Pricing. After all the excitement of attracting a potential new customer, pricing seems like such a killjoy. But pricing is just as important a concept to communicate as the features of your product or the benefits of your service. But when is the right time to talk about pricing, and what's the right way to go about it? How to Talk About Pricing Without Scaring People Off. And in the right context, pricing materials can be as engaging as your ebooks and blogs. Should You Put Pricing on Your Website? Pricing Page Best Practices. Politics. MORE >>

In fact, many members tell us that customers want to engage with us only when they’re ready to talk about one thing—price—with many more opportunities going out to bid. And Much of the guidance we give salespeople is geared toward indentifying customers/prospects after they have defined their needs, have budget allocated, and a clearly defined timeline to make a decision. This hinders our ability to clearly differentiate ourselves from our competition, leading to the price-focused conversations we strive to avoid. Think about that for a moment. Customers MORE >>

While most B2B marketers are familiar with using white papers for lead generation, they may not have heard the term price paper ™ A price paper is a document that helps prospective customers with budgetary information about complex products and services. In the upper right hand quadrant you find price papers. First, potential business customers are looking for pricing on business websites, not to purchase, but to BUDGET. The following graph illustrates the point: Many B2B marketers confuse the need for pricing with a Business to Consumer (B2C) model. MORE >>

original on pricing posted May 26, 2010). Pricing, when done properly, is one of the most difficult tasks any business faces. Price something too low, and people wonder about the quality. Price too high, and you’re out of budget. Price vs. Quality Everyone has a certain quality vs price tradeoff that they’re willing to make for any given product or service. Each of these locations targets a specific price vs. quality niche. Even lower on price are discount food stores where people are willing to pay even less for less quality. MORE >>

'Author: Patrick Chen When it comes to deciding where to spend your online ad budget these days, do you ever feel overwhelmed with choices? Or maybe you just go with the cheaper stuff and buy store brand cereal (aka Bing) — half the price and pretty much the same thing. The fact is, deciding how to allocate your online ad budget is a difficult and confusing exercise. Once you have a trendline equation for each advertising channel, you can leverage Excel’s Solver tool to find the optimal budget allocation in order to maximize your Conversion Metric. Budgets MORE >>