Vocatus Pricing & Selling Blog
Pricing and selling powered by Behavioral Economics
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.