SPA Pricing Education, Analytics & Decision Making Tools Webinar Series

Tag: Pricing Tips

Report: You Can Charge Women More, but Should You? | Harvard Business Review

Report: You Can Charge Women More, but Should You? | Harvard Business Review

The New York City Department of Consumer Affairs (NYDCA) recently released a well-researched report documenting similar products having different prices based on the target customer’s gender. Target, for instance, charged $24.99 for a red scooter and $49.99 for a scooter that appeared to be identical — except for its pink color. (Note: that’s a 100% difference!) […]

Book: Contextual Pricing – The Death of List Price & the New Market Reality

Book: Contextual Pricing – The Death of List Price & the New Market Reality

Summary: A few leading companies have jettisoned ideas about pricing that other companies believe are indispensible. The result has been superior performance against competitors who persist in a simplistic 1990’s belief in “value.” Contextual Pricing describes how buyers are influenced by comparison points and contextual messages more than by actual price levels. Identical products can […]

Book: Crush Price Objections – Sales Tactics for Holding Your Ground & Protecting Your Profit

Book: Crush Price Objections – Sales Tactics for Holding Your Ground & Protecting Your Profit

Summary: These days it seems like we’re always in a buyer’s market. But even at a time when the word value is used interchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionals to regain the upper hand. In Crush Price Objections, Tom Reilly, bestselling author of Value-Added […]

Book: Harvard Business Review on Pricing

Book: Harvard Business Review on Pricing

Summary: Finding the right price for your product or service often feels more like an art than a science. Price a product too high and you may limit your market. Price too low and not only will you leave money on the table, you may damage your brand or, even worse, ignite a competitive price […]

Book: Impact Pricing – Your Blueprint for Driving Profits

Book: Impact Pricing – Your Blueprint for Driving Profits

Summary: Pricing strategist Mark Stiving dares you to take a fresh look at the framework behind your product price, and asks—how can you make a greater impact? Stiving empowers you to revaluate your pricing approach, urging you to stop focusing on price as a means to sell and start focusing on price as a tool […]

Book: Implementing Value Pricing – A Radical Business Model for Professional Firms

Book: Implementing Value Pricing – A Radical Business Model for Professional Firms

Summary: An overwhelming majority of pro-fessional firms price their services by the flawed hourly billing method. This method is outdated, suboptimal, and driving the best and brightest out of the professions. While lawyers, accountants, and consultants serve noble callings, the predominant method of pricing for their services is not worthy of them. There is a […]

Book: Innovation in Pricing

Book: Innovation in Pricing

Summary: Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as a main basis for setting prices. Product or business model innovation has a high priority for many companies whereas innovation in pricing has received scant attention. This book examines how innovation in pricing can drive profits. […]

Book: Islands of Profit in a Sea of Red Ink – Why 40% of Your Business is Unprofitable & How to Fix It

Book: Islands of Profit in a Sea of Red Ink – Why 40% of Your Business is Unprofitable & How to Fix It

Summary: Top companies around the world turn to MIT’s Jonathan Byrnes to figure out where the profit is. Using his systematic process for analyzing profitability, they can quickly determine which parts of the business are worth expanding and which are just a drain on resources. Then, using Byrnes’s “profit levers,” they can turn unprofitable business […]

Book: Negotiating with Backbone – Eight Sales Strategies to Defend Your Price & Value

Book: Negotiating with Backbone – Eight Sales Strategies to Defend Your Price & Value

Summary: Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers […]

Book: No B.S. Price Strategy – The Ultimate No Holds Barred Kick Butt Take No Prisoners Guide to Profits, Power, & Prosperity

Book: No B.S. Price Strategy – The Ultimate No Holds Barred Kick Butt Take No Prisoners Guide to Profits, Power, & Prosperity

Summary: Millionaire maker Dan S. Kennedy and pricing/marketing strategist Jason Marrs empower small business owners to take control of their profits by taking charge of the source: their price. Entrepreneurs are dared to re-examine their every belief about pricing and take a more creative, bold approach, using price to their extreme advantage and allowing them […]