Quantifying Value

Many people ask, “how much should I charge?”  The answer to that question depends on how much value your buyers believe they are receiving.  In this webinar you will learn how your buyers think about value and a powerful tool to help you quantify the amount of value your buyers receive.  


KEY TAKEWAYS

• A clear understanding of what value means
• How value is different depending on if the buyer is making a will I decision or a which one decision. 
• A tool, the Stiving Value Table, to help you understand your value to your buyers.  

ABOUT THE SPEAKER
Mark Stiving loves pricing. As a child, he often wondered why companies always used 99 cent price endings, asking himself: “Do companies think we’re stupid?” He had a chance to study this question during his doctoral program at the University of California at Berkeley and hasn’t looked back since. As Director of Pricing for Maxim Integrated, a $2.5 billion semiconductor company, Stiving guided pricing strategies, successfully led massive change management efforts, and coached colleagues on the implementation of value-based pricing. His efforts generated well over $100M in additional profit each year. In his “free time,” Stiving speaks, coaches and writes about pricing. He shares his expertise in the highly readable book, Impact Pricing: Your Blueprint to Driving Profits, which averages five-stars on Amazon. He also publishes a blog and a podcast of the same name, Impact Pricing.  His most recent company, aptly called Impact Pricing, focuses on educating people and companies about value and pricing, with a special interest in subscription based products.   An award-winning speaker, he frequently delivers addresses at industry events, and teaches one- and two- day pricing courses. As he says, “My biggest thrill is watching people experience the aha! moments.”