Pricing Isn’t the Reason You Lost

Pragmatic Live Chat

“When they say you lost on price, that’s not a good enough answer. You have to peel the onion. You have to do the work to uncover the real answer”
– Spencer Dent

In this episode of Pragmatic Live, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews Spencer Dent, Co-Founder of Clozd—a leading provider of technology and services for win-loss analysis.

They Discuss

  • How the pricing structure or model can affect customer’s value perceptions (For example, large one-time payments may seem riskier to new customers than smaller monthly payments)
  • Why transparency in pricing can help win more buyers
  • Why the concept “people buy, not companies” should inform selling strategies

Additional Resources
Price
This course gives you the tools you need to take the guesswork out of pricing and increase profitability. Learn a proven approach to pricing that reflects what the market is willing to pay and supports your organization’s strategies.
>>Enroll Today

Accelerate Your Subscription Business
Pricing expert Mark Stiving brings his expertise on subscription models to the Pragmatic Learning Network to help product teams improve their subscription businesses and drive growth. Gain clarity and certainty around the right tasks to accelerate growth and your current stage of business.
>> Learn More

Author

  • Pragmatic Editorial Team

    The Pragmatic Editorial Team comprises a diverse team of writers, researchers, and subject matter experts. We are trained to share Pragmatic Institute’s insights and useful information to guide product, data, and design professionals on their career development journeys. Pragmatic Institute is the global leader in Product, Data, and Design training and certification programs for working professionals. Since 1993, we’ve issued over 250,000 product management and product marketing certifications to professionals at companies around the globe. For questions or inquiries, please contact [email protected].

Author:

Other Resources in this Series

Most Recent

Podcast

Working with Engineers: How Product and Engineering Can Help Each Other with Dan Corbin

“There are certain things that product managers sometimes unintentionally do, or things they don’t realize they do, that have really negative cascading impacts for engineers.” – Dan Corbin, Product Management Leader and Instructor at Pragmatic...
Podcast

Inside the Quality Engineering Hub at Mattel with Tim Trapp, Director of Quality Engineering at Mattel, Inc.

“Consumers are our most valuable treasure trove of information, along with online reviews and some other data sets.” -Tim Trapp, Director of Quality Engineering at Mattel, Inc. In this episode, Tim shares all about product...

OTHER PodcastS

Podcast

Working with Engineers: How Product and Engineering Can Help Each Other with Dan Corbin

“There are certain things that product managers sometimes unintentionally do, or things they don’t realize they do, that have really negative cascading impacts for engineers.” – Dan Corbin, Product Management Leader and Instructor at Pragmatic...
Podcast

Inside the Quality Engineering Hub at Mattel with Tim Trapp, Director of Quality Engineering at Mattel, Inc.

“Consumers are our most valuable treasure trove of information, along with online reviews and some other data sets.” -Tim Trapp, Director of Quality Engineering at Mattel, Inc. In this episode, Tim shares all about product...

Sign up to stay up to date on the latest industry best practices.

Sign up to received invites to upcoming webinars, updates on our recent podcast episodes and the latest on industry best practices.

Subscribe

Subscribe

Pragmatic Institute Resources