The AFTN football/soccer podcast primarily about Vancouver Whitecaps, Major League Soccer, and the Canadian Premier League with lots of interviews and fun segments thrown in.
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The Impact Pricing Podcast will help you win more business at higher prices by teaching you about pricing and value. Once you understand how your buyers perceive the value of your product, you can build, market and sell products that win at higher prices. Pricing is really about creating, communicating and capturing value.
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The Collaborative Approach to Value Selling with Steve Laborda
30:30
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Steve Laborda is a CEO of Valuebizbooster, Consultant, Coach, Author and Speaker. He is a practitioner in B2B sales and marketing, focusing on improving profitability, how to capture value, and developing the competencies of the commercial people through customer orientation and commercial excellence. In this episode, Steve delves into the intricat…
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Episode 610 - The AFTN Soccer Show (Bringing Back Rock and Roll Football - Seattle v Vancouver, CPL Commissioner Mark Noonan, Matteo Campagna, TSS Rovers)
2:35:37
2:35:37
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps, Major League Soccer, Vancouver FC, Canadian Premier League, and general football chat after what's been a great week for the lower mainland clubs here in BC. The Whitecaps bounced back from their disappointing home loss against LA to come away with a very confident and com…
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Segmentation Strategies Uncovered: Driving Revenue through Focus and Value with Stephan Liozu
28:48
28:48
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Stephan Liozu has studied, researched, and practiced value-based pricing for over 15 years now. That includes training, speaking, consulting, managing pilot projects, and coaching large scale pricing transformations. In this episode, Stephan highlighted the utmost importance of understanding the value delivered to customers before setting prices, e…
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Blogcast: Your Inward Focus Causes Horrible Decisions
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This is an Impact Pricing Blog published on February 29, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/your-inward-focus-causes-horrible-decisions/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Ma…
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Episode 609 – The AFTN Soccer Show (I Dreamt I Was Alone In A Crowded Place with special guest Callum Irving)
2:49:07
2:49:07
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps, Major League Soccer, Vancouver FC, and Canadian Premier League chat. The Whitecaps came crashing back down to earth with a bang and a 3-1 loss to LA Galaxy on Saturday. Deflating and frustrating, we pick over the bones of this one, look at where it all went wrong, and remi…
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Price Justification Techniques: Building Confidence in Sales with Mike Bosworth
26:46
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Mike Bosworth is a Co-Founder of WeConcile considered as the world's first Relationship Rescue and Restoration application. In this episode, Mike shares effective pricing strategies and sales techniques to hold prices. Why you have to check out today’s podcast: Learn about the concept of "buying vision" and help your customers recognize the value o…
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This is an Impact Pricing Blog published on February 22, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/fear-stymies-your-growth/ 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: …
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Episode 608 - The AFTN Soccer Show (No More Shuffling In The Shadows - Whitecaps demolish TFC, Vanni Sartini, John Herdman, CPL Season Preview)
2:48:33
2:48:33
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps, Major League Soccer, and Canadian Premier League chat. April is our favourite time of the year with MLS well underway, the CPL and League1 BC beginning, and the Provincial Cup in full flow. What a time to be alive! Add to that the Whitecaps being top of MLS and it's a fun-…
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Decoding the Emotion and Solution-Driven Sales Approach with Joe Woodard
33:16
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Joe Woodard's vision is to "transform small businesses through small business advisors." And in the service of that vision he and his team educate, coach, provide resources and build communities for small business advisors, with the overarching goal of empowering them to play a powerful, high-impact advisory role with their clients. In this episode…
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Blogcast: Stopping One of Your Biggest Revenue Leaks: Discounts
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This is an Impact Pricing Blog published on February 15, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/stopping-one-of-your-biggest-revenue-leaks-discounts/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connec…
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Episode 607 - The AFTN Soccer Show (Ringing The Bell of Hope with guests Kamal Miller, Maxime Crepeau, Zach Verhoven and Moses Dyer)
2:44:19
2:44:19
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps, Major League Soccer, Vancouver FC, and Canadian footballing chat. The Whitecaps moved up to second in the MLS West with a dramatic late derby day victory over Portland Timbers on Saturday. We pick over the bones of that one and the good, the bad, and the ugly aspects comin…
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This is an Impact Pricing Blog published on February 8, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/proven-value-can-be-a-game-changer/ 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…
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Pricing Table Topics: 8 of Clubs – Ban the Word 'Markup'
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This one is the 8 of Clubs from the Impact Pricing card deck. Ban the word markup. First, can we all agree that cost-plus pricing is not optimal? We really want to do value-based pricing, charge what a customer is willing to pay. Got it, so we're all in agreement. Now, let's talk about the word markup. Markup is defined as, tell me what my costs a…
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Episode 606 - The AFTN Soccer Show (Listening To The Raindrops - Whitecaps vs RSL, Canada Copa bound, VFC preseason, sh!t kits)
2:44:03
2:44:03
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps, Major League Soccer, Vancouver FC, and Canadian and international footballing chat. The Whitecaps' unbeaten start to the season came to a shuddering stop on Saturday in a 2-1 loss at home to RSL. We delve into the good, the bad, and the ugly coming out of the match and pon…
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Strategic Pricing for Accountants to Earn More But Work Less with Geraldine Carter
26:19
26:19
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Geraldine Carter helps single-owner CPAs go down to 40 hours without giving up revenue. In this episode, Geraldine reveals effective strategies for tailoring your accounting service business to suit your lifestyle, enabling you to increase revenue without feeling overwhelmed by excessive work. Why you have to check out today’s podcast: Discover how…
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This is an Impact Pricing Blog published on February 1, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/to-discount-or-not-to-discount/ 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: Em…
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Pricing Table Topics: 8 of Diamonds – Customer Perceptions Always Matter
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This one is the 8 of Diamonds from the Impact Pricing card deck. Customer perceptions always matter. And what's fascinating is every time we touch a customer, we touch a buyer, they form perceptions of our company. They could be positive perceptions. They could be negative perceptions. And when I say every time, it's not only salespeople making sa…
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Balancing Curiosity, Specialization, and Success as a Pricing Professional with Robert Ribciuc
29:56
29:56
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Robert Ribciuc is the Managing Partner at EBITDA Catalyst. He helped establish, grew, and managed a successful advisory/consulting firm focusing on pricing strategy and analytics, go-to-market optimization, and revenue management for middle-market corporate and private equity portfolio (PE) clients in diverse industry verticals. In this episode, Ro…
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Episode 605 - The AFTN Soccer Show (Sunlight Through Our Window with guests Matias Laborda, Elage Bah, and Afshin Ghotbi)
1:47:08
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps, Major League Soccer, and Vancouver FC chat. The Whitecaps remain unbeaten to start the MLS season after a fantastic display down in Dallas that saw them come away with back-to-back road wins to sit second in the Western Conference. We break down the ins and outs of that ma…
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This is an Impact Pricing Blog published on January 25, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/who-should-own-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: mar…
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Pricing Table Topics: 8 of Hearts – Business Acumen
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This one is the 8 of Hearts from the Impact Pricing card deck. Business acumen is a skill that salespeople really need, and product people really should have, to say, "Why is it that a customer would want to buy our product?" In B2B, value is measured in incremental profit. Your customer isn't going to buy anything from you, assuming it's a busines…
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Episode 604 - The AFTN Soccer Show (Set Like Jewels In Eternity with guests Stuart Neely and Belal Halbouni)
1:43:53
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps, Major League Soccer, and Canadian football chat. Vancouver Whitecaps grabbed their first win of the season at the weekend, an important 2-0 away victory at San Jose. It wasn't pretty at times, but the goals were and there were some great performances out there, especially …
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Navigating the Future of Pricing: Insights on AI and Value Dynamics with Steven Forth
32:49
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Steven Forth is Ibbaka’s Co-Founder, CEO, and Partner. Ibbaka is a strategic pricing advisory firm. He was CEO of LeveragePoint Innovations Inc., a SaaS business. In this episode Steven shares the shifting landscape for pricing professionals, emphasizing the rising importance of pricing strategists over analysts in leveraging AI for value-centric d…
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This is an Impact Pricing Blog published on January 18, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/listen-to-your-market-then-think/ 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: …
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Pricing Table Topics: 8 of Spades – Sell Like You Have No Competition
2:40
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This one is the 8 of Spades from the Impact Pricing card deck. You've probably heard me use the words 'will I' and 'which one' in the past. 'Will I' are situations where our buyers are choosing to buy our product or not, but they're not choosing whether they buy our product or a competitor's product. When we can find ourselves in a 'will I' situat…
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Exploring Game-Changing Pricing Dynamics for Different Industries with Arnab Sinha
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Arnab Sinha is a Managing Director and Senior Partner in the Philadelphia office of Boston Consulting Group (BCG) and the North American Lead for Pricing Topic, as well as Global Lead for Revenue Management. In this episode, Arnab shares what's behind writing the book 'Game Changer' and discusses how the pricing strategy frameworks discussed inside…
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Episode 603 - The AFTN Soccer Show (Is Blue The Colour Of The Season? with Axel Schuster and Scott Arfield)
2:53:27
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps, Major League Soccer, and Canadian football chat. Vancouver Whitecaps finally kicked off their 2024 MLS season with a 1-1 home draw with Charlotte FC at BC Place on Saturday. Not the best start, not the worst, but certainly a lot of talking points to come out of the match a…
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Episode 602 - The AFTN Soccer Show (I Lay On My Bed With My Hands On My Head)
2:44:05
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps, Major League Soccer, and Canadian football chat. Vancouver Whitecaps will finally kick off their 2024 MLS season next weekend when Charlotte FC come to town. We look at how the 'Caps are looking heading into the new season, how competitive they can be, what's still missing…
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Game-Changing Pricing Strategies for Long-Term Success with Jean-Manuel Izaret
29:28
29:28
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Jean-Manuel Izaret leads BCG’s Marketing, Sales & Pricing practice globally. They partner with leading companies across industries to transform their commercial functions leveraging cutting edge digital and analytics capabilities to help them grow. In this episode, Jean-Manuel reveals the impact of your pricing models on maximizing your pricing str…
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Pricing Table Topics: 9 of Clubs – Focus on Lifetime Value
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This one is the 9 of Clubs from the Impact Pricing card deck. We often hear the word 'strategic' as in, "Hey, I'm making a decision today so that it grows my business someday in the future." Well, that's exactly what we want to do when we think about the lifetime value of a customer. I'm not so worried about, "Can I get the three year contract sig…
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Pricing Table Topics: 9 of Diamonds – Subscription Is a Business Model
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This one is the 9 of Diamonds from the Impact Pricing card deck. When we think about subscriptions, and I've talked to several companies who are trying to move from more of a transactional business to a subscription business, they think it's 'just pricing'. "Oh, we want to set our price this way." But it turns out it changes so much in your busine…
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Episode 601 - The AFTN Soccer Show (It's All About To Kick Off)
2:17:23
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps and Major League Soccer chat. Vancouver Whitecaps' CONCACAF Champions Cup dreams are over for another year after a good performance, but ultimately a defeat against Tigres. We look back at the second leg, the takeaways from both matches heading into the league campaign, and…
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Maximize Profitability and Value with these Revolutionary Pricing Models with Dan Zatta
28:59
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Dan Zatta is a leading management advisor in topline growth. He specialized in profit improvement on the revenue side, with extensive experience in pricing. He is the author of the books ‘The 10 Rules of Highly Effective Pricing’ and ‘The Pricing Model Revolution’, translated into 10+ languages. In this episode, Dan shares how these pricing models …
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Blogcast: Brilliant Price Move by Amazon Prime
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3:28
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This is an Impact Pricing Blog published on January 11, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/brilliant-price-move-by-amazon-prime/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stivi…
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Pricing Table Topics: 9 of Hearts – Win, Keep, and Grow: Manage All Three
2:10
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This one is the 9 of Hearts from the Impact Pricing card deck. I found it fascinating when I studied subscriptions coming from a more traditional or transactional type of business where people would buy something from you, and then you have to get them to buy again. In a subscription, people buy something from you and then they pay you month after …
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Building a High-Performing Pricing Team That Drives Growth with Jon Jennings
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Jon Jennings is the founder and managing partner of Jennings Executive Search. Established in 2014. His vision was to shape a firm anchored in transparency and value creation. In this episode, Jon discusses the strategies for hiring pricing professionals and building a dedicated pricing team that significantly contributes to a company's strategic s…
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Episode 600 - The AFTN Soccer Show (Here Until The Whistle Blows with guests Vanni Sartini and Gabriel Bitar)
2:56:01
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps, Vancouver FC, Major League Soccer, Canadian Premier League, and Canadian football chat. And not only that, it's our sexcentenary episode! The Whitecaps played their first competitive match of the year midweek, putting in a battling performance and almost getting a win over…
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This is an Impact Pricing Blog published on January 4, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/pricing-platforms-and-solutions/ 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: Em…
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Pricing Table Topics: 9 of Spades – There Is More Profit in Price Segmentation
2:31
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This one is the 9 of Spades from the Impact Pricing card deck. There are two major rules in pricing that are hugely valuable to your organization. The first one is value-based pricing, which simply means charge what your customers are willing to pay. The second one is to adopt price segmentation. Think about this for just a second. No two buyers a…
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Mastering the Essential Pricing Skills Beyond Hard Numbers with Alex Costa
24:37
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Alex Costa is a Specialist in Strategic Pricing, statistical analysis, market intelligence, sales finance (P&L) statistical analysis, acting as a Sales Business Partner to guide the best pricing strategies, which increases revenues and margins (EBITDA). In this episode, Alex discusses the importance of both hard and soft skills in achieving success…
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Episode 599 - The AFTN Soccer Show (Let The Fun Begin with David Norman and Vanni Sartini)
2:29:17
2:29:17
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps, Vancouver FC, Major League Soccer, Canadian Premier League, and FIFA World Cup chat. It's been another crazy week with so much to cover! We start off with the Whitecaps News of the Week as they get set to kick off their 2024 season with a Champions Cup match against Mexica…
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This is an Impact Pricing Blog published on December 28, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/three-types-of-b2b-value/ 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: …
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Pricing Table Topics: 10 of Clubs – How Much Would Other People Pay?
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This one is the 10 of Clubs from the Impact Pricing card deck. Face it, when you talk to a customer, what you really want to ask them is, "how much would you pay for them?" The problem is they won't answer that question. First, they probably don't know the answer to that question. But more importantly, in the back of their mind, they're thinking, H…
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Episode 598 - The AFTN Soccer Show (The Effects Unknown - CSB v Mediapro court battle, Gauld re-signs, Paris Gee, TJ Tahid)
2:59:58
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps, Vancouver FC, Major League Soccer, Canadian Premier League, and general football chat. It's been a crazy week with so much to cover! We start off with the Whitecaps News of the Week as Ryan Gauld signs a three-year contract extension with the club. We chat about the deal a…
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Transformative Trends in B2B SaaS Pricing for 2024 with Steven Forth
29:11
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Steven Forth is Ibbaka’s Co-Founder, CEO, and Partner. Ibbaka is a strategic pricing advisory firm. He was CEO of LeveragePoint Innovations Inc., a SaaS business designed to help companies create and capture value. In this episode, Steven discusses the growing significance of showcasing economic value to customers and the challenges that companies …
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Blogcast: Why Your Salespeople Don’t Sell Value
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This is an Impact Pricing Blog published on December 21, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/why-your-salespeople-dont-sell-value/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiv…
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Pricing Table Topics: 10 of Diamonds – Sell to Buyers that Value Your Product the Most
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This one is the 10 of Diamonds from the Impact Pricing card deck. Different buyers value our products differently, hence, what that should mean to us is we get to do price segmentation, we could be charging different prices. But from a sales perspective, once we've got a price set and we need to go out and do prospecting and find which customers w…
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Episode 597 - The AFTN Soccer Show (He Moves Like a Generator with special guests Fafa Picault and Grady McDonnell)
2:24:53
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We’re back with another AFTN Soccer Show packed full of Vancouver Whitecaps, Vancouver FC, Major League Soccer, Canadian Premier League, and general football chat. Plus lots of non-football chat, as we're about 25 minutes into this episode before we actually start talking about soccer! So use the timestamps if you don't want to hear our wonderful t…
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The Power of Quantifying Value in Pricing Strategies with Todd Snelgrove
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Todd Snelgrove is the Senior Director; Value Advisory at SAP. He is a value advisor who helps companies get paid for the value they create. In this episode, Todd discusses the fundamental importance of value quantification in pricing and emphasizes the need for a structured process to carry it out effectively. Why you have to check out today’s podc…
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This is an Impact Pricing Blog published on December 14, 2023, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/growth-comes-from-value/ 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: m…
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