Art Of Value

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To Increase Value, Create an Experience with Joe Pine – 099

June 1, 2016 by Kirk Bowman 2 Comments

To Increase Value, Create an Experience with Joe Pine

Creating an experience means that work becomes a performance for which you charge an admission fee. What would you have to revise to sell a ticket to engage with your business? The answer to this question can launch your business beyond the first three stages of economic value–commodity, goods and services–to the fourth stage, the experience.

Filed Under: Episodes Tagged With: Experience, Pricing strategy, Sales

Value and Pricing in the Enterprise with Matthew Habuda – 094

April 26, 2016 by Kirk Bowman Leave a Comment

Value and Pricing in the Enterprise with Matthew Habuda

After discussing the limitations of hourly rates in a Facebook group, Matthew Habuda decided to give value pricing a chance. He started with a small project and progressed to a Fortune 500 opportunity. Along the way, he had to convince the customer and subcontractors it was the right decision. He shares his results and why he will never bill by the hour again.

Filed Under: Episodes, Switching Tagged With: Hourly billing, Sales, Value pricing story

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

The Mental Health of the Entrepreneur with Cory Miller – 091

April 5, 2016 by Kirk Bowman Leave a Comment

The Mental Health of the Entrepreneur with Cory Miller

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 […]

Filed Under: Episodes, Software, WordPress Tagged With: Psychology, Sales, WordPress

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

Pursuing of the Economic Buyer with Higbee & Riopelle – 065

October 6, 2015 by Kirk Bowman Leave a Comment

Pursuing the Economic Buyer with Wes Higbee & Matt Riopelle

Wes Higbee is a software consultant from New York. He has been interviewed on the AOV Show before about software consulting, agile development, and customer value. Matt Riopelle is a creative consultant from Austin. He was a guest on the AOV Show previously to discuss the importance of pricing. Wes and Matt practice value pricing in their businesses and frequently […]

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

Using Value to Steal the Show with Michael Port – 063

September 22, 2015 by Kirk Bowman Leave a Comment

Using Value to Steal the Show with Michael Port

Michael Port is the author of six books and a New York Times best-selling author. The Boston Globe commented, “He is an uncommonly honest author.” He has been called a marketing guru by the Wall Street Journal and a sales guru by The Financial Times. His seventh book, Steal the Show, is due this fall. “Book Yourself […]

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

The Role of Value in Sales with Donald Kelly – 053

July 7, 2015 by Kirk Bowman Leave a Comment

The Role of Value in Sales with Donald Kelly

Donald Kelly is the host of The Sales Evangelist podcast and an award-winning speaker. His podcast has been mentioned in Entrepreneur Magazine, The Huffington Post and on Yahoo Finance. He’s a sales trainer and mentor, and a self-admitted addict to staycations. Kirk was a guest on Episode 32 of The Sales Evangelist. Getting Started in Sales What […]

Filed Under: Creative, Episodes Tagged With: Sales, Self-confidence, Value conversation

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