In my previous article on the topic of the decision landscape, I examined how we as humans make purchase decisions and how selling organizations need to adopt its products, services, and marketing to fit changes in the decision landscape — the complex set of internal-to-us and external factors that we…

This is a good article, and it pinpoints several things that companies, start-ups as well as established firms often forget: 1. Understanding the business, they are in. The CEO of Rolex was interviewed and asked about the status of the Swiss watch industry. He replied, "I don't know. We are…

There is a business saying that goes like, “Low prices will get more customers and high prices will get fewer customers.” This alleged “old” truth is something that the business economy lives by and has done for a very long time indeed. But this saying doesn’t capture the reality of…

Abstract: In this article, I will examine how we as humans make purchase decisions and how selling organizations need to adopt its product, services, and marketing to fit changes in the decision landscape — the complex set of internal-to-us and external factors that we, as humans, use to make a…

The coronavirus pandemic has affected us all, both personally and professionally. You know how your situation has changed, and there is no point in this article to repeat what we already know. What we do in my company is to generate demand curves; using a method we’ve developed, based on…

(Article 3 of 3) Over the years, I have seen so many companies make mistakes with pricing. These are mistakes that can easily be avoided just by knowing they are actual mistakes. These pricing mistakes lead to sub-optimal performance: lower sales volume or lower profit margins compared with the right way to price. Sometimes…

(Article 2 of 3) Over the years, I have seen so many companies make mistakes with pricing. These are mistakes that can easily be avoided just by knowing they are actual mistakes. These pricing mistakes lead to sub-optimal performance: lower sales volume or lower profit margins compared with the right way to price. Sometimes…

(Article 1 of 3) Over the years, I have seen so many companies make mistakes with pricing. These are mistakes that can easily be avoided just by knowing they are actual mistakes. These pricing mistakes lead to sub-optimal performance: lower sales volume or lower profit margins compared with the right way to price. Sometimes…