.amazon.com/Win-Keep-Grow-Accelerate-Subscription/dp/1631954784 Time's Up:https://www.amazon.com/Times-Up-Subscription-Business-Professional/dp/1119893526 Marco Bertini:https://marcobertini.com/ The Ends Game:https://marcobertini.com/book/   Connect with Ron Baker: LinkedIn:https://www.linkedin.com/in/ronbaker1/   Connect with Mark Stiving:    LinkedIn:https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Impact Pricing
Memecast #71: Select KPIs

Impact Pricing

Play Episode Listen Later Aug 17, 2022 2:07


Possibly my single favorite KPI in the world of pricing is average selling price. Are we managing average selling price per product, average selling price overall across the portfolio. If you have a single product that has a price on it and you can monitor that average selling price, that gives you a great indication of what's going on in your marketplace, how well we're selling value. If you can monitor average selling price by salesperson, now we're getting a great indicator of which salespeople do a good job at selling value and which ones don't. If you can't manage average selling price, maybe you're going to have an average deal size. How big are the opportunities that we're facing, that we're being able to bid on? And which ones of those are we winning or not? But my recommendation, find some KPI, maybe two or three, that are a great indicator of how well our customers are perceiving our value, which means their willingness to pay and how well our salespeople are selling value. Track them over time. Watch for the anomalies. Watch for the changes. And use those as indicators to see if you can figure out what's going on in your marketplace. We hope you enjoyed this memecast. This impactful insight came from the book, Selling Value, which I wrote to help salespeople win more deals at higher prices. 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/  

She Thinks Big - Women Entrepreneurs Doing Good in the World
202 Selling Value to Create Better Clients at Higher Prices with Mark Stiving

She Thinks Big - Women Entrepreneurs Doing Good in the World

Play Episode Listen Later Aug 10, 2022 25:02


Many CPAs struggle with pricing. Some have moved to flat rate or subscription pricing, and some still bill by the hour. For CPAs who are used to getting compensated for time and effort, it can be difficult to learn how to see value and to learn how to price accordingly. But if they don't make the transition, they risk underpricing themselves in perpetuity and having to keep working long hours to make up for unearned revenue.  To talk with me about this problem is my guest, Mark Stiving.  Mark is a pricing educator and advisor, the host of the Impact Pricing podcast and the owner of Impact Pricing, where he teaches clients how to win, keep, and grow customers to drive higher revenue. In Mark's most recent book, Selling Value, he shares his expertise to help companies win more business at higher prices.  Highlights: — “Salespeople need to know how people value products.”  — “Our buyers buy products because they want to solve problems.” — “The salesperson's job is to help the buyer understand the true amount of value they're going to get from the product.” — “Buyers who don't believe that you understand their problems won't listen to your solutions.” — “If we truly believe that we're going to deliver more value, we should make sure they understand the value before we give them the price.”   ***Want one piece of business strategy delivered daily to your inbox?*** Subscribe here: https://www.geraldinecarter.com/subscribe-main-list Connect with MARK: Website: https://impactpricing.com/ LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com Episode mentions: 125 Value and Segmented Pricing for CPAs with Pricing Expert Mark Stiving, PhD https://www.businessstrategyforcpas.com/125 153 A Formula for Quantifying Value with Mark Stiving, PhD https://www.businessstrategyforcpas.com/153 172 Subscription Pricing Strategies with Mark Stiving, PhD https://businessstrategyforcpas.com/172 Mark's book: Selling Value: How to Win More Deals at Higher Prices  https://www.amazon.com/gp/product/B09Y8V7FWX/  

Impact Pricing
3 False Myths About Pricing Debunked with Colin Jasper

Impact Pricing

Play Episode Listen Later Aug 1, 2022 26:36


Colin Jasper has a Bachelor of Science in Statistics. He's been in consulting since 1997 and is currently a Principal at Positive Pricing in Melbourne, Australia. Colin is a competitive bridge player, and was a speaker at the Professional Pricing Society (PPS) this year. In this episode, Colin debunks three pricing myths and explains why these are the complete opposite of what people should be doing in pricing.   Why you have to check out today's podcast: Discover three common myths people practice when doing pricing Understand why these false myths and are the complete opposites of what people should be doing in pricing Find out why we shouldn't compete on price and not behave like a commodity   “Let's not behave like a commodity. Let's avoid competing on price.” – Colin Jasper   Topics Covered: 01:29 – How Colin got into pricing 02:31 – Creating huge impact on companies through pricing 03:31 – Billable hours in professional services firms: Perspectives of clients and firms 07:32 – Fixed $500/month vs. hourly fee for bookkeeping 09:31 – Good, better, best in fixed fee vs. hourly + the ultimate purpose of hourly rates 13:02 – Dealing with the uncertainty of projects 14:37 – Competitor pricing as a pricing myth 16:17 – “Aspire to be the most expensive and not be scared of that” 18:04 – Myth: Losing on price means their pricing strategy is wrong 20:26 – Colin's pricing advice 23:13 – Pricing table topics: “Value-based pricing is never perfect. You can't read your customers' mind.”   Key Takeaways: “From a client perspective, if a client doesn't want hourly rates, that's fine. They've got that. However, from a firm perspective, I think if the firm is going to be client-oriented, they should give the client the fee structure that they want.” – Colin Jasper “If your firm is going to put their interests ahead of yours, then you're probably working with the wrong firm in the first place. Because again, if the firm is putting their interests ahead of yours, they don't particularly care. I think the client ultimately chooses fee structure. It's our job to give them the fee structure they want, provided the fee level is high enough.” – Colin Jasper “Ultimately, when I come to what I think is we're trying to achieve with pricing, it's coming up with a price that we regard as fair to the firm but is also fair to the client. And I think there are times where the best way to achieve that is through hourly rates.” – Colin Jasper “If you honestly aim to be the best firm in the market, your price has to send that message. You should aspire to be the most expensive and not be scared of that. You should own it.” – Colin Jasper “If you never lose work based on price, your pricing strategy is flawed. If you never lose work based on price, you're leaving money on the table.” – Colin Jasper   People / Resources Mentioned: Positive Pricing: https://positivepricing.com/ Ron Baker: https://www.verasage.com/ronald-j-baker/   Connect with Colin Jasper: Website: https://positivepricing.com/ LinkedIn: https://www.linkedin.com/in/colin-jasper-7a401213/   Connect with Mark Stiving:  LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

ValuClarity
VD 4-016 Mark Stiving, and Selling Value

ValuClarity

Play Episode Listen Later Aug 1, 2022 29:11


Mark Stiving is a kindred spirit -- and we always have great conversations about selling value. This time, we talked about how Mark has captured some of his wisdom in his book "Selling Value. How to Win More Deals at Higher Prices". We talked about the book for a bit (I recommend it, as I got the chance to comment on one of his draft manuscripts), but we also talked about how important value selling is in today's world. Thanks Mark! Learn more about your ad choices. Visit megaphone.fm/adchoices

Impact Pricing
Pricing People as Consultants: Creating and Selling Value in Organizations with Sagar Thakur

Impact Pricing

Play Episode Listen Later Jul 25, 2022 24:58


Sagar Thakur is the Business Planning & Pricing Strategy guy at Outreach. He worked in SaaS Monetization Strategy at VMware, and he plays way too many instruments. In this episode, Sagar talks about the challenges and opportunities of a pricing role as he explains why costs don't drive pricing.   Why you have to check out today's podcast: Discover the challenges and opportunities of being a pricing person, and why it's challenging but beneficial to have pricing departments as internal consultants Find out what the three-step process is on how to tie value creation and value capture process together Understand why prices aren't based on costs but on value/the customers' willingness to pay   “Don't start with pricing. Start with assessing value, quantifying it, understanding it, getting your handle on what value is with a specific feature or product, how it scales, how customers perceive it, where they start, where they end.” – Sagar Thakur   Topics Covered: 01:07 – How Sagar got into pricing 02:28 – The SaaS monetization strategy work he did in VMware 03:48 – The tradeoff: Organizing product portfolio and applying different price metrics 06:42 – What Sagar thinks are the challenges and opportunities of a pricing job 13:11 – How do we build a pricing culture inside an organization? Is it really a pricing culture or is it a culture of value? 16:00 – Pricing departments as internal consultants 17:59 – Having the perception that price is based on costs 21:09 – Sagar's pricing advice 21:57 – Pricing table topics game: “Costs don't drive pricing. Willingness to pay drives pricing.”   Key Takeaways: “In general, simplicity is better until you can make sense, but then if the tradeoffs become too steep, now you need to add the complexity as a color from that perspective.” – Sagar Thakur “The ability to narrate a story or why is it that we're doing what we're doing and being able to support that, it's completely sort of a social / creative / engagement kind of job versus what most people think as an engineering sort of like analyze and say this is the perfect price. Dirty little secret in pricing is that there is no mathematically correct answer. It's a range of solutions which is possible.” – Sagar Thakur “It sort of starts from education, moves to empowering. You can come up with everything on your own. It has to be a collaborative process. And then it's the energized piece, which is like show the organization that this is helping so that we can further attach our pricing perspective to the growth plans of the company and how that helps.” – Sagar Thakur “I think rightfully so that pricing is a central piece to the puzzle of any company's sort of growth strategy, like how they do business and what not.” – Sagar Thakur   People / Resources Mentioned: Outreach: https://www.outreach.io/ VMware: https://www.vmware.com/ Dharmesh Shah: https://www.linkedin.com/in/dharmesh/ Selling Value: https://www.amazon.com/Selling-Value-Deals-Higher-Prices/dp/1737655217   Connect with Sagar Thakur: LinkedIn: https://www.linkedin.com/in/sagar-thakur/   Connect with Mark Stiving:  LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Impact Pricing
Trust as a Pricing Lever: How Customer Trust Affects Pricing with Stéphane Joanis

Impact Pricing

Play Episode Listen Later May 23, 2022 28:44


Stéphane Joanis started his career as a Chemical Engineer. It is with Thermo Fisher that he got involved in business and pricing, and just this January, Stephane launched his own consulting business which he calls SJ Performance, LLC. This is where he practices his expertise in B2B Instrumentation Pricing as he and his team provides coaching to help you build a strong pricing culture in a way that provides confidence and leads to trust. In this episode, Stéphane educates us on the importance of achieving organizational transformation in a company as you value the trust in the relationship you have with your customers.   Why you have to check out today's podcast: The importance of having people from different functional groups to talk about and practice value-based pricing and keep each other in check How the creation of strategies that inspire trust with your customers help your sales velocity to go up The power organizational transformation has in shifting from conventional pricing practices to having a value-based mindset in pricing   “The data is a means to the answer, towards getting insights. But it's a foundation. Only data can trump politics. So, I think it's important to get your data and extract value from that data. Out of the specifications, go and get what is that value to your customer.” – Stéphane Joanis   Topics Covered: 01:40 – How Stephane got into pricing; the importance of trust 03:32 – On building trust: Attack the processes, not the people 05:55 – Starting his business to guide people towards organizational transformation 06:28 – What organizational transformation is all about 08:56 – The trick to see something as a loss vs. as a gain 11:13 – How to help people have a value-based mindset: Specification language vs. value language 14:00 – Talking to customers and splitting up win-loss 16:07 – Formula of sales velocity and how that relates to trust 19:31 – “I will raise your price to the extent that I'm not breaking your trust” 23:12 – Intuitive/statistical hearing as a way to talk to customers 25:01 – Stéphane's pricing advice   Key Takeaways: “Everybody has a different point of view. There's so much psychology behind it. As you pointed out, there's a trust element. We have to agree to disagree. We have to have a certain level of trust, because everybody has a different objective with price. And so, how do you get everybody together, and how do you get prices aligned between them? It requires a certain level of trust if you want to do it well.” – Stéphane Joanis “That's the key to organizational transformation. It's not just about a process; it's about the people as well.” – Stéphane Joanis “You have to show what the customer is losing for them to truly appreciate what you have to offer and the value of your product and service.” – Stéphane Joanis “There's a price to trust.” – Stéphane Joanis   People / Resources Mentioned: SJ Performance, LLC: https://sjperformancecoach.com/ Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table: https://www.amazon.com/Pricing-Confidence-Leaving-Money-Table/dp/0470197579 SPIN Selling by Neil Rackham: https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136 Selling Value by Mark Stiving: https://www.amazon.com/Selling-Value-Deals-Higher-Prices/dp/1737655217 The Speed of Trust by Stephen Covey: https://www.speedoftrust.com/#the-book Data and/or Value (blog): https://impactpricing.com/blog/data-and-or-value/ Focus on insights and not data (blog): https://www.sjperformancecoach.com/blog/focus-on-insights-and-not-data   Connect with Stéphane Joanis: Website:https://sjperformancecoach.com/ LinkedIn:https://www.linkedin.com/in/st%C3%A9phane-joanis-6509921a/ Email: sjoanis@sjperformancecoach.com   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Impact Pricing
Selling Value: The Go-To Book Resource to Help Salespeople Win More Deals at Higher Prices with Orvel Ray Wilson

Impact Pricing

Play Episode Listen Later May 9, 2022 24:41


Orvel Ray Wilson is co-author of the book, “Guerilla Selling”, and five other books in the “Guerilla Marketing” series, the best-selling marketing series in history. He is a Certified Speaking Professional, a coach to those who want to build their practice as an author, a speaker, and a thought leader. Through The Guerilla Group, he helps professionals build and grow their business by focusing on writing, stagecraft, and marketing. Orvel Ray is Mark Stiving's personal business coach. In this episode, Mark and Orvel Ray talk about the former's newly released book, Selling Value, as they both share stories in all ways connected to his account.   Why you have to check out today's podcast: Learn about the importance of translating what matters to your customer into something of real value, like measurable dollars Discover what the book, Selling Value, is trying to show salespeople Find out how the Guerilla series was able to move a lot of people, including product managers, product marketing, and other VAs   “If you're closing more than about 70% of your opportunities, you're not charging enough.” – Orvel Ray Wilson   Topics Covered: 01:55 – The story of how Mark and Orvel Ray met 02:40 – Working with Mark for his book, Selling Value: Taking note of what's important to your customers 06:19 – What the book is showing salespeople how to do + how the ‘Will I? In which one?' concept came to exist 10:03 – Orvel Ray's friend, Jordan, who was able to close an $85,000 deal as he learns from Mark's book 14:59 – Why should salespeople and pricing people care about selling value? 18:14 – Send Orvel Ray a message and get one free hour of free consultation on how to become a speaker and/or an author. 19:20 – Orvel Ray's piece of pricing advice 21:43 – What anchoring is all about   Key Takeaways: “Salespeople need to understand how this really works, not only to convey and do the math and show them that this is a good investment, but to do that in terms that are important to them.” – Orvel Ray Wilson “I might have 100 good reasons why you should buy my product, but your decision is going to hinge on the three or four reasons that you think are important. And if you can isolate what those are and sell to those, then two things happen – one, the sales process is a lot simpler, and your offering is going to be irresistible.” – Orvel Ray Wilson, Guerilla Selling “Many times, we fail, we lose the sale, not because our product isn't a good fit, or because we don't have superior technology, or aggressive pricing, but simply because we haven't got the customer to make the ‘will I?' decision in the first place.” – Orvel Ray Wilson “Just putting this technology in the hands of your sales team is going to make an immediate and measurable impact, as I've already said, and certainly more so than any other sales book I've read recently; and I've read them all.” – Orvel Ray Wilson “Build value, include everything, load up the table like it's Thanksgiving dinner, and then if you have to talk about reducing your fees, you can take things off the table and still defend your value.” – Orvel Ray Wilson   People / Resources Mentioned: Selling Value: https://www.amazon.com/Selling-Value-Deals-Higher-Prices/dp/1737655217/ Houghton Mifflin:https://www.hmhco.com/ Guerilla Selling: https://www.amazon.com/Guerrilla-Selling-Unconventional-Weapons-Increasing/dp/0395578205/ Impact Pricing: https://www.amazon.com/Impact-Pricing-Blueprint-Driving-Profits/dp/1483489701/ Patricia Fripp: https://www.youtube.com/user/PatriciaFripp   Connect with Orvel Ray Wilson: LinkedIn: https://www.linkedin.com/in/orvelray/ Email: orvelray@guerillagroup.com Website: https://guerrillagroup.com/   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

PragmaticLive
Pricing Case Study: Why Disney Should Charge MORE for Their $6,000 Hotel Room

PragmaticLive

Play Episode Listen Later May 6, 2022 29:24


This is part four of a four-part series with pricing expert and Pragmatic instructor Mark Stiving. Each new episode will feature a case study on current pricing trends.   In this episode of Pragmatic Live, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, and Mark discuss the immersive Star Wars experience that comes at a premium price.   “This story is all about price segmentation. Disney doesn't need to sell to everyone who comes to the park—just a few people.” - Mark Stiving   They discuss: The reason why people buy the $6,000 hotel room at Disney: Star Wars: Galactic Starcruiser Why Mark thinks the hotel Room is underpriced How comparison helps the buyer justify pricing structures Want to Learn More About Pricing Strategies? Pragmatic Course: Pricing | $1,195 Learn more about pricing segmentation in the Price course. You'll also learn how to determine market value and how to maximize your profit while minimizing discounting. You'll be introduced to several pricing tools including: Product Portfolio Worksheet Isoprofit Tables Pricing Ownership Matrix Value Matrix >> Enroll Today Pragmatic Learning Network: Accelerate Your Subscription Business | $500 Pricing expert Mark Stiving brings his expertise on subscription models to our Pragmatic Learning Network to help product teams improve their subscription businesses and drive growth. In this self-paced course, students will learn: The three revenue buckets and how they drive prioritization The three levels to pull to create and capture more value Which growth strategies are best based on the life cycle of a product The four ways to grow revenue from a single customer >>Enroll Today

PragmaticLive
Pricing Case Study: The Housing Market Teaches Why Cost Plus Pricing is a Bad Idea

PragmaticLive

Play Episode Listen Later Apr 29, 2022 26:38


This is part three of a four-part series with pricing expert and Pragmatic instructor Mark Stiving. Each new episode will feature a case study on current pricing trends.   In this episode of Pragmatic Live, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, and Mark discuss the trends in the housing market.   “The number one takeaway from this and to take away from every pricing situation is that we always put ourselves in the minds of our customers and try to figure out how are they making decisions.”   They discuss: The elements driving buyer behavior in the housing market. The reasons why Zillow stopped flipping houses. Answer: Labor shortage and “the winner's curse.” How we can apply lessons learned in the housing market to B2B and SAAS companies. Want to Learn More About Pricing Strategies?   Pragmatic Course: Pricing | $1,195 Learn more about pricing segmentation in the Price course. You'll also learn how to determine market value and how to maximize your profit while minimizing discounting. You'll be introduced to several pricing tools including Product Portfolio Worksheet Isoprofit Tables Pricing Ownership Matrix Value Matrix >> Enroll Today   Pragmatic Learning Network: Accelerate Your Subscription Business | $500 Pricing expert Mark Stiving brings his expertise on subscription models to our Pragmatic Learning Network to help product teams improve their subscription businesses and drive growth. In this self-paced course, students will learn: The three revenue buckets and how they drive prioritization The three levels to pull to create and capture more value Which growth strategies are best based on the life cycle of a product The four ways to grow revenue from a single customer >>Enroll Today 

PragmaticLive
Pricing Case Study: Shrinkflation and Why You're Getting Less but Paying More

PragmaticLive

Play Episode Listen Later Apr 22, 2022 31:21


This is part two of a four-part series with pricing expert and Pragmatic instructor Mark Stiving. Each new episode will feature a case study on current pricing trends.   Should Dollar Tree increase its product prices to $1.25 or reduce its costs by offering less at the same price? Well, they increased their price for the first time in 35 years, but was it the right choice?   In this episode of Pragmatic Live, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, and Mark discuss the concept of shrinkflation. Specifically, how to know when it's the right time to increase prices or decrease costs.   They discuss: Why we might notice changes in volume, features and quality more than price changes. How do we make changes that increase profits but don't upset buyers or users? Why now might be the best time to experiment with pricing. Want to Learn More About Pricing Strategies? Pragmatic Course: Pricing | $1,195 Learn more about pricing segmentation in the Price course. You'll also learn how to determine market value and how to maximize your profit while minimizing discounting. You'll be introduced to several pricing tools including Product Portfolio Worksheet Isoprofit Tables Pricing Ownership Matrix Value Matrix >> Enroll Today   Pragmatic Learning Network: Accelerate Your Subscription Business | $500 Pricing expert Mark Stiving brings his expertise on subscription models to our Pragmatic Learning Network to help product teams improve their subscription businesses and drive growth. In this self-paced course, students will learn: The three revenue buckets and how they drive prioritization The three levels to pull to create and capture more value Which growth strategies are best based on the life cycle of a product The four ways to grow revenue from a single customer >>Enroll Today

PragmaticLive
Pricing Case Study: When Will You Unsubscribe to Netflix?

PragmaticLive

Play Episode Listen Later Apr 15, 2022 22:33


“It wouldn't surprise me if these latest price increases won't work out as well as previous ones,” - Mark Stiving   This is part one of a four-part series with pricing expert and Pragmatic instructor Mark Stiving. Each new episode will feature a case study on current pricing trends.   In this episode of Pragmatic Live, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews Mark about the streaming wars and more importantly, subscription-model pricing.   Netflix increased its pricing at the start of 2022 by $1 - $2 per month depending on the selected plan. Additionally, they are testing how to charge more for “sharing” accounts with friends and family who live in different places.   They discuss: How do we get different customers with different willingness to pay to still buy our product? The risk of offering ad-supported cheaper versions Why “good, better, best” options work so well in subscription services Want to Learn More About Pricing Strategies? Pragmatic Course: Pricing | $1,195 Learn more about pricing segmentation in the Price course. You'll also learn how to determine market value and how to maximize your profit while minimizing discounting. You'll be introduced to several pricing tools including: Product Portfolio Worksheet Isoprofit Tables Pricing Ownership Matrix Value Matrix >> Enroll Today Pragmatic Learning Network: Accelerate Your Subscription Business | $500 Pricing expert Mark Stiving brings his expertise on subscription models to our Pragmatic Learning Network to help product teams improve their subscription businesses and drive growth. In this self-paced course, students will learn: The three revenue buckets and how they drive prioritization The three levels to pull to create and capture more value Which growth strategies are best based on the life cycle of a product The four ways to grow revenue from a single customer >>Enroll Today

PragmaticLive
Pricing Isn't the Reason You Lost

PragmaticLive

Play Episode Listen Later Apr 8, 2022 29:54


“When they say you lost on price, that's not a good enough answer. You have to peel the onion. You have to do the work to uncover the real answer" - Spencer Dent   In this episode of Pragmatic Live, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews Spencer Dent, Co-Founder of Clozd—a leading provider of technology and services for win-loss analysis.   They Discuss How the pricing structure or model can affect customer's value perceptions (For example, large one-time payments may seem riskier to new customers than smaller monthly payments) Why transparency in pricing can help win more buyers Why the concept “people buy, not companies” should inform selling strategies Additional Resources Price This course gives you the tools you need to take the guesswork out of pricing and increase profitability. Learn a proven approach to pricing that reflects what the market is willing to pay and supports your organization's strategies. >>Enroll Today   Accelerate Your Subscription Business Pricing expert Mark Stiving brings his expertise on subscription models to the Pragmatic Learning Network to help product teams improve their subscription businesses and drive growth. Gain clarity and certainty around the right tasks to accelerate growth and your current stage of business. >> Learn More

Impact Pricing
Memecast #51: Price is Fast

Impact Pricing

Play Episode Listen Later Mar 30, 2022 2:01


It's true, pricing can have an instantaneous response. I often think of it as the nuclear bomb of marketing mix variables because you can change it today, impact the market immediately, and it's really hard to take it back. Now, compare that to the other marketing mix variables. If you've taken a marketing class, you know the four P's. You know the other three besides price, or your product, your place, and your promotion. Product is obviously, what are we building? The place is, what's the distribution channel look like? And then the promotion is, how are we marketing it? How are we talking about it in the marketplace? We could change our marketing. We could change our product. We could change our distribution channel. And each one of those would have an impact on our revenue, on our sales. But it takes a long time for that impact to ripple through. On the other hand, if I change price today, people will change their mind today. Some people will choose to buy, some people will choose not to buy, simply because of the price change. So price really does have the fastest impact, but it also is one of the most dangerous to use. If you're using price to gain share, you're probably just driving industry profits down. So, although it's fast, be very careful how you use it. We hope you enjoyed this memecast. 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/  

PPS Pricing Podcast
"Selling Value" w. Mark Stiving of Impact Prcing & #PPSCHI22 Breakout Speaker

PPS Pricing Podcast

Play Episode Listen Later Mar 21, 2022 12:15


Salespeople always seem to ask for discounts. Do we really need to approve them? They are told to sell value, but if they don't even know what value means, how can they? Let's talk with Mark about how we can help salespeople win more deals, at HIGHER prices.

Impact Pricing
Blogcast #45: Losing on Price

Impact Pricing

Play Episode Listen Later Mar 11, 2022 2:33


This is an Impact Pricing Blog published on February 2, 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/losing-on-price-2/ 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/  

Impact Pricing
Your Costs vs. Your Price Change Decisions with Jon Lucas

Impact Pricing

Play Episode Listen Later Mar 7, 2022 25:53


Jon Lucas started as an Accounting Manager before working as the Strategic Pricing & Business Development Manager of Cornerstone Building Brands Inc. Jon loves hiking, and he is loving it even better since he moved out of Ohio. In this episode, Jon engages in a discussion with Mark Stiving about making price changes in relation to the importance of value and volatility of costs in the market nowadays.   Why you have to check out today's podcast: Discover the importance of differentiating your business with the general market when thinking about value and making price changes; Learn how you can manage cost volatility and even add value when deciding on your products' prices; and Find out why a safe and sound relationship with the sales team is a must when you're doing pricing   “To experienced pricing managers, structure your department, borrow what everybody else in the organization is doing and have an org chart. Put some procedures around it. It kind of sounds like common sense, but I honestly don't see that happening in pricing in a lot of organizations.” – Jon Lucas   Topics Covered: 01:21 – How Jon got into pricing; Was it about value or cost plus at first? 03:00 – Jon discusses what Cornerstone does; Thinking about value and differentiating oneself in the market 07:19 – How Jon adds value as he manages cost volatility when making prices 11:29 – Rapid cost fluctuations in the industry as an excuse to change prices frequently 12:35 – Jon talks about Cornerstone's sales cycle 15:35 – How SAS-based programs help Jon and the company in terms of pricing 16:43 – Does Cornerstone change prices weekly? 19:04 – Jon shares what it's like working with salespeople 21:03 – Jon's piece of pricing advice for today's listeners 22:38 – Having more things to do beyond the role in pricing; the resistance to take on pricing projects   Key Takeaways: “When costs move, we know we need to make some kind of pricing move, and it doesn't have to be the same as the cost index. Costs could go up 5%. That doesn't mean we're necessarily going to go up by 5%, because that's where we get the value.” – Jon Lucas “You can kind of use the cost fluctuation as the starting point, then we look at where the value is, and that's where we set our prices.” – Jon Lucas “If you think your competitors are only getting up: if we're making a price decisions every week and they're making price decisions once every six weeks, we've got a much better chance of capturing more margin.” – Jon Lucas “You can put some safeguards around your cost volatility to some degree with the way that you write your contracts. You can kind of do some hedging there. But you're predicting things out in the future, and it's not always going to be perfect. You just got to do the best you can.” – Jon Lucas “You could have the best pricing in the world that you want to charge, but if you can't get it to your customers in a way that works for them, then you're nowhere.” – Jon Lucas   People / Resources Mentioned: Cornerstone Building Brands Inc.: https://www.cornerstonebuildingbrands.com/ Zilliant: https://www.zilliant.com/   Connect with Jon Lucas: LinkedIn: https://www.linkedin.com/in/jon-lucas-84557840/ Email: jonwilliamlucas@gmail.com   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Impact Pricing
Memecast #48: Small Improvement

Impact Pricing

Play Episode Listen Later Mar 2, 2022 1:41


I'm going to try to do a little math with you on this podcast, and imagine we have a company that normally makes a hundred million dollars in revenue. They've got costs of $90 million all in. So, they're making $10 million in profit. And that's not unrepresentative, that seems pretty reasonable for a lot of companies. But what happens if we could increase or improve our pricing by 1%? So instead of a hundred million, what if we got 101 million in revenue? Our costs don't really change so instead of 10 million in profit, now we're making 11 million in profit. That 1 million in improved pricing went straight to the bottom line. And in the example I just gave you then, a 1% improvement in pricing can lead to a 10% increase in profitability. This is huge. We should be looking for small places where we can increase pricing because every dollar, when we improve our pricing, goes straight to profitability. We hope you enjoyed this memecast. 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/

Impact Pricing
Blogcast #42: Willingness to Accept

Impact Pricing

Play Episode Listen Later Feb 25, 2022 2:58


This is an Impact Pricing Blog published on January 12, 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/willingness-to-accept/ 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/

Impact Pricing
Memecast #47: Creating Value

Impact Pricing

Play Episode Listen Later Feb 23, 2022 1:49


When we think about pricing, typically we have a product in hand and we say, how much does our customer value this? How much are they willing to pay? Now, we're going to put a price tag on that. And that's really important. We want to be able to do that well. And that's typically what we think of when we think of pricing. But if we take a step or two backwards in the business process, the fact that we as pricing people understand value, we understand how customers perceive value. Imagine if the product managers or developers or whoever's defining the products that we're going to build, imagine if they understood this concept of value the way we understand the concept of value. Because then they could be creating products that our customers actually value. “The less obvious but more powerful part of pricing is creating value.”  - Mark Stiving If we think about the products or the features that we create and how they drive value, we'll end up creating better products, products that our customers love more, products that we can charge more for. So, yes, product management, the creating value part, is huge. We hope you enjoyed this memecast. 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/

Subscriptions: Scaled - A podcast about subscription businesses
Pricing Subscription Services with Mark Stiving, Ph.D., Chief Pricing Educator, Impact Pricing LLC

Subscriptions: Scaled - A podcast about subscription businesses

Play Episode Listen Later Feb 21, 2022 38:18


In the latest episode of Subscriptions: Scaled, we speak with Mark Stiving, the Chief Pricing Educator at Impact Pricing and author of Win Keep Grow.Impact Pricing aims to educate companies about value-based pricing, which means to charge what a customer is willing to pay. The company's initial courses are focused on pricing and value in subscription businesses.The episode starts with Mark explaining his background and how he came to found Impact Pricing. Mark also delves into the psychology of pricing and shares his opinion on whether there are different personal behaviors in B2B decisions versus B2C.We also learn how Mark finds out about the issues his customers experience. He also explains his experiences dealing with companies he felt had priced their subscription services wrong.Mark discusses the bundling trend and whether he sees it continuing. Bundling refers to the selling of different items together as a package.Toward the end of the episode, Mark talks about the link between subscription services and loyalty. He discusses loyalty programs and whether we can expect this trend to continue.Discover more about pricing and value in subscription services by tuning into the latest episode of Subscriptions: Scaled with Mark Stiving, Chief Pricing Educator at Impact Pricing and author of Win Keep Grow.Impact PricingWin Keep GrowReady to get started with Rebar?Head to rebartechnology.com or email info@rebartechnology.com to schedule a call today.

Impact Pricing
Memecast #46: Signal of Quality

Impact Pricing

Play Episode Listen Later Feb 18, 2022 2:06


We all know that price is a signal of quality, but what ends up happening is, over time people learn what the true quality is, and they realize if the prices match that true quality or not. If we're able to price relative to our true quality, then all is right with our customers in their minds and they're not going to change their purchase decisions. They're more likely to stick with us. Now, what happens if we deliver a ton of quality and we charge a low price? Well, first off, maybe a lot of people aren't going to find out because they're using our price as an indicator of quality. And they say, oh, that's way too inexpensive. It's not a product that would fit my needs. So, they never learned that yours is great. Once of course, someone buys in and they start using it, then sure, they say, hey, this is a fantastic deal. Maybe they talk about it, word of mouth. The question becomes, can you get people to buy it because it's such a low price. On the other hand, let's say you charge a really high price for something. And then they take it home, they realize, oh, this really isn't worth that price. Now we get negative word of mouth. People tend not to buy. They're certainly not going to buy again.   “Price is a signal of quality.”  - Mark Stiving   It's so much easier if we could figure out what our quality levels really are and set our prices consistent with what those quality levels are. It's a great way to build a long-term sustainable business. We hope you enjoyed this memecast. 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/

Impact Pricing
Memecast #45: Reference Prices

Impact Pricing

Play Episode Listen Later Feb 16, 2022 1:53


There's a concept in economics, behavioral economics, called reference prices. And reference prices really say our customers have some expectation about what they think they're going to pay. And if our price is below that expectation, they get a good feeling they're getting a good deal. And the fact that they're getting a good deal provides them an incentive or the good feelings that say I'm actually going to buy. Richard Thaler broke this up into two different types of utility. There's transaction utility and there's functional utility. The functional utility is the utility that someone gets from our product. It's the reason they're buying it. But transactional utility is the feelings you get when you're going to buy something. And if you walk into a store expecting to pay $20, and you find it on sale for 15, you're thinking, Hey, that's a really neat deal, I'm going to buy that. Or you're more likely to buy it. "We should be paying attention to our customer's expectations." - Mark Stiving If we have a way to control expectations, to raise expectations before they actually buy, and then we give them a price that's below those expectations, it makes it more likely they'll pull out their wallet and buy from us. We hope you enjoyed this podcast. If you see 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  

Impact Pricing
Blogcast #41: Opportunity Costs and Pricing

Impact Pricing

Play Episode Listen Later Feb 11, 2022 3:36


This is an Impact Pricing Blog published on January 5, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/opportunity-costs-and-pricing/ 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

Impact Pricing
Memecast #44: Fulcrum

Impact Pricing

Play Episode Listen Later Feb 9, 2022 2:05


As pricing professionals, we really need to be the logical part of the business. Our product lines, they really want higher prices. Sometimes they become emotionally involved with their products and they think that they're worth a ton - and they probably are.   Have we explained the value to the customers? Are we able to capture all those higher prices?   "We pricing professionals are the fulcrum of the business. Product lines want higher prices, sales want lower prices. " - Mark Stiving And what we want to do as pricing people is make sure we understand whether or not we're communicating value well to the marketplace. And if we're not communicating value, maybe we're discounting so that we can at least win some business.   So we're almost like the dispassionate referee. We're trying to say, hey, it makes more sense for us to price this way if we want to maximize profits.   On the other hand, salespeople, customers too, what lower prices. Salespeople have prices, one of their tools to close a deal. When a customer asks for a lower price, it's easy for sales to come back inside and ask us for lower price.  Again, we need to be that dispassionate referee. Have we truly explained the value to the customer? Do we know how much value that customer is going to be getting? And can we hold that price up a little bit without going for deep discounts?   So in the end, we, the pricing professionals, are that fulcrum. We're trying to find the logical center of where prices should be.   We hope you enjoyed this podcast. If you see 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  

Impact Pricing
Pricing for Lifetime Value of a Customer with Paul Orlando

Impact Pricing

Play Episode Listen Later Feb 7, 2022 32:55


Paul Orlando is the Founder of Startups Unplugged and is the author of the book “Growth Units”, a book that makes unit economics straightforward. He builds incubator/accelerator programs around the world, getting companies to solve problems that they couldn't in other ways, which allows the building of autonomy and skills that keeps employee retention high and maintains the company's top talent. Paul is an adjunct professor and runs the incubator at USC. In this episode, Paul talks about calculating lifetime value as he shares why it is important to think about pricing in relation to the LTV.   Why you have to check out today's podcast: Understand the relationship lifetime value has with pricing and why it's better to learn early and often than to fail fast Find out why overpricing and underpricing are present in various companies Discover why your lifetime value isn't and will never be limited to one number   “People are really afraid of raising prices. I think it was Marc Andreessen who said, 'a lot of problems go away if you can raise your prices.'” – Paul Orlando   Topics Covered: 01:22 – How Paul got into the work of running incubators 03:16 – Building incubators and accelerators inside a company and changing the way people work to achieve a certain goal 06:05 – Why ‘learn early, learn often' is a lot better than ‘fail fast' 08:32 – Writing a book about calculating lifetime value and its components; why thinking about pricing is important 17:15 – Pricing and lifetime value; discussion about over- and underpricing 21:00 – Thinking about lifetime value in relation to subscription and non-subscription businesses 26:03 – Your lifetime value is and will never be limited to one number; why you should model the sequence of flows 29:56 – Why Paul prefers using payback time as a metric as opposed to LTV/CAC 31:23 – Paul's pricing advice for this episode's listeners   Key Takeaways: “I actually don't want people to fail fast. I don't want them to fail slow, either. But I'd rather that they succeed fast, or second-best – succeed slow. So, I'd like to say, learn early learn often rather than fail fast. Learn early - encounter the customer upfront rather than downstream, and learn often - keep that process going like you really probably have not figured everything out just yet. You need to keep iterating. There's so much that you could test before you have committed serious resources.” – Paul Orlando “If price is some metric of value or some measure of value, you want to be able to charge something. You don't necessarily want a business that has to push prices as low as possible.” – Paul Orlando “Lifetime value is not something that you can really get a full picture of until you've been out for a while.” – Paul Orlando “These ratios or numbers that you hear about can be misleading unless you actually start digging in a bit.” – Paul Orlando “If you can start to either shorten that time, taking pre-orders, or if there's something that you can do with your own supply chain, tough today, but if there's something that you could do there, you could improve your odds of being able to use customer revenue to grow.” – Paul Orlando   People / Resources Mentioned: Growth Units: Learn to Calculate Customer Acquisition Cost, Lifetime Value, and Why Businesses Behave the Way They Do: https://www.amazon.com/dp/B08GJVV8RJ/ Win Keep Grow: How to Price and Package to Accelerate Your Subscription Business: https://www.amazon.com/Win-Keep-Grow-Accelerate-Subscription/dp/1631954784 MoviePass: https://www.moviepass.com/ Uber: https://www.uber.com/ Dollar Shave Club: https://www.dollarshaveclub.com/ Amazon Web Services: https://aws.amazon.com Coke: https://us.coca-cola.com/   Connect with Paul Orlando: LinkedIn: https://www.linkedin.com/in/porlando/ Email: orlando@gmail.com Twitter: https://twitter.com/porlando   Connect with Mark Stiving:    LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Impact Pricing
Blogcast #40: Call It Customer Impact!

Impact Pricing

Play Episode Listen Later Feb 4, 2022 2:48


This is an Impact Pricing Blog published on December 29, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/call-it-customer-impact/  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

Impact Pricing
Memecast #43: Pricing has Emotional Power

Impact Pricing

Play Episode Listen Later Feb 2, 2022 1:44


As far as loving you is concerned, obviously, they love low prices; they love discounts. But the real love happens when we can deliver a ton more value than what they expected, what they actually have to pay for. These are the raving fans, the people who really value our products. And yet we couldn't capture all of that value even if we wanted to.  “Pricing has the power to make your customers love you, hate you, or anything in between.” - Mark Stiving As to hating you, customers will absolutely hate you when you raise their prices without some reasonable explanation, without doing something nice for them, because customers hate price increases. And of course, if our pricing is just ridiculous; if it's horrible, for whatever reason, they will learn to hate us. So pricing really is very powerful, it causes emotions inside our customers. We want to make sure we're managing those emotions carefully.  We hope you enjoyed this podcast. If you see 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  

Impact Pricing
Blogcast #39: The Art of Pricing

Impact Pricing

Play Episode Listen Later Jan 28, 2022 3:16


This is an Impact Pricing Blog published on December 22, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-art-of-pricing/  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

Impact Pricing
Memecast #42: Real Value Comes From Real Differentiation

Impact Pricing

Play Episode Listen Later Jan 26, 2022 1:51


Real value comes from real differentiation. Real value is turned into perceived value through marketing.  When we're up against the competition, which most of the time we all. Our customers are buying perceived differentiation. They look at our product or competitors' products. What's the difference in price and is it worth it? And the, ‘is it worth it'  has everything to do with the difference in capability, the product differentiation, the features that are different.  “Build real differentiation, but we have to make sure our customers know it.” - Mark Stiving Now we may have built the best product in the world. We may have built a product that is much, much better than our competitors, but if our buyers don't know that. If they don't believe that, then they're not going to choose our product buyers.  Aren't buying based on real differentiation? They're buying on their perceptions or what we'll call perceived differentiation. Our job as a company should be to build products that are truly better than our competitors.  In other words, build real differentiation, but we have to make sure our customers know it. And that comes through marketing. It comes through sales efforts. We have to make sure we're communicating the fact that our product is better/different than our competitors.  We hope you enjoyed this podcast. If you see 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

Impact Pricing
Human Part of Pricing: The Business Case of Curiosity in Relation to Pricing with Ebrahim El-Ebiary

Impact Pricing

Play Episode Listen Later Jan 24, 2022 28:43


Ebrahim El-Ebiary is a Pricing Manager at Goodyear Tires. He's been with Goodyear for six years now, having worked in Revenue Management at FedEx before that. Ebrahim is a Professional Certified Coach and he's genuinely interested in people and how they think. In this episode, Ebrahim talks about the importance of curiosity and good relationship to your pricing practice as you continue to make money through helping your customers do the same.   Why you have to check out today's podcast: Learn about what revenue management is and the relationship it has with pricing Understand why it's important that pricing people understand their customers' future while having the customers take part in the creative process Find out about the benefits of having a good relationship with your customer and keeping that relationship until it lasts   “Before launching a very detailed analysis, ask the question, ‘how will this be used?'” – Ebrahim El-Ebiary   Topics Covered: 01:11 – How Ebrahim got into pricing 01:59 – Revenue management's relationship with pricing and yield management 03:48 – Does Goodyear have revenue management? 04:40 – Defining a coach and what a coach does; Is Mark a coach? 06:05 – Pricing and coaching as different sides of the same coin 07:50 – Why curiosity is important in keeping relationships with customers 09:27 – Questions to ask in order to better understand a customer's future 11:53 – Why it's important for tires to be talking to each other 14:26 – Where the idea of communicating tires came from 15:42 – Having the customers take part in the creative process and keeping that relationship with them 19:08 – Being in a zero-sum game situation of price negotiation 23:12 – Expressing complex analysis into simple statements to not lose your customers 26:32 – Pricing advice for today's listeners   Key Takeaways: “A coach is someone that supports people getting from where they are to where they want to get to, not where he or she wants to get, where they want to get to. A coach does not tell you or does not impose their point of view.” – Ebrahim El-Ebiary “Making money is “the easy part” of it (doing business). Having the story and the vision, now that's where moneys truly made in a sustainable manner.” – Ebrahim El-Ebiary “Discovering the future comes from asking about the legacy that they want to build mixed with free flow working sessions where we pick on each other's ideas jointly.” – Ebrahim El-Ebiary “One thing remains at the heart of business is people. Once we lock in that relationship of trust and joint creativity, then we come back to do business together. That relationship then grows and flourishes, and with that, profits grow and creativity grows and the demand for new products that didn't exist or new services from existing products come to life.” – Ebrahim El-Ebiary “Know the question you're trying to answer before jumping into a detailed analysis or investing in a pricing system software, hiring more people. Just know what question you're answering.” – Ebrahim El-Ebiary   People / Resources Mentioned: Goodyear Tires: http://www.goodyear.com/   Connect with Ebrahim El-Ebiary: LinkedIn: https://www.linkedin.com/in/ebrahim-elebiary/ Email: ebiary@gmail.com   Connect with Mark Stiving:  LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Impact Pricing
Blogcast #38: The Best Attitude for a Great Value Conversation

Impact Pricing

Play Episode Listen Later Jan 21, 2022 2:41


This is an Impact Pricing Blog published on December 15, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-best-attitude-for-a-great-value-conversation/ 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

Impact Pricing
Memecast #41: Costs Don't Drive Pricing

Impact Pricing

Play Episode Listen Later Jan 19, 2022 2:15


Costs don't drive pricing, willingness to pay drives prices.  I remember 1989. Yes. I'm that old? I was selling automatic test equipment to the semiconductor industry, and I heard this story on the radio that changed the way. I thought about pricing and costs forever. Intel built the 46 DX, which is the very first dual-core microprocessor in the world. Very expensive.  Of course, AMD decided they were going to create a single core version and they charged a much lower price. So they've taken a lot of business away from it. Yeah. Intel's thinking ‘Hey, we better do something'. So Intel creates a single-core version of their microprocessor and they charge a price more competitive with AMD. And so now they're not losing quite as much business. Now, this story makes all the sense in the world until you learn how Intel made the SX. They first made a DX, a dual-core processor, and then they took an extra manufacturing step with a laser to disable the coprocessor. It actually costs them more to build an SX, a single-core version than it did to build the dual-core version. And yet they sold it at a much lower price. Well, how does that possibly make sense? It makes sense because. Our costs. Aren't what drives our customer's willingness to pay? It's the value to the customer that drives their willingness to pay. We should stop overemphasizing our costs, especially when we're trying to set pricing. It's really about customer value.  We hope you enjoyed this podcast. If you see 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

Impact Pricing
Pricing Analytics as the Key to Optimize Your Revenue Journey with Mark Stouse

Impact Pricing

Play Episode Listen Later Jan 17, 2022 38:14


Mark Stouse is the Chairman and CEO of Proof Analytics. He was 2020's Top 10 Most Influential Analytics Leaders. He was also CMO/CCO at Honeywell Aerospace, so he has tons of experience. Mark also hosts his own podcast called “Accelerating Value”, a weekly podcast aimed at guiding people in creating, defending, and proving value with the help of experts. In this episode, Mark discusses how analytics lead SaaS businesses to success as he shares insights most SaaS entrepreneurs need to know about the relationship between analytics and pricing.   Why you have to check out today's podcast: Discover how a different way of consulting like analytics can help SaaS businesses to become profitable nowadays; Know how much of a game changer analytics is in terms of keeping the relationship between customer loyalty and pricing intact; Find out how the scientific sense of inquiry helps pricing people reach greater heights in relation to sales and pricing with clients   “It isn't that you say, ‘Hey, what are you willing to pay for this?' That's not the question. You've got to say, ‘tell me about what you're really trying to solve for here and how big a problem is this to you. What would make you feel spectacular?' Then let's talk about the technical realities, and then let's talk about a price.” – Mark Stouse   Topics Covered: 02:02 – Getting exposed to pricing and learning things through failures with Mark's experience in Honeywell Aerospace and Proof Analytics 04:06 – Diving into the world of pricing with the help of advisors he trust 06:41 – Starting out in a SaaS company and initially doing consulting: a good way for one to be profitable 09:02 – A different consulting model – analytics – for a better, faster, and cheaper reality nowadays 13:16 – Business and the gap it has with data scientists due to the lack of contextual understanding in both concepts 18:23 – What does Proof Analytics charge for and why is that the right thing for them to charge for? 20:20 – Talking about the concept of 10 models equals 10 questions and how COVID affected the business industry in the past two years 26:05 – The differences in the opportunity costs of small and large companies 30:23 – A model as an indicator of customer success and people's obsession with margins 33:25 – What makes SaaS beautiful is that it concerns value at all times 35:30 – Mark's pricing advice for the listeners   Key Takeaways: “If you want to talk about a lesson in the reality of economics, start a SaaS company and you will learn more than you ever dreamed was out there.” – Mark Stouse “The problem has been not the math and not even the data. It has been the issue of how do we operationalize analytics so that everybody is able to make a better decision today than they were making before when they didn't have analytics. It really is taking the existing reality and making it better, faster, cheaper.” – Mark Stouse “Data scientists really don't typically have much subject matter expertise about any part of the business, so as the business person, you have to be very prescriptive with the data scientist in terms of laying out the non-mathematical equation.” – Mark Stouse “If you're a very large enterprise and you're spending $150-$200 million on marketing, what you are really after is maximizing the upside and minimizing the negative impact EPS from bad investments. That's what you're really after. If you are a much smaller company, you're really trying to avoid, among other things, being a two-time loser.” – Mark Stouse “The intersection of customer loyalty and pricing is also a piece that is usually ignored, because pricing is seen in a very short cycle sense rather than something that's a longer time.” – Mark Stouse “The human being has become key to the success of set which probably really and truly always was or should have been. There was just this unhealthy obsession with 90% profit margins.” – Mark Stouse   People / Resources Mentioned: Proof Analytics:https://www.proofanalytics.ai/ Honeywell Aerospace:https://aerospace.honeywell.com/   Connect with Mark Stouse: LinkedIn:https://www.linkedin.com/in/markstouse Email: stouse@proofanalytics.ai   Connect with Mark Stiving:    LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Impact Pricing
Blogcast #36: Value Based Mindset is Hard for an Organization

Impact Pricing

Play Episode Listen Later Jan 14, 2022 3:05


This is an Impact Pricing Blog published on December 8, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-power-of-procurement-matters/ 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

Impact Pricing
Memecast #40: Pricing is Hard

Impact Pricing

Play Episode Listen Later Jan 12, 2022 1:58


Every single customer touchpoint customers are evaluating us. They're saying that was a good experience. That was a bad experience. If we mess up an invoice and they have to call to fix it, that's a bad experience. And that destroys. But if our invoices are super easy to understand, and they tie back to all the previous paperwork and they make it easy for our customers to do their job, like, oh, pay the bill, then we're adding value. Even if it isn't our main product. Every customer touchpoint adds or subtracts value. “Everybody in your company that your customer touches either adds or subtracts value, make sure they add value.” - Mark Stiving This is obvious. When we think about the products we build and our customers touch our products, our products, great products, high quality products. It may be obvious when we think about marketing departments, because marketing is putting out communications and are those communications truly resonating? Or are they just falling flat or maybe even offending? What about customer service? When someone calls to our customer service line or our customer service people are delighting our customers, or are a little bit annoyed and feeling bothered that a customer bothered to call everybody in our company creates or destroys value, we need to make sure they know they should be creating that. We hope you enjoyed this podcast. If you see 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  

She Thinks Big - Women Entrepreneurs Doing Good in the World
172 Subscription Pricing Strategies with Mark Stiving

She Thinks Big - Women Entrepreneurs Doing Good in the World

Play Episode Listen Later Jan 12, 2022 33:15


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

Accounting Influencers
Advanced Pricing Strategies for Accountants with Mark Stiving (Uncut)

Accounting Influencers

Play Episode Listen Later Dec 19, 2021 32:18


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.

Accounting Influencers
Advanced Pricing Strategies for Accountants with Mark Stiving (Highlights)

Accounting Influencers

Play Episode Listen Later Dec 17, 2021 18:33


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.

Accounting Influencers
The Demise of Accounting Qualifications & Mental Resilience Tips for Accountants

Accounting Influencers

Play Episode Listen Later Dec 13, 2021 57:06


Episode 71. On this week's Accounting Influencers Podcast: ➜ News - Martin & Rob discuss "Accounting Qualifications - Do Clients Really Care You are FCCA or CPA?" Are they more concerned by the tech vendor play to make non-accountants Xero or Quick Books certified? ➜ Special Guest Interview. "A Rich Career in Audit - Accounting Leaders Special with Paul Winrow of top UK accountancy practice MHA MacIntyre Hudson. Paul has over 25 years audit experience, spending the first ten years of his career in Big 4 firms and has spent the last ten years in technical roles. He talks to Rob about negativity and bad PR around audit quality in the accounting profession, how Covid has driven technical changes in accountancy and lessons for leaders. Note the full uncut interview comes out at the weekend. ➜ Here's What Works - Rob & Martin offer up practical advice and tips for accounting practitioners and CPAs on mental resilience. In today's challenging, exhausting and uncertain times, mental strength has never been more tough to acquire and vital to survive. ➜ Expert Interview - Advanced Pricing Strategies for Accountants. Mark Stiving has studied, led and coached businesses through the lens of pricing for 25 years. In this highlights version, Mark explains why accountants have problems with value-based pricing, whether it's possible to value price for anything, such as accounting audits or basic commodities, plus the biggest risk accountants face in moving from hourly to value based pricing. Note the full uncut interview comes out at the weekend. NOTE TO LISTENERS: The Accounting Influencers Podcast is a daily show with four segments coming out every Monday. These are repeated on the other 6 days as standalone episodes, plus full uncut interviews on the weekend.  Hosts Martin and Rob love to hear from the show's 18000+ 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. 

Accounting Influencers
The Demise of Accounting Qualifications & Mental Resilience Tips for Accountants

Accounting Influencers

Play Episode Listen Later Dec 12, 2021 1:45


Trailer - coming up this week on the daily radio-show style Accounting Influencers Podcast with Martin Bissett & Rob Brown: ➜ Monday: hear the full show with the best bits of accounting/fintech news, two special guest/expert interviews and practical tips for accounting professionals in the 'here's what works' segment. ➜ Tuesday: News - Martin & Rob discuss "Accounting Qualifications - Do Clients Really Care You are FCCA or CPA?" Are they more concerned by the tech vendor play to make non-accountants Xero or Quick Books certified? ➜ Wednesday: Special Guest Interview. "A Rich Career in Audit - Accounting Leaders Special with Paul Winrow of top UK accountancy practice MHA MacIntyre Hudson. Paul has over 25 years audit experience, spending the first ten years of his career in Big 4 firms and has spent the last ten years in technical roles. He talks to Rob about negativity and bad PR around audit quality in the accounting profession, how Covid has driven technical changes in accountancy and lessons for leaders. Note the full uncut interview comes out at the weekend. ➜ Thursday: Here's What Works - Rob & Martin offer up practical advice and tips for accounting practitioners and CPAs on mental resilience. In today's challenging, exhausting and uncertain times, mental strength has never been more tough to acquire and vital to survive. ➜ Friday: Expert Interview - Advanced Pricing Strategies for Accountants. Mark Stiving has studied, led and coached businesses through the lens of pricing for 25 years. In this highlights version, Mark explains why accountants have problems with value-based pricing, whether it's possible to value price for anything, such as accounting audits or basic commodities, plus the biggest risk accountants face in moving from hourly to value based pricing. Note the full uncut interview comes out at the weekend. ➜ Saturday: UNCUT full length Accounting Leaders Special with Paul Winrow. "A Rich Career in Audit with Lessons for Accounting Leaders." ➜ Sunday: UNCUT full Expert Interview - "Advanced Pricing Strategies for Accountants with Mark Stiving" NOTE TO LISTENERS: The Accounting Influencers Podcast is a daily show with four segments coming out every Monday Martin which are repeated on the other 6 days as standalone episodes, plus full uncut interviews on the weekend.  Hosts 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. 

Life Science Marketing Radio
Are You Pricing Your Life Science Products Correctly?

Life Science Marketing Radio

Play Episode Listen Later Jul 13, 2021


Mark Stiving talks about optimizing pricing by knowing the value of your products and different pricing models that may increase profits.

Billion Dollar Tech
High-Impact Pricing feat. Mark Stiving

Billion Dollar Tech

Play Episode Listen Later Mar 18, 2021 44:04


If you've ever asked yourself the question, can I raise my prices?   Or wondered about things like:   • What is the most effective way to arrive at a price • What process should we employ • What factors should we weight or variables to consider   This podcast is for you: High-Impact Pricing with Mark Stiving   We cover:   1. Value based pricing 2. The importance of finding your value-metric 3. How determine how people measure value   And much more.

Frugalpreneur
The Psychology of Pricing with Mark Stiving

Frugalpreneur

Play Episode Listen Later Jan 13, 2021 27:23


Mark Stiving of Impact Pricing discusses the different types of pricing structures, and how to decide how to price your products and services.