Jeff Kofman is the Founder and CEO of Trint.com. Trint is a web app that creates a transcription of a recording and links the audio to the text. Trint was started at an Italian Airbnb in 2014. Before founding Trint, Jeff was a news correspondent for CBC, CBS and ABC. He won an Emmy for his coverage of the Arab Spring in 2011, and speaks English, French and Spanish. Website: trint.com Email: jeff@trint.com 10-Minute Transcript by Trint.com [00:00:00] Welcome to THE ART OF VALUE … [Read more...]
Emotional Blind Spots Influence Your Pricing with Wes Higbee – 122
Wes Higbee is the principal consultant at Full City Technology. He has a background in .NET and JavaScript. Recently, he made the transition from software developer to consultant. He now focuses on emotional blind spots that affect the success or failure of software projects. Blog – weshigbee.com Website – fullcitytechnology.com 10-Minute Transcript [00:00:00] Welcome back to THE ART OF VALUE show my friend Wes Higbee. Wes is the principal consultant at full city technology. Their … [Read more...]
The Who, What and Why of Value with Ed Kless – 118
In this episode, my friend and VeraSage colleague Ed Kless and I discuss his recent trip to Australia. He was in Melbourne to present a strategy workshop for a software company and speak at Sage Summit. First, we explore the strategy framework of Why, Who, What and How. Then, we review his sessions from Sage Summit, Healing Leadership and Innovation Beyond Technology. Contact Ed Kless Website - EdKless.com Twitter - @EdKless Podcast - The Soul of Enterprise … [Read more...]
WordPress News Is Not A Commodity with Brian Krogsgard – 113
Brian Krogsgard is a WordPress developer from Birmingham, AL. He is the founder and editor of Post Status, a WordPress newsletter, and the host of Post Status Draft, a podcast for WordPress developers. He started working with WordPress in 2010, after graduating from Auburn University with a degree in mechanical engineering. Starting As a WordPress Developer What is the most important thing you can share about pricing? Pricing is not "one size fits all." It varies depending on the customer, … [Read more...]
The Freedom of Value Pricing with Chris Blunt – 103
Chris Blunt is a software developer from the United Kingdom and a member of the Art of Value Society. In this episode, we discuss his transition from hourly billing to value pricing. In segment one, we explore his motivation to move from hourly rates to pricing on value. During the second segment, Chris explains how he transitioned from a vendor to partner with his customers. In the last segment, Chris describes his early success with value pricing. Escape from Tracking Time What is the … [Read more...]
Narrative Is the Medium for Value with Chris Lema – 101
Chris Lema is a software product strategist and daily blogger at ChrisLema.com. In this episode, we discuss value pricing in the enterprise market and creating membership sites. During the first segment, we explore selling software to large customers through story and value. In the second segment, Chris explains why a subscription service is actually a membership site and how to maximize revenue with pricing. Selling to the Enterprise What is the most important thing you can share about … [Read more...]
A Value Conversation for the Solopreneur with Eric Davis – 095
Having a value conversation with the customer is important regardless of the size of your business. However, as a solopreneur, it is essential for survival. You have to determine what type of customer is necessary to operate your business profitably. Then use the value conversation to identify and educate customers that you can serve and with whom you enjoy working. What Is the Customer's Perception of Value? What is the most important thing you can share about pricing? There is more … [Read more...]
Seek the Desired Outcome First with Lincoln Murphy – 092
The tagline for the Art of Value Show is discover value, create options and start pricing. Lincoln Murphy calls value the "desired outcome". In the SaaS world, the desired outcome is not the number of users for your app. The customer does not wake up in the morning and say "How do I get 50 users on this app?" The desired outcome is deeper. You have to venture into the discomfort zone to discover it. Lincoln shares why your success, and the customer's, is dependent on it. Understand the … [Read more...]
The Mental Health of the Entrepreneur with Cory Miller – 091
Mental health is a tabu subject. And that is exactly why Cory Miller is sharing his story. He went through a divorce, and one of the effects was depression. It affected his ability to lead his team and make decisions in his business. Fortunately, he had an attorney who recognized the symptoms and suggested he see a counselor. Now, on the other side personal tragedy, Cory is telling entrepreneurs to pay attention to their mental health. He has done what few people would ever do. He was … [Read more...]
Creating Proposals That Win Business with Curtis McHale – 087
The traditional view of the proposal is that the professional must wow the customer with his expertise. A contrary view is the proposal is a collaboration between the professional and the customer. A collaboration that explores the value they can create, the value they should create, and the most valuable way to do it. WordPress developer and business coach, Curtis McHale, has achieved a high closing rate with his proposals by focusing on the results for the customer. His entire sales process, … [Read more...]
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