Vocatus Pricing & Selling Blog
Pricing and selling powered by Behavioral Economics
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.
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?
Case study public transport —
how to improve your subscription rate through smart portfolio management and thus increase your user financing.
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).
Read here why the concept of willingness to pay is misleading, and why you should instead speak of price acceptance for truly successful pricing.
On their way to customer-centricity, many companies start developing so-called personas: prototypical users. Although we should welcome this change of perspective, the use of personas bears some risks.
IKEA rules the pricing and selling game. One of the reasons they are so successful is because they understand and influence their customers’ psychology and decision.
The Corona virus is leaving the world in a state of emergency. In such a state, we can observe, once more, that people are far from acting rational.
Too few companies in B2B ask themselves that question. If they did, they would discover how a change in perspective can help their sales success.
Not all customers, buyers and market segmentations are created equal. Let’s guide you through the segmentation maze – and which one(s) to use for pricing and selling.