Remove Class Remove Customer Remove Pricing
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Can you defend your pricing niche against your competition?

Berkonomics

There can be nothing more important in your business planning that selecting the proper pricing niche, making your story clear using that niche, and the defending your position against the competition. There are five major classes or niches a company should examine and make its own in calculating positioning in the marketplace.

Pricing 226
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Pick your pricing niche carefully. Defend it.

Berkonomics

There are five major classes or niches a company should examine and make its own in calculating positioning in the marketplace. They are: Price. Companies that compete on price rarely compete against others who emphasize service or quality. Nordstrom’s competes on service above all, quality second and price a distant third.

Pricing 197
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Helping Startups Understand Salespeople & the Sales Culture

Both Sides of the Table

Whenever I heard why we didn’t feel a sales process at an important customer was going well (or if we lost) I would get involved myself. Obviously to understand a “class” of people you have to make broad generalizations. They are as good at selling you as they are at selling your product to customers.

Sales 382
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Understanding How The Innovator’s Dilemma Affects You

Both Sides of the Table

Reading it felt like read a university book for an economics class and no wonder since he’s a professor at Harvard Business School. This is important because the customers they serve (the red line) demand a product that meets their complex requirements. So the startups tend to focus on totally new customers. billion.

Startup 376
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The Truth About Convertible Debt at Startups and The Hidden Terms You Didn’t Understand

Both Sides of the Table

When convertible debt first started being introduced as a “faster, cheaper way to get startups funded” they didn’t have pricing built into them. ” And some seed stage investors told me, “I prefer not to fight over price now. They’ll get priced soon enough by a VC.” Enter “the cap.”

Startup 354
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Improving Sales: The Excuse Departement is Closed

Both Sides of the Table

Whenever I heard why we didn’t feel a sales process at an important customer was going well (or if we lost) I would get involved myself. Obviously to understand a “class&# of people you have to make broad generalizations. They are as good at selling you as they are at selling your product to customers. Here are mine.

Sales 316
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Who Should you Hire at a Startup?

Both Sides of the Table

Only Hire A+ People Who Punch Above Their Weight Class. I believe that you should always hire people are are looking to “punch above their weight class,&# which means to hire people who want to be one league above where they are today. Weight Class : Let’s take sales. Maybe our pricing needed work – who knows.

Startup 327