January 2012
WJ: Twiter and Profit? Sales and Pricing? What are we talking about?
Twitter — Show Me the Money
James T. Berger, Managing Editor
Starting with the dot.com bubble of a few years ago, marketers have been intrigued by the new Internet technologies and their profit-making potential. Huge amounts of investment capital have flowed into these ventures and most quickly collapsed victimizing both employees and investors. Now, we find ourselves in the midst of another round of promising schemes based on the “social networking” movement. One of stars of this movement is “Twitter.” The problem is how is this concept going to make money?
[Full Story]
Sales vs. Pricing and Large Account Management
Tim Smith, PhD, Chief Editor
Prices are too high for our customers. Sales is giving away our product. We have heard these claims. Many times. These arguing points between the professionals who manage customers and those who manage prices have been fought over for aeons. Yet which group is right?
To address the issue of pricing and account management, let us leverage the research by Miller and Heiman into the creation of thought leadership in pricing.
[Full Story]
The Foundation of Firm Existence
Curry W. Hilton
Appreciating Adam Smith’s “Invisible Hand” contributions to market coordination based on supply, demand, and price, and understanding his argument of allowing markets to allocate goods and resources based on individual incentives, I pose the question, “How much value is created by managerial competency and organized business entities?” In other words, why do firms exist?
[Full Story]
Celebrating our 10th year of service to our readers.
From the archives
Social Media and Corporate Strategy
The GROUPON Phenomenon — Is It Sustainable?There is Room in the C-Suite for LinkedInSuccess in Social Media9 Things Every Marketer Needs To Know About Search By Special Guest Author Danny Sullivan, Conference Chair, Search Marketing Expo WestWill Emerging Mobile Marketing Evolve to Measure ROI, Deliver Passionate, Relevant Users and Reporting?Sales and Pricing
Sales vs. Pricing and Strategic AccountsSales Versus Marketing: Vive la difference The Container Function of SalesRelationships, Relationships, RelationshipsBetween Solution and Transactional Selling
Dr. Wiglaf's Top 6
To Western Politicians: We elected you to make decisions. Decisions require tradeoffs and compromise. Now do your job. U.S. and European countries alike need a realistic taxes and budgets. And none of this can wait until after elections.
- Hamlet Act 1, Scene 3: “Neither a borrow nor a lender be.”
- Having a lot of “users” isn’t the same as having a lot of customers. One of them takes; the other gives reciprocally.
- Cool Hand Luke: “What we have here is (a) failure to communicate.”
- Compliments are not customers. One feeds your ego. The other feeds your belly. I know which I prefer.
- Sales and pricing professionals share a common goal: many profitable customers. Work together people.
- Miller Heiman: “Only those relationships whose value is recognized by both supplier and customer are truly sustainable”
The Professional Pricing Society
in coordination with
Tim Smith, PhD, Managing Principal of Wiglaf Pricing and Adjunct Professor of Economics and Marketing at DePaul University
presents Certified Pricing Professional Courses
NEW: Quantitative Methods in Discount Management
Learn the techniques to discount management.
Register here.
Decisions in Add-on and Versioning Price Structures
Learn the tradeoffs between add-on and versioning price structures to improve your profits.
Register here.
Bundling's Impact on Pricing
Learn how price bundling can improve profits, and when it won’t.
Register here.
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