Price doesn’t have to make sense for you AND your customers. It has to make sense to them.

More words, more convincing, more self-investment in the sale, more excitement, more proof, more references, more… noise. Just because you use more words and make things more complex, what really

Business playbook Brand playbook Marketing playbook Sales playbook Product playbook They’re best practices slightly tweaked. Something new (to you), but not different. Most of them, shallow. Following a script. Inflexible

LLMs are awesome language prediction models that tend, as with anything that’s scaled-up, to the average. They’re great at helping you see patterns —when you have learned what patterns look

“The order of the factors does not change the product”… until it does. When entering a market, do you look for the right product for the market? Or do you

Pricing is how a business sets a price for an offer. It can be based on costs, marked up on a market assumption, based on the capital invested, on the

A price is a signal to the market. It’s the representation of your promise. If it’s high, it means it’s a premium / expensive / worth the money. If it’s

The more you run will not necessarily get you farther. The more effort you put, the more complex you make things (either for yourself or for your customers), the more

“The best marketing is a product people want to talk about.” Nope. The best marketing is helping your customers. Helping them in such a way that they will LOVE to

That something seems like a big potential win can be mistaken with an opportunity. Without assessing properly the trade-offs, the implications of pursuing it, the motivations behind, all you’ll get

In your field, what’s the thing that makes you different? If you could say only ONE thing to make your case, what would it be? When you are different, yet

The first trap: good, better, best. You’ve seen them pretty much everywhere: SaaS, productized services, services, products, subscriptions… While it would make sense to offer tiers named “Good, Better, Best”

Everything now is an agent. And here’s people trying to create a digital twin that “acts” and “thinks” like them. Here’s the thing, it goes against what agency means: the

There’s the assumption that Help is something to be done asking for nothing in exchange. If that were true —bear with me on this one— any of the following would

“You’re always trying to sell.” “You’re always selling.” One is the neediness and the push to make a deal happen. It’s looking for an angle on how to make the

“Companies need to sustain their operations, therefore, the customer needs to pay the price for it.” Customers are not responsible for your operations. They don’t care. They will NOT care.

“My customers say my prices are too expensive. How do I justify the price to them?” Next thing up: you’re looking up for features, benefits and arguments to make your

Pre-S: Back on the horse (pt. 2). After some time off publishing and emailing (the writing —fortunately— didn’t stop), we’re back on the horse. Tricks are used to deceive people,

Many people in sales think that’s charm what gets them to keep accounts and/or close deals. It’s not. In the vast majority of cases what gets (mis)labeled with charm is:

Is it bad to keep the same price for 10 years? Or is it good to keep the same price for 10 years? Same. No incremental raises, no inflation, no

Knowing how to do their thing is what differentiates experts from non-experts. Now, it’s not only knowing how to. Having this in the back of your head makes it visible,

If you are highly competent and care about your customers, you probably have a savior complex. You care about them, for their success, and want to help them at best

Business = Design How a business operates, how it chooses, how it makes money, who it serves. How the business sees the world. Intentionally or not, it follows a design.

The best way to demonstrate your expertise is not always by answers. What separates experts from newbies is making questions. The right kind of questions. Questions where you guide your

That’s the stench of desperation. When sellers try to demonstrate by saying they’re the best option to their customers situations. With the eagerness. The anxiety. The overexcitement. Because they bring

Pop quiz: Price is the amount of money that… A.- the customers pay to receive what the company’s offering B.- the company charges for what they offer.

A price increase might feel like too risk (whatever that price increase is). And when your customer gets back to you with sticker shock, they’ll ask you what justifies it

“If you have to have a prayer session before raising the price by 10%, then you’ve got a terrible business” — W. Buffet Which begs the question: will you be

David C. Baker had a post today about AI. But it hit deeper. To me, it’s one of the most accurate definitions of what generic, inexpert, and pushy salespeople are:

Jonathan Stark wrote this daily email on OpenClaw and how it much makes things easier for him. “As it turns out, it’s pretty hard to explain exactly why OC is