Memecast #60: Value Propositions are General
Impact Pricing1 Jun 2022

Memecast #60: Value Propositions are General

Your marketing department, your product managers, somebody in your company has probably created value propositions for your products. And I love these. These are great because hopefully we've taken the time to think about the average customer, the generic customer, what's the real problem they're trying to solve.

The key for us though, if we're thinking about selling to individual buyers, is each buyer has a different set of problems. Each buyer is looking for a different set of results. What we want to be able to do is understand those value propositions and then query with the buyer where do they really feel the pain, what are the things this buyer is trying to get accomplished?

And a great salesperson is able to take the individual customers, or buyers, problems and translate that into perceived value in their minds.

We hope you enjoyed this memecast. This impactful insight came from the book, Selling Value, which I wrote to help salespeople win more deals at higher prices. If you have any questions or feedback, please email me mark@impactpricing.com.

Now go make an impact.

Connect with Mark Stiving:

Episoder(500)

The Logic of Luxury Pricing: How Elite Brands Set Price with Kathryn Porritt

The Logic of Luxury Pricing: How Elite Brands Set Price with Kathryn Porritt

Kathryn Porritt is the founder and CEO of Iconic Empires, where she specializes in helping elite experts build luxury and premium positioning. With a focus on monetization expertise and authority, Kat...

26 Jan 28min

Blogcast: Credits: The Bridge Between AI Uncertainty and Value Clarity

Blogcast: Credits: The Bridge Between AI Uncertainty and Value Clarity

This is an Impact Pricing Blog published on November 17, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/credits-the-bridge-betw...

23 Jan 5min

Pricing and Billing: Where Strategy Meets Execution with Ryan Susanna

Pricing and Billing: Where Strategy Meets Execution with Ryan Susanna

Ryan Susanna is the VP of Sales at LogiSense, where he helps telecom, IoT, and SaaS companies operationalize complex usage-based and hybrid pricing models. With more than two decades in monetization, ...

19 Jan 27min

Blogcast: Designing Hybrid and Evolving Pricing Models for AI

Blogcast: Designing Hybrid and Evolving Pricing Models for AI

This is an Impact Pricing Blog published on November 10, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/designing-hybrid-and-ev...

16 Jan 5min

How AI Is Changing Buying Behavior—and Why Value Still Wins with Mike Wilkinson

How AI Is Changing Buying Behavior—and Why Value Still Wins with Mike Wilkinson

Mike Wilkinson, founder of Axia Value Solutions, joins Mark Stiving to explore how AI is fundamentally changing buying behavior—and why this shift exposes weak value stories more than it threatens goo...

12 Jan 28min

Blogcast: Pricing AI: Evaluating Pricing Metrics

Blogcast: Pricing AI: Evaluating Pricing Metrics

This is an Impact Pricing Blog published on November 3, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/pricing-ai-evaluating-pr...

9 Jan 5min

Who's Accountable When AI Sets the Price? Pricing Governance in the Age of AI with Steven Forth

Who's Accountable When AI Sets the Price? Pricing Governance in the Age of AI with Steven Forth

Steven Forth, Managing Partner at Ibbaka and co-creator of Value IQ, joins Mark Stiving to tackle a topic most pricing teams are avoiding: pricing governance in an AI-driven world. This episode explor...

5 Jan 29min

Blogcast: What PE Firms Miss in Pricing Due Diligence

Blogcast: What PE Firms Miss in Pricing Due Diligence

This is an Impact Pricing Blog published on October 27, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/what-pe-firms-miss-in-pr...

2 Jan 2min

Populært innen Business og økonomi

stopp-verden
lydartikler-fra-aftenposten
dine-penger-pengeradet
e24-podden
rss-penger-polser-og-politikk
rss-borsmorgen-okonominyhetene
pengepodden-2
pengesnakk
livet-pa-veien-med-jan-erik-larssen
rss-politisk-preik
utbytte
morgenkaffen-med-finansavisen
tid-er-penger-en-podcast-med-peter-warren
finansredaksjonen
lederpodden
stormkast-med-valebrokk-stordalen
rss-markedspuls-2
liberal-halvtime
rss-sunn-okonomi
rss-pa-konto