This is another clip from my last appearance on the Impact Pricing podcast. Here we review my working definition of value: 1) Whatever the customer thinks it is; 2) A combination of logic (80%) and emotion (20%) for B2B products; and 3) Primarily an economic argument that is accepted by the customer in terms of potential margin gain from cost savings, revenue growth and asset efficiency.
Mark liked part #3 the best, but had comments about part 1 and 2. Listen to what he had to say.
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