Memecast #72: Ace of Spades: Stacking the Deck in Your Favor by Increasing Customer Perceived Value
Impact Pricing24 Aug 2022

Memecast #72: Ace of Spades: Stacking the Deck in Your Favor by Increasing Customer Perceived Value

This meme is the Ace of Spades from the Selling Value card deck.

Selling value really is the skill of increasing customer perceived value.

If you think about it, our customers don't really know how much value they're going to get from our products. And yet we as salespeople, product people, pricing people, we've seen other customers use our products. We've seen all the different places where they get value from our products. And if we've done a really nice job, we've been able to quantify some of that value that some of our previous clients have gotten.

Doesn't it make sense then that in a sales situation we find a way to help this buyer, someone who's evaluating our current product, to learn about and understand all the different ways our product might be able to add value to them. And once we can do that were increasing the amount of value that customer perceives for our product.

This is how we win more deals at higher prices. So, selling value really is the skill of increasing customer perceived value.

We hope you enjoy this memecast. This is also an example of how Pricing Table Topics works. Grab a deck of our cards, pull out a random card and read the saying. Then talk for one to two minutes about what the card says. This will improve your understanding, and more importantly, your ability to communicate important concepts.

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

Now go make an impact.

Connect with Mark Stiving:

Avsnitt(500)

Why Flipping "Good, Better, Best" Can Increase Revenue by 10% with Michael Mansard

Why Flipping "Good, Better, Best" Can Increase Revenue by 10% with Michael Mansard

Michael Mansard, Principal Director of Subscription Strategy at Zuora, joins Mark Stiving to challenge one of pricing's most accepted conventions: the order of good, better, best. In this episode, Mic...

29 Dec 202525min

Blogcast: How to Define Powerful Market Segments

Blogcast: How to Define Powerful Market Segments

This is an Impact Pricing Blog published on October 20, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/how-to-define-powerful-m...

26 Dec 20256min

The Subscription Pricing Lever Most Companies Miss (And How It Changes LTV Overnight) with Dan Layfield

The Subscription Pricing Lever Most Companies Miss (And How It Changes LTV Overnight) with Dan Layfield

Dan Layfield, founder of the Subscription Index, joins Mark Stiving to unpack the less-visible pricing and monetization levers that drive real growth in subscription businesses. With experience scalin...

22 Dec 202529min

Blogcast: Shareholder Value Is an Outcome, Not a Strategy

Blogcast: Shareholder Value Is an Outcome, Not a Strategy

This is an Impact Pricing Blog published on October 13, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/shareholder-value-is-an-...

19 Dec 20253min

Why Pricing a Platform Is Harder Than Pricing a Product — Lessons from Google Cloud with Deovrat Kajwadkar

Why Pricing a Platform Is Harder Than Pricing a Product — Lessons from Google Cloud with Deovrat Kajwadkar

Deovrat Kajwadkar is the Director of Strategic Deal Pricing and Monetization at Google Cloud, where he sits at the center of some of the most complex commercial decisions in modern tech. With a backgr...

15 Dec 202530min

Blogcast: Pricing AI: The COMPASS Spectrum of Pricing Metrics

Blogcast: Pricing AI: The COMPASS Spectrum of Pricing Metrics

This is an Impact Pricing Blog published on October 6, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/pricing-ai-the-compass-sp...

12 Dec 20254min

How Behavioral Economics Can Fix Your Pricing Blind Spots with Etinosa Agbonlahor

How Behavioral Economics Can Fix Your Pricing Blind Spots with Etinosa Agbonlahor

Etinosa Agbonlahor is the CEO of Decision Alpha and former Director of Behavioral Research at Fidelity Investments. A behavioral economist by training, she helps companies understand how customers act...

8 Dec 202530min

Blogcast: Nobody Wants to Buy AI

Blogcast: Nobody Wants to Buy AI

This is an Impact Pricing Blog published on September 29, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/nobody-wants-to-buy-ai/...

5 Dec 20254min

Populärt inom Business & ekonomi

framgangspodden
varvet
rss-jossan-nina
svd-tech-brief
badfluence
rss-svart-marknad
uppgang-och-fall
bathina-en-podcast
avanzapodden
tabberaset
rss-inga-dumma-fragor-om-pengar
24fragor
rss-kort-lang-analyspodden-fran-di
rss-borsens-finest
rss-dagen-med-di
kapitalet-en-podd-om-ekonomi
borsmorgon
fill-or-kill
rss-veckans-trade
lastbilspodden