How Jobs to Be Done Shapes Buyer Decisions (And What They Really Want) with Jim Kalbach
Jim Kalbach is the Chief Evangelist at Mural, where he helps teams uncover what customers actually need—not just what they say they want. Known for his work in Jobs to Be Done, experience mapping, and...
30 Maalis 28min
How to Quantify Value So Buyers Actually Believe It with Mark Stiving and Rebecca Kalogeris
If buyers need to believe the value before they buy…why don't they trust ROI when we show it to them? In Episode 5 of the Buyer Decision Series, Mark Stiving and Rebecca Kalogeris explore how to actua...
23 Maalis 12min
Blogcast: AI Didn't Kill Per-User Pricing. It Exposed It.
This is an Impact Pricing Blog published on January 12, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/ai-didnt-kill-per-user-p...
20 Maalis 3min
Why Buyers Can't Articulate Their Real Problems (And Why That Matters for Pricing) with Mark Stiving and Rebecca Kalogeris
If value comes from solving problems… why do buyers struggle to explain the problems they actually have? In Episode 4 of the Buyer Decision Series, Mark Stiving and Rebecca Kalogeris explore why buyer...
16 Maalis 14min
Blogcast: Price Is the Tradeoff
This is an Impact Pricing Blog published on January 5, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/price-is-the-tradeoff/ If ...
13 Maalis 3min
What Buyers Actually Pay For (Hint: It's Not Your Product) with Mark Stiving and Rebecca Kalogeris
If buyers are predicting the future… and confidence determines when they act… what are they actually paying for? In Episode 3 of the Buyer Decision Series, Mark Stiving and Rebecca Kalogeris explore t...
10 Maalis 13min
Blogcast: Buyers Don't Buy Features
This is an Impact Pricing Blog published on December 29, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/buyers-dont-buy-features...
6 Maalis 3min
Buyers Buy Futures, Not Features: Understanding the "Let Me Think About It" Moment with Mark Stiving and Rebecca Kalogeris
Buying isn't logical; it's predictive. In this episode, we explore why buyers hesitate, stall, and say "let me think about it" — even when the value is clear. Mark Stiving and Rebecca Kalogeris brea...
3 Maalis 13min
