Thoughts on product management and product marketing...

Pricing for International Markets

Apr 27, 2017
How do you know how the willingness to pay in the U.S. compares to the bereitschaft zu zahlen in Germany, and what else do you need to consider when pricing your product for new international markets? Find out in this edition of Pragmatic Live with Mark Stiving, pricing expert and Pragmatic Marketing instructor. Listen now!

Premature Pricing: When to Communicate Pricing Information

Apr 26, 2017
When during the sales cycle should you talk about pricing? The correct answer is “it depends.” It depends on the type of sales cycle or buyer’s journey. It depends on the type of product you sell. It depends on the familiarity of your market with your competitors. However, if there is one guideline on this topic it is this: Communicate price after value is understood. Sometimes they happen simultaneously. Notice that almost all B2C sales situations clearly show the price of the product...

Sales and Marketing Alignment – Why is it so hard?

Apr 21, 2017
CEOs struggle to get their Sales and Marketing teams to work together. It seems simple enough. We all are driving toward the same outcome. Yet there is friction between the Sales and Marketing teams that is either visible or simmering below the surface. Sales has a mission that is clear and visible. They sell stuff and bring money into the company. The Sales team has a quota to hold them accountable for achieving their mission. Sales often believes the only role of Marketing is to support...

Optimize Your Pricing Decisions With Data

Apr 20, 2017
How can you use data to make pricing decisions and understand demand patterns? Pragmatic Marketing instructor and pricing expert Mark Stiving tackles this topic with Neil Biehn, senior director of business analytics at Siemens Healthcare, a statistician with more than a decade of experience in analytics, segmentation, sales effectiveness and pricing optimization. You can connect with Neil Biehn on LinkedIn.  If you have an idea or topic for a future podcast, contact us at...
Preparing for Battle: Establishing an Effective Competitive Analysis Program
February 15, 2017

Are your sales people ready for battle? Have you equipped them with the tools and training necessary to compete, or are you sending them into the ring with one arm tied behind their back? Learn how to establish an effective competitive analysis program in this webinar.

Rethinking Leadership in a World of Change
March 9, 2017

The pace of change in the technology industry has never been faster. Those behaviors long talked about as the secret to good leadership are simply not enough anymore. So what else do today’s leaders need to succeed in a world of rapid change?

Box of the Month
Stakeholder Communications
March 1, 2017

Join us each month as we dig deep into a different box of the Pragmatic Marketing Framework to provide you easy access to tools, tips and best practices.