Articles

Pricing: Science Tells Us When, and How Often, Sales Reps Should Talk About It. | Gong

Pricing: Science Tells Us When, and How Often, Sales Reps Should Talk About It. | Gong

What analyzing 25,537 sales calls using AI tells us about pricing discussions during sales calls In Gong’s conversation science research series, we’re revealing what we’ve discovered from analyzing massive amounts of recorded B2B sales conversations using AI, speech-to-text, and machine learning technology. For more information on how we conduct this sales conversation data analysis, check […]

Pricing Strategies for Multiple Personalities | Strategic Pricing Solutions

Pricing Strategies for Multiple Personalities | Strategic Pricing Solutions

I have been watching the Game of Thrones the past several seasons. I love the rich scenery, the diverse range of characters, and the intriguing, suspenseful drama. A recent episode about the Many Faced God got me thinking about customer types. In particular, it got me thinking about customers with multiple faces or personalities. Some […]

SPASigma Featured in The Distributor Channel article “Why do customers buy? Questions and Comments” | Strategic Pricing Associates

SPASigma Featured in The Distributor Channel article “Why do customers buy? Questions and Comments” | Strategic Pricing Associates

SPASigma was featured in a recent The Distributor Channel article “Why do customers buy? Questions and Comments”. The article is a review of the Industrial Distribution Magazine’s annual survey which focused on a distributor’s value to its clients. The article addresses the root causes of the fact that over 50% cited “Price” as the answer on the survey when asked “Which […]

Product Positioning – Good, Better, Best | Strategic Pricing Solutions

Product Positioning – Good, Better, Best | Strategic Pricing Solutions

We have written many times before in our blogs and newsletters that customers are not all equal.  They have different needs, they value product attributes differently, and they have varying levels of price sensitivity.  In order to address these multiple customer segments, it is common to have multiple variations of a product or service offering […]

SPASigma Featured in The Distributor Channel article “Sales Training for Distributors – Don’t forget Inside Sales” | Strategic Pricing Associates

SPASigma Featured in The Distributor Channel article “Sales Training for Distributors – Don’t forget Inside Sales” | Strategic Pricing Associates

“the first line of price negotiations has been switched to the inside sales team” Today customers look to inside sales for more.  For instance, for most distributors, the first line of price negotiations has been switched to the inside sales team.  Front line technical support falls on to inside sales to do some logistical matters […]

Dynamic Pricing and Surge Pricing are Good for All | Strategic Pricing Solutions

Dynamic Pricing and Surge Pricing are Good for All | Strategic Pricing Solutions

If you’ve ever tried to take an Uber during a rainstorm or on a holiday, you know why surge pricing can be unpopular. Then again, if you’ve been picked up by that Uber while other people were still waiting for cabs, you know why it also makes sense and provides benefit to customers. Surge pricing which is another name […]