Pricing Table Topics: Ace of Diamonds – Value-based Pricing is a Goal and an Attitude
Impact Pricing29 Sep 2023

Pricing Table Topics: Ace of Diamonds – Value-based Pricing is a Goal and an Attitude

This one is the Ace of Diamonds from the Impact Pricing card deck.

Value-based pricing truly is a never ending journey. Think about what it means. It means we're going to charge what a customer is willing to pay. But you can't read your customer's mind. You have no idea exactly how much someone's willing to pay you. And so we can make decisions inside our company to get us closer and closer to that number.

We can do experiments. We can do interviews. We can, by the way, sell more value, communicate value better, increase that willingness to pay. And so everything we do should be focused on how much is that customer willing to pay. But because we can't read their mind, we can't be perfect. And if we can't be perfect, that means we can always get better.

My recommendation is don't pretend that we have value-based pricing done. Consider value-based pricing as an attitude, it's the goal. It's the journey that we're on to get better and better at capturing more of the value we deliver to our customers.

We hope you enjoyed this example of Pricing Table Topics. What you just heard was done without a script. If you want to get better at speaking about pricing and value, grab a deck of our Impact Pricing cards, pick a card, read the saying, and then talk for one to two minutes about what that card says. You'll become a better speaker and expert.

If you have any questions or feedback, please email me, mark@impactpricing.com.

Now, go make an impact.

Connect with Mark Stiving:

Avsnitt(500)

Credit-Based Pricing Explained: How AI Companies Balance Cost, Value, and Scale with Steven Forth

Credit-Based Pricing Explained: How AI Companies Balance Cost, Value, and Scale with Steven Forth

AI pricing is changing fast—and suddenly, everyone is selling credits. But here's the uncomfortable question: Are credits actually helping you scale… or quietly pulling you back into cost-plus pricing...

6 Apr 28min

Buyer Insight: "We Lost on Price" – Truthful and Useless

Buyer Insight: "We Lost on Price" – Truthful and Useless

This is an Impact Pricing Blog published on January 19, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/we-lost-on-price-truthfu...

3 Apr 4min

How Jobs to Be Done Shapes Buyer Decisions (And What They Really Want) with Jim Kalbach

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 Mars 28min

How to Quantify Value So Buyers Actually Believe It with Mark Stiving and Rebecca Kalogeris

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 Mars 12min

Blogcast: AI Didn't Kill Per-User Pricing. It Exposed It.

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 Mars 3min

Why Buyers Can't Articulate Their Real Problems (And Why That Matters for Pricing) with Mark Stiving and Rebecca Kalogeris

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 Mars 14min

Blogcast: Price Is the Tradeoff

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 Mars 3min

What Buyers Actually Pay For (Hint: It's Not Your Product) with Mark Stiving and Rebecca Kalogeris

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 Mars 13min

Populärt inom Business & ekonomi

framgangspodden
varvet
svd-tech-brief
rss-jossan-nina
badfluence
uppgang-och-fall
bathina-en-podcast
avanzapodden
rss-borsens-finest
rss-svart-marknad
tabberaset
rss-inga-dumma-fragor-om-pengar
fill-or-kill
rikatillsammans-om-privatekonomi-rikedom-i-livet
24fragor
kapitalet-en-podd-om-ekonomi
market-makers
affarsvarlden
montrosepodden
dynastin