Vocatus Pricing & Selling Blog
Pricing and selling powered by Behavioral Economics
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.
Market simulation tools in pricing
Market simulations are among the most powerful, but also most demanding tools in pricing. Read here why conjoint analyses are an ideal basis for market simulations, but only if they take into account the findings of behavioral economics.
Why personas are not suitable for pricing and selling
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.
What IKEA can teach you about pricing and selling game
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 decions.
What pricing and selling should (not) do in the Corona crisis
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.
You’re not the cost leader in your industry – why do you still have customers?
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.
Why your customer typology is probably no good for pricing & selling
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.
