Art Of Value

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Learning the Art of Frame Control with Oren Klaff – 093

April 19, 2016 by Kirk Bowman Leave a Comment

Learning the Art of Frame Control with Oren Klaff

Oren Klaff is an expert at pitching and closing multi-million dollar investment deals. His closing rate is high because he has mastered the art of frame control. Frame control helps Oren capture and keep the investor’s interest during a presentation. The same concepts apply when you are having a value conversation. When you encounter resistance […]

Filed Under: Episodes Tagged With: Positioning, Psychology, Sales

Picking Your Value Lane with Jeffrey Shaw – 082

February 4, 2016 by Kirk Bowman Leave a Comment

Picking Your Value Lane with Jeffrey Shaw

Jeffrey Shaw is the go-to portrait photographer for exclusive clientele. His portraits have been featured on The Oprah Winfrey Show, in O Magazine and People, and on CBS News. He is a business coach who serves massively talented creatives who struggle with the business side. He lives on an island just off Manhattan, New York, and gets […]

Filed Under: Episodes, Positioning Tagged With: Guarantee, Photography, Positioning

The Most Important Thing About Pricing Vol. 2 – 078

January 5, 2016 by Kirk Bowman Leave a Comment

The Most Important Thing About Pricing Vol. 2

Happy New Year! At start of each show I ask my expert guest the same question: What is the most important thing you can share about pricing? After 50 interviews in 2015, I have compiled their answers into Volume 2 of “The Most Important Thing About Pricing”. It’s About the Customer Ray Edwards – Set your price based on the value […]

Filed Under: Episodes, Switching Tagged With: Positioning, Pricing strategy, Self-confidence

Creating Value Through Public Relations with Josh Elledge – 077

December 29, 2015 by Kirk Bowman Leave a Comment

Creating Value Through Public Relations with Josh Elledge

Josh Elledge is the Founder and Chief Executive Angel at SavingsAngel.com, whose mission is to help families save money and build wealth. He has appeared on radio and TV over 1000 times and has a syndicated news column with 1.5 million readers. As a result of his media experience, he created UpendPR.com where he shares how […]

Filed Under: Episodes, Positioning Tagged With: Branding, Creative agency, Positioning

Selling Value to Corporate Purchasing with Jennifer Kinson – 074

December 8, 2015 by Kirk Bowman Leave a Comment

Selling Value to Corporate Purchasing with Jennifer Kinson

Jennifer Kinson sells professional services to Fortune 100 customers in information technology. She typically manages 6- to 7-figure deals. Because of the size of the engagements, Jennifer has to put together ROI statements for her customers. She does not have a traditional sales background, and that works to her advantage. Her husband, James Kinson, is […]

Filed Under: Episodes, Software Tagged With: Positioning, Sales, Value conversation

Use Joy to Position Your Business with Richard Sheridan – 072

November 24, 2015 by Kirk Bowman Leave a Comment

Use Joy to Position Your Business with Richard Sheridan

Richard Sheridan is the co-founder and CEO of Menlo Innovations. The title on his business card is “Chief Story Teller.” He is also the author of Joy, Inc. In his career, he has grown from programmer to vice president to entrepreneur. He loves to ski, and recently he set a personal record, completing a 5K […]

Filed Under: Episodes, Software Tagged With: Positioning, Project management, Software development

The Impact of Really Smart People with Kirk Bowman – 071

November 17, 2015 by Kirk Bowman 2 Comments

The Impact of Really Smart People with Kirk Bowman

This episode is a summary of two conferences Kirk Bowman attended this quarter. The ideas from these events challenged his thinking and influenced how he will do business in the future. The conferences were the VeraSage Symposium in Boston and Regency Mastermind in Phoenix. VeraSage Symposium Asking Great Questions – Ed Kless with Sage Shut Up and Eat Your French Fries from The […]

Filed Under: Episodes, VeraSage Tagged With: Copywriting, Positioning, Value conversation

The Story of Disney’s Brilliant Price Hike with Joni Newkirk – 059

August 25, 2015 by Kirk Bowman Leave a Comment

The Story of Disney's Brilliant Price Hike with Joni Newkirk

Joni Newkirk is the founder and CEO of Integrated Insight. She is a former Senior Vice President of Business Insight and Improvement at Disney. She was responsible for anything analytical outside traditional finance. One of the big things was pricing and revenue management for essentially everything Disney sold. They were responsible for forecasting revenue, which included things like daily attendance and a 10-year […]

Filed Under: Episodes Tagged With: Options, Positioning, Value conversation

You Can Learn To Price Too with Kevin Mitchell – 056

August 4, 2015 by Kirk Bowman 1 Comment

You Can Learn To Price Too with Kevin Mitchell

Kevin Mitchell is the President of the Professional Pricing Society (PPS). He is the publisher of a quarterly journal on professional pricing, which is primarily academic research. He also publishes a monthly newsletter, called the Pricing Advisor, which follows trends in pricing. He has spoken all over the world on pricing, including North America, South America, Europe, and […]

Filed Under: Episodes Tagged With: Positioning, Sales, Value conversation

Visual, Verbal and Value Identity with Mike Kim – 052

June 30, 2015 by Kirk Bowman Leave a Comment

Visual Verbal and Value Identity with Mike Kim

Mike Kim is a marketing consultant that specializes in creating personal brands. He is also the chief marketing officer for an education company in New Jersey. He is the host of the Brand You! podcast, and a speaker at Podcast Movement this summer in Fort Worth, Texas. Positioning Yourself with Price What is the most important thing you can share […]

Filed Under: Episodes, Positioning Tagged With: Copywriting, Positioning, Self-confidence

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