ADVERTISEMENT

Selling

97 articles found in this category.

Strategic Movements April 2017

April 2017 Pricing, Selling

What can sales managers do to reduce the risk of account loss? According to their research, putting top salespeople on the account doesn’t do the trick at all. Rather, putting a person familiar with the account’s industry on it, even if their past sales performance is average or even below average, can almost eliminate the risk of account loss.

Read more...

Pricing in the Life Sciences

March 2017 Pricing, Selling

What is the value a consumer may place on a new drug that softens or even eliminates an otherwise terminal condition? Nearly limitless. That isn’t to say that prices therefore can or should be limitless, but it does underline the fact that price is determined by the value to the consumer, not the cost to the producer.

Read more...

Price Isn’t Cost

February 2017 Product, Selling

Once the investment is made, its cost no longer factors into the marginal cost of producing a product. Fixed costs are an important part of a go-or-no-go decision for a company at the onset of production, but should not factor into the price of a product going forward. Fixed costs are sunk costs.

Read more...

Pricing Cannabis Gummies

January 2017 Product, Selling

Different consumers care about different things. Some will care that their THC-laced gummies have fewer other chemicals, some won’t. But the ones that do are probably willing to pay a premium for those products. We certainly see that in the organics aisle at a grocery store. Why would cannabis products be any different?

Read more...

Will PlayStation VR Succeed?

November 2016 Product, Selling

Not that I can or am stating that everything Sony did was perfect. And I am definitely not stating that everyone will find Sony’s design tradeoffs to result in a good offering. But they did define their target market and product design requirements in such a manner broadly appearing to be compatible with a highly successful product, launch.

Read more...