When it comes to evaluating price, most of us don't have a clue what we're doing. According to Priceless author William Poundstone , much of our strategy boils down to "just winging it," and that's not an effective way to do business: “People tend to be clueless about prices. Contrary to economic theory, we don’t really decide between A and B by consulting our invisible price tags and purchasing the one that yields the higher utility. How can you stay ahead of the curve and price your offerings the smart way? 1) Using Comparative Pricing. Let's begin! 1,499. MORE >>

Jim, the VP of Marketing, quickly restated the request; “I want to use Self-Service Pricing as a way to capture better leads on our website.”. We never discuss pricing until we have a solid working relationship with the prospect. We can actually add more qualified opportunities to the top of the sales funnel with Self-Service Pricing. If you are not exploring how to provide self-service pricing on your B2B website you may be overlooking a B2B Lead Generation bonanza. “You want to do WHAT ?” asked Nancy, CEO of StorTech, in disbelief. MORE >>

That’s probably a good thing, since it will take time to train the ExactTarget people on the product and to find an effective price structure. Service might also deteriorate if ExactTarget accelerates sales as much as they seem to expect. Pardot’s pricing (more on that in a minute) probably won’t change much: while ExactTarget could afford to fund competitive price cutting, it’s a public company and wouldn’t want to increase losses still further. Back to pricing. million, to be exact). The acquisition's value to ExactTarget is less clear. million 2011 figure. 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 Existing sales collateral/presentations tend to focus on supplier information—confirming what the customer already knows about our products, services, and solutions. 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 >>

Jeff Erramouspe, President of Manticore Technology  , and was recently quoted in a DemandGen Report article on the trends around the average selling price of marketing automation solutions and the possible impact for the future of the market.  Following is the complete interview: DemandGen Report:   We have heard a lot of volatility and competitive pressure in terms of pricing in the marketing automation space. What’s driving the change/pricing pressure? Jeff Erramouspe: We have seen selling prices drop over the past six months, particularly at the lower end of the market.  MORE >>