Vocatus Pricing & Selling Blog
Pricing and selling powered by Behavioral Economics
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.
Un-casting the discounting spell
For many companies promotions and ridiculous discounts are easy actions to attract more customers and increase sales – it almost seems magical. But it’s not! Read here how discounting ruined an entire industry and how you can escape the curse.
Telco pricing: How to secure margin in times of data commoditization?
The rise of unlimited data plans significantly challenges the business model of the telco industry. Read here how you, as a telco, can secure revenue and margin in times of data commoditization.
Dynamic Pricing: The Dos and Don’ts
Dynamic pricing is considered the gold standard of e-commerce pricing. Some rules, however, should be observed when incorporating dynamic pricing in your pricing strategy.
What does Brand Positioning have to do with behavioral economics?
Behavioral pricing and selling focus on the role of the price in the decision-making process. But what does behavioral pricing and selling have to do with strategic questions such as brand positioning?
Smart portfolio management increases user financing in public transport
Case study public transport —
how to improve your subscription rate through smart portfolio management and thus increase your user financing.
How to increase Conversion at Digital Touchpoints? With BEAT Maps!
Today online stores and apps are not only critical instruments for managing customer relations but are increasingly becoming relevant sales channels. Read here how to optimize your online channels for sales using Behavioral Economics Activity Tracking Maps (BEAT Maps).
Price acceptance, not willingness to pay – a concept for better pricing
Read here why the concept of willingness to pay is misleading, and why you should instead speak of price acceptance for truly successful pricing.
XaaS – Anything-as-a-Service
Anything-as-a-Service (XaaS) offers enormous opportunities as a business model. Not only, but especially during a crisis.
How to adapt selling to the crisis
The crisis challenges the way we (can) do selling. Read here, from a behavioral economics perspective and our own observations, how we can adapt to this new situation in sales.
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