About
Articles by Mark
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Understanding Fencing: Google’s Strategy to Maintain Regional Pricing for YouTube Premium
Understanding Fencing: Google’s Strategy to Maintain Regional Pricing for YouTube Premium
By Mark Stiving, Ph.D.
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How to Charge Different Customers Based on Value Received
How to Charge Different Customers Based on Value Received
By Mark Stiving, Ph.D.
Contributions
Activity
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If your PortCos aren’t losing customers, they aren’t charging enough. But how do you get them excited about the concept of pricing – and overcome…
If your PortCos aren’t losing customers, they aren’t charging enough. But how do you get them excited about the concept of pricing – and overcome…
Shared by Mark Stiving, Ph.D.
Experience & Education
Licenses & Certifications
Publications
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Selling Value - How to Win More Deals at Higher Prices
Mark Stiving, Ph.D.
Salespeople who understand value win more deals at higher prices. This book will forever change the way you think about B2B Sales. It's one of those landmark titles that comes along about once a decade with the potential to revolutionize the profession. With this book, you will better understand how buyers make purchase decisions and how they think about value. You probably have a gut feel for what value is but do you articulate it effectively to your prospects? This book will show you how…
Salespeople who understand value win more deals at higher prices. This book will forever change the way you think about B2B Sales. It's one of those landmark titles that comes along about once a decade with the potential to revolutionize the profession. With this book, you will better understand how buyers make purchase decisions and how they think about value. You probably have a gut feel for what value is but do you articulate it effectively to your prospects? This book will show you how to communicate value more effectively. Most definitely a sales field guide your team needs to win bigger deals at higher prices more consistently.
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Win Keep Grow: How to Price and Package to Accelerate Your Subscription Business
Morgan James
Highly readable and filled with Aha's for anyone running a recurring revenue business.
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Pricing is ...
Pragmatic Marketing
E-book generated from several blogs published at PragmaticPricing.com
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Impact Pricing: Your Blueprint for Driving Profits
Entrepreneur Press
Easy to read, eye opening book on how to think about pricing. Excellent reviews on Amazon.
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Price Endings When Prices Signal Quality
Management Science
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Market Segmentation in the 21st Century: Discrete Solutions to Continuous Problems
Seoul Journal of Business
Other authors -
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Navigating the Confusing Math of Retail Pricing
Journal of Commerce
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An Empirical Analysis of Price Endings with Scanner Data
Journal of Consumer Research
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Dissertation: An Economic Theory of Price Endings
UC Berkeley
Honors & Awards
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Distinguished Toastmaster
Toastmasters International
The Eagle Scout of Toastmasters. :-)
Recommendations received
53 people have recommended Mark
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