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Segmentation Fences: Different Prices Without Backlash

The right fences help customers understand and accept price differences What Are Segmentation Fences The idea behind price differentiatio...

Versioning: Simple yet Overlooked

Versioning is one of the simplest ways to capture more value from customers. Definition In its most basic form, versioning just means the...

One Size Does Not Fit All

Each Customer Segment Deserves its Own Value Proposition A One-Trick Pony After visiting a Third-Party Logistics (3PL) provider a couple ...

Differentiation: Make It Tangible

We have asked many companies the question of “How are you different from your competitors?” The answer usually, goes along the lines of:

3 Examples of Anchoring

Price Anchoring Reduces Friction During the Sales Process Definition Price Anchoring is the practice of establishing a price that prospec...

The Risks and Benefits of Price Partitioning

A technique that is very common but often misused Definition When setting the price of a product, service, or solution, one of the decisi...

Ask About Company Size

A short thought from our LinkedIn archives Price Segmentation by Company Size If you identify that larger companies are willing to pay mo...

(Up)Sell at the Right Time

Sell When Customers Are Less Price-Sensitive If you can position your product and service to be offered at a time that the prospect is ma...

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