Impact Pricing

This one is the King of Clubs from the Selling Value card deck. What we really want is for our salespeople to be able to communicate the value of our products to our customers. It turns out that's so much easier to do when our marketing department has figured out and created the materials and the support to help salespeople go do that. But then marketing has to understand how is it that our customers value our products. And this is so much easier to do, if our product people create products that truly have value to our customers so they understand the value that our customers get from our products. It turns out very few people truly understand how much value we get, and if we want our entire company to truly think about value, to be able to communicate value, create value, capture value, the best and easiest way to do that is for the executive team to show interest about value. And what that truly means is that executives should be asking questions, how is it that customers are going to value this new feature