I’ve been working in value-based pricing for over 20 years and I’ve seen firsthand how it can transform a company’s profits when done right and executed properly through sales. While the specific strategies and tactics vary across industries, company size, and product offerings, many of the foundations and logic behind those strategies can be learned, and must be understood in order to grow a company’s revenue and profit growth in today’s markets. I’d love to connect about any of these topics – feel free to reach out on LinkedIn!
This is the logical next step in value-based building blocks.
Learning simple negotiation approaches is essential for go-to-market capability building so teams can defend their prices and get paid for the value they deliver. In order for us to sell the price we came up with, we need to understand the various types of people we’re selling to.
The book discusses how to frame value and price appropriately in order to get the most out of realized price, training customers to realize price over time and negotiating more effectively in both the short- and long-term scenarios of customer relationships.
Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field…
Since completing my PhD in political economy (dissertation: ‘International Integration and Foreign Policy Decision-making’) I have gone deeper into economic origins of change (eg. Modern Inflation, coauthored with well-known economist Wilhelm Hankel in Bologna, Italy at Johns Hopkins SAIS) and find the interactions between economic, politics, and psychology fascinating—presenting an infinite number of ‘Sherlock Holmes-like puzzles’. We are all now confronted with political, economic, and psychological uncertainties, put on high speed due to the war in Ukraine and great power tensions. So it is time to learn about the origins of our problems and their trends in order to better cope and find a basis for individual, if not collective, peace.
Shiller predicted both the dot-com crisis (2001) and the financial crisis stemming from real estate (2008) in advance in two editions of this book.
Since receiving the Nobel prize in economics he published his book Narrative Economics: How Stories Go Viral which together with the book recommended will help the reader predict the timing of coming economic trends.
In this revised, updated, and expanded edition of his New York Times bestseller, Nobel Prize-winning economist Robert Shiller, who warned of both the tech and housing bubbles, cautions that signs of irrational exuberance among investors have only increased since the 2008-9 financial crisis. With high stock and bond prices and the rising cost of housing, the post-subprime boom may well turn out to be another illustration of Shiller's influential argument that psychologically driven volatility is an inherent characteristic of all asset markets. In other words, Irrational Exuberance is as relevant as ever. Previous editions covered the stock and housing markets--and…
Having a master's degree in chemical engineering, I wasn't destined to work in the area of quantitative finance… the reason why I professionally moved to this discipline aren't worth exposing, but as a matter of fact, I've been quickly fascinated by this science, and encountered some of my favorites, such as maths and statistics, as used in the traditional activity of an engineer. And I had many opportunities of combining the knowledge and practice of financial markets with pragmatism, typically of the engineer’s education, i.e. oriented toward problem solving. In addition, I've always loved teaching, and writing books on financial markets & instruments, hence the importance I'm giving to pedagogy in professional books.
The valuation of options has been the subject of numerous studies, papers, and books.
The originality of this one is that it is collecting the resulting formulae to be used in practice, and for each of them, proposing related Excel spreadsheets, and VBA coding (also with a CD included). All types of options are covered, from “vanilla” to “exotics”, on every kind of underlyings (from traditional ones up to commodities and energy).
It also develops calculation methods for the options “greeks” and volatility. But the book is not only such a catalog of formulae, these are assorted by useful comments about the best way to apply them, and their validity limits. Not surprisingly, this book is qualified as the “bible” of options valuation.
Long-established as a definitive resource by Wall Street professionals, The Complete Guide to Option Pricing Formulas has been revised and updated to reflect the realities of today's options markets. The Second Edition contains a complete listing of virtually every pricing formula_all presented in an easy-to-use dictionary format, with expert author commentary and ready-to-use programming code.
The Second Edition of this classic guide now includes more than 60 new option models and formulas...extensive tables providing an overview of all formulas...new examples and applications...and an updated CD containing all pricing formulas, with VBA code and ready-to-use Excel spreadsheets.
I’ve been working in value-based pricing for over 20 years and I’ve seen firsthand how it can transform a company’s profits when done right and executed properly through sales. While the specific strategies and tactics vary across industries, company size, and product offerings, many of the foundations and logic behind those strategies can be learned, and must be understood in order to grow a company’s revenue and profit growth in today’s markets. I’d love to connect about any of these topics – feel free to reach out on LinkedIn!
While pricing has evolved in many ways, the tenets of this book will be referenced in nearly every modern-day pricing strategy.
It’s important to understand these foundations and their logic as you build out your own strategy. The book walks through the effects of price, how it reflects on your brand, and the art of price setting and differential value as important parts of the broader picture of pricing.
Practical in focus and lively in style, this book provides a comprehensive, managerially-focused, integrated, step-by-step guide to pricing analysis and strategy development. Numerous walk-through examples show how companies successfully or unsuccessfully implement pricing strategies. Strategic Pricing; Costs; Financial analysis; Customers; Competition; Price-center strategy; Life Cycle Pricing; Managing Value Perceptions; Segmented Pricing; Pricing in and through Distribution Channels; Competitive Advantages; Customer Research for Pricing; The Law and Ethics. For Marketing Managers, Product Managers, Managers of Pricing, Managers of Strategic Planning.
I have always been curious about why societies develop, which is why I was drawn to the social sciences as a student. I first encountered attempts to explain development in economics, but found that mainstream models were too neat and abstract to account for my everyday observations. Why are there no entrepreneurs in the models, and why do most economists assume that property rights are unambiguous? I eventually discovered that non-mainstream economic theories and some of the other social sciences are more concerned with reality. Eventually I developed an eclectic framework with a focus on entrepreneurship, institutions, and spatial agglomerations as factors that shape socio-economic development.
This is the second book that I read about entrepreneurship. It’s also my second favorite book on economics.
Unlike Schumpeter, Kirzner does not assume that entrepreneurship is an unusual activity. Most people are entrepreneurial at some point. Successful entrepreneurship means being alert to profit opportunities that others have not noticed.
The underlying message is that there is such a thing as a free lunch. Kirzner views the market as a process rather than an equilibrium state. It is a superb book for understanding why mainstream neoclassical economics is unrealistic, but it does not address uncertainty.
Stressing verbal logic rather than mathematics, Israel M. Kirzner provides at once a thorough critique of contemporary price theory, an essay on the theory of entrepreneurship, and an essay on the theory of competition. Competition and Entrepreneurship offers a new appraisal of quality competition, of selling effort, and of the fundamental weaknesses of contemporary welfare economics.
Kirzner's book establishes a theory of the market and the price system which differs from orthodox price theory. He sees orthodox price theory as explaining the configuration of prices and quantities that satisfied the conditions for equilibrium. Mr. Kirzner argues that "it is more…
In my younger days, as the son of a medical professor and a public health nurse, I was more interested in healing society than patients. But my political interests and research agenda as a professor of political science ultimately led back to medicine. I found that profit-maximizing market competition in health care failed miserably to promote value in therapeutics and economize on society’s scarce resources. I became aware of the neglect of public health to prevent disease for vulnerable groups in society and save money as well as lives. Pervasive and enduring economic conflicts of interest in the medical-industrial complex bear primary responsibility for severe deficits in quality, equality, and economy in American health care.
I find Angell’sThe Truth About the Drug Companies extremely valuable for teaching students about how the pharmaceutical industry translates high profits into power resources to protect and increase those profits over time.
The former New England Journal of Medicine editor exposed how drug companies enlist politicians, the FDA, and medical academia for their cause. And armies of lawyers to extend monopoly marketing rights for years.
It was my first introduction to how they spend more on marketing than research, much of that on “copy-cat” drugs of dubious superiority to ones with expired patents.
As a tax (and high drug price) payer, I was disturbed to learn how they use government funds for basic research and then rig and spin their reporting of clinical studies to inflate their products’ therapeutic value and underplay their risks.
During her two decades at The New England Journal of Medicine, Dr. Marcia Angell had a front-row seat on the appalling spectacle of the pharmaceutical industry. She watched drug companies stray from their original mission of discovering and manufacturing useful drugs and instead become vast marketing machines with unprecedented control over their own fortunes. She saw them gain nearly limitless influence over medical research, education, and how doctors do their jobs. She sympathized as the American public, particularly the elderly, struggled and increasingly failed to meet spiraling prescription drug prices. Now, in this bold, hard-hitting new book, Dr. Angell exposes…
When I first started covering Wall Street as a reporter, I faced a steep learning curve. I had always loved history, but I knew almost nothing about the history of Wall Street itself. I started educating myself -- and what began as a utilitarian effort to do my job better became a life-changing passion. Too often, financial history gets written for analysts and academics; it was a rare joy to find writers who told these wonderful Wall Street tales in an engaging, accessible way. That became my goal as an author: to write financial history in a way that could fascinate the general reader.
It may seem odd to apply the word “thrilling” to an account of price movements through history. But for me, this book was one exciting “Aha!” moment after another. Fischer is a wonderful, whimsical writer, but he is also a brilliant historian who sees how the rhythms of the human economy – buying, selling, saving, spending – shape both the future and our understanding of the past. A truly surprising, brilliant book!
I’ve been working in value-based pricing for over 20 years and I’ve seen firsthand how it can transform a company’s profits when done right and executed properly through sales. While the specific strategies and tactics vary across industries, company size, and product offerings, many of the foundations and logic behind those strategies can be learned, and must be understood in order to grow a company’s revenue and profit growth in today’s markets. I’d love to connect about any of these topics – feel free to reach out on LinkedIn!
This book takes a deeper look into the psychology of choices and pricing.
It helps provide more context and understanding around some familiar tactics and what drives buyer’s decisions. While price setting can be a technical activity, leaders need to understand the softer/behavioral skills to sell that price both internally and externally. Both components are important in order to get your pricing right.
Winner, 2022 Leonard L. Berry Marketing Book Award, American Marketing Association
How do leaders, managers, and proprietors go about the essential task of setting prices? What biases enter into this process, and why? How can a business debias its price setting to become more productive, strategic, and profitable?
Combining perceptive insights from behavioral economics with leading-edge ideas on price management, this book offers a new approach to pricing. Gerald Smith demonstrates why understanding, reframing, and refining everyday pricing processes-a firm's or manager's pricing orientation-results in a better long-term pricing strategy. He explores how pricing actually happens in practice and shows…
I’ve always been fascinated with money and investing. Trading is but one segment of the market, but it’s one that creates a lot of drama and excitement that draws people in—and that creates great stories. I also want people to do their research before they trade, because so many people lose money. Preparation, discipline, and strategy improve the odds of success. I’m a long-time financial author and consulting analyst. I have an MBA and am a CFA charter holder, the whole bit, and want to make financial information more accessible. There are a lot of people with a vested interest in making things more complicated than they need to be.
Great trades come from market analysis, not hot tips on Reddit. Candlestick charts contain an enormous amount of information about market trends and activity. Learning charting takes some time, and this book is a great start. Whatever system you decide to follow, make notes of your trades. Plan them out, then note what worked and what didn’t.
Want to gain a trading edge with candlestick charts? Find them a little confusing? No worries! Candlestick Charting For Dummies sheds light on this time-tested method for finding the perfect moment to buy or sell. It demystifies technical and chart analysis and gives you the tools you need to identify trading patterns - and pounce! This friendly, practical, guide explains candlestick charting and technical analysis in plain English. In no time, you'll be working with common candlestick patterns, analyzing trading patterns, predicting market behavior, and making your smartest trades ever. You'll discover the advantages candlestick has over other charting methods…
Mark Leibovit is Chief Market Strategist for Leibovit VR Newsletter. His technical expertise is in overall market timing and stock selection based upon his proprietary Volume Reversal (TM) methodology and Annual Forecast Model. Mark's extensive media television profile includes seven years as a consultant ‘Elf’ on Louis Rukeyser’s Wall Street Week television program, and over thirty years as a Market Monitor guest for PBS The Nightly Business Report. He also has appeared on Fox Business News, CNBC, BNN (Canada), and Bloomberg, and has been interviewed in Business Week, Forbes, and The Wall Street Journal. His comprehensive study on Volume Analysis, The Trader’s Book of Volume is a definitive guide to volume trading.
Harry and I are personal friends and I am an occasional contributor on his daily live website. Regardless, I follow his work everyday which is broadcast during market hours. He and I are both in our mid-70s and have been trading and writing about the stock market for 40-plus years.
Harry Boxer's proven techniques for short-term traders. He is the best I know for showing and using short-term technical stock market indicators.
Harry Boxer's proven techniques for short-term traders Written in easy-to-understand language, Profitable Day and Swing Trading + Website explains the trading tactics that draw on price, volume, and pattern recognition. Highly regarded trader Harry Boxer offers the information needed to recognize chart patterns, identify trades, and execute entries and exits that will maximize profits and limit losses. Boxer also reveals his concept of price-volume surges as the key to identifying the most lucrative trades. Throughout the book, Boxer describes his routine for preparing for each trading day, selecting stocks to monitor, and how he keeps track of prices and executes…
