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Salespeople in the B2B software world are often prodded to “sell on value.” In most cases—I’ll estimate 90%—they’re being asked to do the impossible. The […]
Read Full Article >>Download 2022-08-31 – #90 (C) Order of Default Judgement Click the button below to download the 2022-08-31 – #90 (C) Order of Default Judgement document or […]
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Here’s a common and costly mistake software companies make. They spend enormous time and resources planning and building their solution but wait until AFTER locking […]
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This widespread practice greatly increases pricing risk by giving away revenue In this second blog in our series on the risks of changing software pricing, I’ll […]
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Pricing deployment risks range from wasting your time to crashing your business model The truth is, despite the popularity of software demand elasticity analyses, nobody […]
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Increase the size of initial sales and ease of expansion sales There are places in this country where the soil is so rich locals joke […]
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Which type of B2B software pricing strategy is more customer-centric, fair to buyers, and profitable for sellers? Value-based pricing and needs-based pricing are similar, in […]
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A recent court decision in Virginia should serve as a wake-up call to software companies engaging in competitive intelligence gathering. In May, a jury in […]
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