Reading Facial Microexpressions for Business and Negotiations with Annie Sarnblad

Jared Smith is the CEO of PriceSmith, a consulting firm specializing in pricing strategies for distributors and light manufacturers. With a background in pricing systems from Vendavo and experience as an adjunct professor at Oklahoma State, Jared brings a wealth of knowledge to the table. He is passionate about helping companies optimize their pricing strategies to capture more value. In this episode, Jared shares his journey from Frito-Lay to leading pricing innovation in the B2B distribution space. Together, they explore the key distinctions between B2B and B2C pricing models, especially the negotiation-heavy and data-rich nature of distribution.   Why you have to check out today’s podcast: Learn about the differences between B2B and B2C pricing strategies. Understand the role of pricing systems in managing large SKU portfolios in distributorship. Discover how to effectively segment customers for better pricing strategies.   “Invest in your master data and keep chipping away at it. Start with 80/20 of your products and get that right.”  – Jared Smith   Topics Covered: 01:42 - Jared shares how he got into pricing after his MBA and experiences at Frito-Lay and in B2B distribution. 02:57 - Discussion on the differences between B2C and B2B pricing, including transparency and data access. 06:06 - Challenges in understanding why customers buy and the limitations of data analytics. 12:55 - Jared explains his focus on distribution and the unique challenges it presents. 14:40 - Discussion on the relevance and limitations of cost-plus pricing in distribution. 19:17 - Exploration of how to implement good, better, best pricing in distribution. 25:28 - Discussion on whether distributors publish prices or rely on quotes for transactions. 26:33 - Jared shares insights from Uber experiences and how they relate to distribution pricing. 31:27 - The impact of customer loyalty on pricing strategies and potential risks. 32:55 - Jared's key piece of advice on investing in master data for better pricing strategies. 33:58 - Connect with Jared.   Key Takeaways: “Distribution is an amazing thing. Obviously, it's worldwide. And the simple fact of it, it has two very unique aspects. The first one, a lot of SKUs. And then, the second one is that you have a lot of customers.” – Jared Smith   People/Resources Mentioned: PriceSmith: https://www.pricesmith.com/ Vendavo: https://www.vendavo.com/ Oklahoma State University: https://www.okstate.edu/ Pepsi: https://www.pepsi.com/ Frito-Lay: https://www.fritolay.com/ Coca-Cola: https://www.coca-cola.com/ Apple: https://www.apple.com/ LG: https://www.lg.com/ Uber: https://www.uber.com/ Lyft: https://www.lyft.com/   Connect with Jared Smith: LinkedIn: https://www.linkedin.com/in/jaredpaulsmith/ Email: jared@pricesmith.com   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com

21 Apr 35min

This is an Impact Pricing Blog published on February 17, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-secret-to-using-ai-in-pricing-ask-expert-questions/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com.  Now, go make an impact.   Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/

18 Apr 2min

James Wilton is the founder and managing partner of Monevate, a consulting firm focused on pricing strategies. With a background in consulting from McKinsey and A.T. Kearney, James has a wealth of experience in helping companies capture value through effective pricing. He recently published a book titled "Capturing Value," which delves into the strategic importance of pricing in business. In this episode, James discusses the nuances of pricing and its critical role in understanding value within a company. He shares insights on how businesses can develop pricing strategies that align with their value propositions and enhance their overall success. James emphasizes the importance of aligning pricing strategies with corporate goals and understanding customer needs, particularly in the SaaS and B2B sectors.   Why you have to check out today’s podcast: Learn about the relationship between pricing, value, and corporate strategy. Gain insights on the differences between B2B and B2C pricing strategies. Understand the evolving landscape of usage-based pricing and its implications.   “Being a little bit more thoughtful of thinking about, what are those different levels of offering that I can give? What is the right price metric that really does help me scale across a few different segments? That can make a massive difference to how much value you're able to extract from your market.”  – James Wilton   Topics Covered: 01:22 – James’ journey into pricing and consulting. 03:35 – The strategic importance of pricing in business. 04:47 – Understanding value and its impact on pricing decisions. 06:24 – The role of pricing in SaaS and B2B companies. 08:12 – Pricing strategy and corporate valuation. 15:05 – James shares insights on pricing AI, arguing that the fundamental principles of pricing remain the same, despite the unique challenges AI presents. 17:08 – James discusses how Monevate is using AI to analyze qualitative research, improving efficiency in summarizing interview results. 20:36 – Exploration of usage-based pricing, with James explaining its advantages and the importance of aligning pricing metrics with the value delivered to customers. 27:32 – James offers key pricing advice for companies, stressing the importance of creating a differentiated pricing structure to maximize value extraction from the market. 28:45 – Connect with James   Key Takeaways: "Capturing value is about understanding what pricing should do for your company, to capture a fair portion of the value that you create for your customers." - James Wilton "With AI models these days, you're seeing token-type models that fundamentally focus on the amount of work the system is doing. This results in a cost-based metric rather than a value-based metric." - James Wilton "Value really is getting some kind of utility from something in its basic way." - James Wilton   People/Resources Mentioned: Monevate: https://www.monevate.com/ McKinsey: https://www.mckinsey.com/ Capturing Value: https://www.amazon.com/dp/B0DRDVPQJ9 A.T. Kearney: https://www.kearney.com/ RELX: https://www.relx.com/ Steven Forth: https://impactpricing.com/podcast/665-the-future-of-ai-monetization-trends-and-challenges-with-steven-forth/ PayPal: https://www.paypal.com/   Connect with James Wilton: LinkedIn: https://www.linkedin.com/in/jamesdwilton    Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com

14 Apr 29min

This is an Impact Pricing Blog published on February 10, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-psychology-of-price-increases-why-a-two-stage-approach-might-work/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com.  Now, go make an impact.   Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/

11 Apr 4min

Amit Godbole is the founder of ProdSquad, dedicated to simplifying e-commerce technology through improved product management practices. He serves as a fractional chief product officer at FCI CCM and coordinates regional product tank events with Mind the Product, a leading networking organization for product managers. In this episode, Amit discusses the importance of pricing in product management and how it can significantly impact a company's success. He shares insights on how product managers can leverage pricing strategies to enhance value for customers and drive revenue. Amit emphasizes the need for product managers to take ownership of pricing decisions, especially in the SaaS industry, and highlights the value of understanding customer needs and market dynamics.   Why you have to check out today’s podcast: Discover how product managers can influence pricing strategies to drive business success.  Learn about the evolving role of pricing in product management and why it should be a core focus.  Gain insights on how to articulate value in terms of revenue, cost reduction, and risk mitigation.    “Discounting typically means you do not value your product, your services, as much as your client does. So, discount should not be part of the strategy.” – Amit Godbole   Topics Covered: 01:55 – Amit’s unexpected journey into pricing  03:37 – The traditional view of product management and its evolution  04:55 – The importance of pricing in SaaS and B2B companies  05:54 – How product managers can experiment with pricing strategies  07:33 – The significance of understanding customer value and willingness to pay  09:30 – The role of pricing pages in B2B and B2C contexts  11:23 – Strategies for creating effective pricing pages that communicate value  12:34 – The impact of subscription models on pricing strategies  14:50 – The importance of honesty in pricing and customer communication 19:12 – Value-based to context driven pricing 24:19 – Amit’s best pricing advice for product managers 25:10 – Mark's advice to new pricing analyst   Key Takeaways: “Pricing, revenue, and commercial aspects were the biggest levers somebody could pull in to get a product to the success they want.” – Amit Godbole “Product management professionals must understand that value has to be tied to revenue, or a dollar value, because that's the real value you can create.” – Amit Godbole “More companies need to be honest or need to help customers choose the right solution. If that's not right for them, don't upsell that.” – Amit Godbole   People/Resources Mentioned: Mind The Product: https://www.mindtheproduct.com/ Figma: https://www.figma.com/ Zoom: https://zoom.us/   Connect with Amit Godbole: LinkedIn: https://www.linkedin.com/in/amitgodbole   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com

7 Apr 28min

This is an Impact Pricing Blog published on February 4, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/stop-thinking-of-rebates-as-discounts-heres-what-they-really-do/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com.  Now, go make an impact.   Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/

4 Apr 1min

Mathew Kerbis is The Subscription Attorney who is on a mission to affordably serve latent legal market clients at scale via the subscription model and inspire attorneys to abandon the billable hour. He founded the law firm Subscription Attorney LLC. In this episode, Mathew shares how he's leveraging subscription pricing to disrupt the traditional billable hour model in the legal industry, making legal services more accessible. He highlights his strategy of targeting an underserved market while offering premium pricing options for higher-value clients. Mathew emphasizes his business's profitability, operating with minimal expenses while maintaining a large margin and serving both small and large-scale clients.   Why you have to check out today’s podcast: Discover how subscription-based pricing is disrupting traditional legal service models, making legal help more accessible and predictable. Learn how addressing the vast underserved legal market can create new opportunities for both clients and lawyers. Gain insights on how offering premium pricing options alongside accessible subscription plans can balance profitability with customer satisfaction.   “Don't be afraid to experiment and to try something new. I experiment with my pricing to find what works. And so, you should experiment, too, and listen to Mark.” - Mathew Kerbis   Topics Covered: 01:37 - How he was led into pricing 03:24 - Discussing the similarities between doctors transitioning to direct primary care (DPC) and lawyers adopting subscription-based pricing 05:05 - Explaining his flexible subscription model 08:48 - Sharing how instead of tracking time or focusing on cost accounting, he views his business costs as fixed expenses 11:03 - Optimizing efficiency and delivering value through his subscription model 14:04 - Arguing that while clients can access AI tools themselves, they can't match the expertise of a lawyer using them effectively 16:04 - Emphasizing that while AI can generate rapid insights, it requires human judgment to interpret results accurately 18:52 - What he meant when he said he drives prices down and discussing the unmet demand creating a significant opportunity despite price competition in the legal industry 21:53 - Targeting underserved clients while maintaining flexibility to serve both small businesses and larger clients 24:26 - Maintaining accessible pricing while using tiered subscription pricing to price higher 26:30 - Highlighting the importance of strategic pricing to remain competitive without risking client loss or revenue instability 27:30 - Mathew's best pricing advice   Key Takeaways: "Ron Baker has educated me on how cost accounting isn't the way to think about what your actual costs are as a business owner." - Mathew Kerbis "What's great about a month-to-month subscription is, I could drop the client just like they could drop me. And the fact that they have the flexibility to leave at any time actually makes them not leave." - Mathew Kerbis “I still want to offer the accessible pricing, but I will have super premium pricing for the best customers that need it.” - Mathew Kerbis "I don't assign any dollar number to my time or the hours that I spend because things don't take as long as they used to. I was using AI when I launched my firm because I knew less time equals more money doing what I do when you're not billing by the hour." - Mathew Kerbis "Sure, you could use the legal AI tools that I'm using, but are you able to get the same output that a lawyer who is actually using the tool in the way in which it was designed can get better output?" - Mathew Kerbis "Judgment is really important. I don't think AI replaces subject matter experts, frankly ever." - Mathew Kerbis   People/Resources Mentioned: Ron Baker: https://impactpricing.com/podcast/497-classic-trash-the-timesheet-exploring-opportunities-in-subscription-businesses-with-ronald-j-baker/ Calendly: https://calendly.com Adobe Photoshop: https://www.adobe.com/ ChatGPT: https://chatgpt.com ClaudeAI: https://claude.ai Perplexity Pro: https://www.perplexity.ai/hub/faq/what-is-perplexity-proUber:https://www.uber.com Grandview Research: https://www.grandviewresearch.com Walmart: https://www.walmart.com Target: https://www.target.com Sam Walton: https://en.wikipedia.org/wiki/Sam_Walton Jeff Bezos: https://en.wikipedia.org/wiki/Jeff_Bezos   Connect with Mathew Kerbis: Website: https://mathewkerbis.com/ LinkedIn: https://www.linkedin.com/in/kerbisverse/   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com

31 Mars 29min

This is an Impact Pricing Blog published on January 27, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/overcoming-fud-how-to-reduce-fear-uncertainty-and-doubt-in-pricing/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com.  Now, go make an impact.   Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/

28 Mars 3min