Optimize Your Pricing Decisions With Data

April 20, 2017

How can you use data to make pricing decisions and understand demand patterns? Pragmatic Marketing instructor and pricing expert Mark Stiving tackles this topic with Neil Biehn, senior director of business analytics at Siemens Healthcare, a statistician with more than a decade of experience in analytics, segmentation, sales effectiveness and pricing optimization.

You can connect with Neil Biehn on LinkedIn.

If you have an idea or topic for a future podcast, contact us at experts@pragmaticmarketing.com.

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Lessons Learned from 100+ Hours of Persona Interviews

April 13, 2017

Through a 25+ year career in technology marketing, Mark Yeager has performed over 500 buyer persona interviews. In this podcast, he shares his top 9 hints for performing successful persona interviews, quick, easy changes that you can make today to start getting more value from your market interactions. Listen now!

Want more tips for successful interviews? Download this cheat sheet from Yeager Marketing.

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Prisoner’s Dilemma (and What the Heck It Has to Do with Pricing)

April 6, 2017

Imagine this: you are arrested by the police for robbing a bank. You, of course, are innocent. They also arrest another person for the same crime. In the interrogation room, the police say, “We’ve caught your accomplice. You guys are in trouble. You should confess now to make your sentence easier.” Then they explain the possible sentences:

• If both you and the other person confess, you each get three years in prison
• If neither of you confesses, you each get one year in prison
• If you confess and the other person doesn’t, you go free and he spends five years in prison
• If the other person confesses and you don’t, he goes free and you spend five years in prison

What should you do? And what can this scenario teach you about pricing in a competitive landscape? Find out as pricing expert and Pragmatic Marketing instructor Mark Stiving walks you through the scenarios and provides real world examples of this pricing concept in the market today.

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Pricing Professional Services

March 30, 2017

Pragmatic Marketing instructor Mark Stiving is joined by world-renowned pricing expert Ron Baker. The founder of VeraSage Institute, a think-tank for professional-knowledge firms, Ron has been helping professionals learn how to create and capture more value. Mark and Ron discuss a range of pricing topics, including how to price professional services (hint: it's NOT by the hour).

Connect with Ron Baker on LinkedIn. If you have a topic you’d like us to tackle in an episode of Pragmatic Live, send us a note at experts@pragmaticmarketing.com.

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A Peek Behind the Pragmatic Curtain: Eating Our Own Dog Food

March 23, 2017

So how does the company that taught the world what it means to be market-driven put it to work in their own company? In this podcast, Pragmatic Marketing instructor Mark Stiving interviews our own VP of Marketing, Rebecca Kalogeris, on how they’ve implemented the Pragmatic Marketing concepts over the years and what they’ve learned from their successes (and failures) along the way. Listen now.

Find this interesting and want to hear more about how we practice what we preach at Pragmatic Marketing? Or maybe you want to share your implementation story—the good and the bad—with Mark and Rebecca? Contact us at experts@pragmaticmarketing.com. We’d love to hear from you.

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Reaching Key Decision Makers to Accelerate Revenue

March 16, 2017

In this week’s podcast, Rod Griffith, president of B2B marketing firm Market Reach, shares his tips, tools (and personal war stories) for reaching and resonating with c-suite buyers. Learn how he got Steve Jobs attention and what you can do to reach the true decision makers for your products. Listen now!

Got an idea or a topic for a future podcast? Send your ideas to experts@pragmaticmarketing.com.

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Rethinking Leadership in a World of Change

March 9, 2017

The pace of change in the technology industry has never been faster. Those behaviors long talked about as the secret to good leadership are simply not enough anymore. So what else do today’s leaders need to succeed in a world of rapid change? To shed some light on the topic, we invited Art Petty, world-renowned thought leader, speaker and author, and longtime friend of Pragmatic Marketing, to this episode of Pragmatic Live. Listen now as he talks about the seven critical skills required of leaders today and shares the story of how one senior product manager he knows put them to work for her and her company.

And after you’re done listening, be sure to check out Art’s article in the most recent edition of Pragmatic Marketer and visit his blog at artpetty.com.

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A Peek Behind the Pragmatic Curtain: Marketing Automation

March 2, 2017

Want to know what it’s really like implementing a marketing automation solution? Or, maybe you’re years into your implementation and just want to relive those first few months of chaos. Either way, listen in as Pragmatic Marketing instructor Mark Stiving interviews our own VP of Marketing, Rebecca Kalogeris, on her recent marketing automation software implementation—what made them make the move, what the experience has been like and what they’ve learned along the way.

And if you are new to marketing automation and you have a question or if you’re an old hat who has some great advice, continue the conversation at experts@pragmaticmarketing.com. We’d love to hear from you.

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The B2B Buying Disconnect

February 22, 2017

So how closely aligned are buyers and vendors in the world of B2B technology sales? That’s the question that TrustRadius’ director of research, Megan Headley, explored in her recent landmark study. Listen now as she shares her findings on:

  • Which information sources buyers use, find most helpful, and consider most trustworthy, versus the resources vendors focus on providing buyers
  • Which selection criteria buyers care about, versus what vendors think is important to buyers
  • How buyers view the role of vendors, and how vendors try to engage their buyers
  • And, based on these disconnects, what can vendors do differently

To download the full study, visit TrustRadius and also check out one of our Market courses near you to learn how you can align your marketing and sales processes to how your market buys.

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Jobs to be Done vs. Market Problems

February 16, 2017

In this episode, we’re doing something a little different. We’re going to listen in on a conversation between Neil Baron of Barron Strategic Partners and Bob Moesta co-creator of the jobs-to-be-done theory. They chat about what “jobs-to-be-done” means and how it relates to “market problems” that we talk so much about here at Pragmatic Marketing. And since together they’ve literally worked on thousands of products, they are going to share some tips and best practices along the way. Listen in.

And as always, if you have a topic you’d like to hear us tackle in an episode of Pragmatic Live, send us a note at experts@pragmaticmarketing.com.

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