Pricing & Selling Blog
Pricing and selling powered by Behavioral Economics
Why the Net Promoter Score alone does not work
When the Net Promoter Score drops, it is often understood as a warning signal. Here you can find out why this is often not the case and what you can do about it.
Is there a PERFECT pricing model?
The question of the right pricing model is a topic of heated and controversial debate in the pricing community. There is no simple answer to this question – but here is what you can look out for.
Are you pricing your products correctly?
Often, pricing strategies waste potential because they price products purely based on value. This article explains why this strategy falls too short and how behavioral pricing can open up additional potential for your pricing strategy.
Price increase – now or never?!
Rising inflation, exploding commodity prices as well as the worsening energy situation make it necessary for many suppliers to increase prices. But, at the same time, we wonder: Can we expect our customers to put up with a price increase? Especially now?
Subscription: 4 tips on how to do it “the Amazon Way”
Here is how Amazon became the biggest player in the subscription economy and what you can learn from Amazon Prime for your business model.
How to boost the profitability of your product innovations
What happens if you cannot charge extra for expensive product innovations? Was it all for nothing then? Would there still be a chance for you to become profitable? We will show how to best monetize your product innovation using Behavioral Economics.
Behavioral Incentives: Higher sales growth through effective incentive models
In many sales organizations, variable compensation makes up a large proportion of its staff costs. It is essential that incentive models actually increase sales success. We will show which factors need to be considered when optimizing incentive models.
6 Smart discount strategies for Black Friday and beyond
Arbitrary discounts, as commonly offered on Black Friday, can have fatal consequences. Learn how discounts can be offered without harming the price acceptance of your customers and your brand.
How pricing can shift the decision-making process – for better or worse
An offer does not only influence whether customers buy or not but fundamentally affects how they decide. Read here, how your pricing strategy can alter decision-making.
36% Higher Portfolio Value with Behavioral Selling
Case study portfolio optimization of the Oberbayerische Volksblatt (OVB) Rosenheim: from a confusing showcase of possibilities to a subscription store that helps customers decide.
Behavioral economics in B2B selling: Higher margins despite the crisis
Industrial electronics case study: why behavioral economics can be applied to B2B selling, and how to use it to achieve higher margins, even in commodity markets and in times of crisis.
How to solve the provision blockades of your customers
There often is a big gap between a wish and the actual implementation. Read here to learn about the 5 biggest action barriers based on the example of a pension plan and how to turn them into drivers.
Case study pricing strategy: 430% ROI with behavioral pricing
A powerful pricing strategy can only be created if you understand the decision-making behavior of your customers and implement this knowledge across all 4 aspects of pricing. This is proven by a particularly successful project in the B2B event area from 2019, which recorded an ROI of 430%.
Behavioral economics and customer engagement
Customer engagement – more satisfied, loyal, and profitable customers – is one of the central challenges we face at all customer interfaces, from sales to aftersales.
Behavioral economics helps to improve your customer engagement.
The relevance of irrelevant items for your portfolio
Why the product with the lowest turnover in your portfolio may be the most important one, and why objective improvements of an offer possibly make it subjectively worse. An explanation based on behavioral pricing.