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 Solid" Sales System What is the most important thing you can share about pricing? People buy to express their values. If you look at the sum of what we purchase, … [Read more...]
The Accountant Who Does Not Do Taxes with Barrett Young – 062
Barrett Young is an accountant who founded The Green Abacus in 2012. He has never kept a timesheet, no longer does tax returns, and has never worked for a Big Four Accounting Firm. Barrett served our country as a Marine in the infantry, and he loves to snowboard. Providing Unlimited Access What is the most important thing you can share about pricing? Pricing is personalized. It is elastic. The same thing can be valued by two people at completely different levels. He tells … [Read more...]
The Story of Disney’s Brilliant Price Hike with Joni Newkirk – 059
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 plan. Lead With the Customer What is the most important thing you can … [Read more...]
You Can Learn To Price Too with Kevin Mitchell – 056
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 Asia. Professional Pricing Society What is the most important thing you can share about pricing? … [Read more...]
The Role of Value in Sales with Donald Kelly – 053
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 is the most important thing you can share about pricing? Price is the reward for the value that people see. People can be afraid of … [Read more...]
The Value of the Customer’s Customer with Wes Higbee – 051
Wes Higbee was a guest on a previous episode of the Art of Value Show. His latest book is about value and software, Commitment to Value: How to Make Technical Projects Worthwhile. He is also the owner and chief consultant at Full City Technology. Wes focuses on helping teams learn to develop from a value perspective. The Path to Value What is the most important thing you can share about pricing? Be deliberate about the type of customer relationship you want to have. Do … [Read more...]
The Real Goal of Value Pricing with Ben Furfie – 049
Ben Furfie is a web designer who specializes in front-end development. Business wise, he focuses on lead generation for small to medium size businesses. Technology wise, he uses WordPress and the Genesis framework. He started out as a writer and then began to pick up the technology while working on magazine projects. He recently spoke at WordCamp in London on value pricing. First Exposure to Value Pricing What is the most important thing you can share about pricing? There has been … [Read more...]
The Customer’s Perception of Value with Jason Cohen – 047
Jason Cohen is the founder and CTO of WP Engine. He started the company in 2010, and it has grown to 270 employees in four locations. Over his career, he has started four different companies, both bootstrapped and venture-backed. He also has a start-up incubator in Austin called the Capital Factory. How to Price Intangible Value What is the most important thing you can share about pricing? Everyone says "charge more" and that is true. How can I deliver 10 times the amount of … [Read more...]
Creating Value the Disney Way with Lee Cockerell – 046
Lee Cockerell is the former Executive Vice President, Operations of Walt Disney World Resort. He led a team of 40,000 cast members and managed 20 resort hotels, four theme parks, and two water parks. He is the author of three books: Creating Magic, The Customer Rules, and Time Management Magic. He also has a podcast called, Creating Disney Magic with Lee Cockerell, hosted by Jody Maberry. Talking with Customers What is the most important thing you can share about pricing? Pricing is … [Read more...]
Do Not Assume in a Value Conversation with Jonathan Stark – 038
Jonathan Stark is a mobile consultant who helps retail brands thrive in a post-PC era. He's written three books on web development including O'Reilly's Building iPhone Apps with HTML, CSS, and JavaScript. He made the national news with Jonathan's Card, an experiment using mobile payments at Starbucks. He ditched hourly billing and has 10 years experience with value pricing. Value Pricing vs. Hourly Billing What is the most important thing you can share about pricing? Do it! If … [Read more...]