About this podcast
The Impact Pricing Podcast will help you win more business at higher prices by teaching you about pricing and value.
Once you understand how your buyers perceive the value of your product, you can build, market and sell products that win at higher prices.
Pricing is really about creating, communicating and capturing value.
Episodes
The newest 50 of 500 episodes
- Buyer Insight: The FTC Wants Disclosure. Sellers Should Want It Too. · 10 minThis is an Impact Pricing Blog published on August 31, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- Why Pricing Professionals Should Stop Working Alone with Diana Coelho · 26 minPricing is a team sport. Yet many pricing professionals still feel isolated, working through complex decisions without enough input from the people around them. Diana Coelho…
- Buyer Insight: Credits Are a Confession · 5 minThis is an Impact Pricing Blog published on August 24, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- Stop Selling Hours. Start Selling Value with Florence Brunet · 18 minWhat if your customers aren't really buying your team's time, equipment, or technical expertise? What if they're buying the problems you solve and the results you deliver?…
- Buyer Insight: Wall Street Is Sending Software Companies a Message About AI Pricing · 5 minThis is an Impact Pricing Blog published on August 17, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- When Free Beats Your Price, Learn From Ebay with Yvonne Pop · 24 minWhat happens when competitors offer for free what you charge for? Yvonne Pop, Director of Global Markets Pricing and Monetization at eBay, shares how eBay rethought its…
- Buyer Insight: Buyer-First: The Antidote to Product Myopia · 5 minThis is an Impact Pricing Blog published on August 10, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- Seats, Credits, or AI Agents? The New Rules of SaaS Pricing with Rob Litterst · 32 minWhat happens when AI changes what software can do faster than companies can figure out how to charge for it? Rob Litterst is co-founder of Pricing SaaS, focused on SaaS pricing…
- Buyer Insight: How Big an AI Bite Are You Asking Buyers to Take? · 5 minThis is an Impact Pricing Blog published on August 3, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- Why Pricing Transformation Fails Without Leadership with Anna Fastishevskaya · 24 minWhat if the biggest obstacle to pricing transformation isn't the pricing strategy itself, but getting people to change? Anna Fastishevskaya leads commercial finance and pricing…
- Buyer Insight: Product Myopia: The Antidote · 8 minThis is an Impact Pricing Blog published on July 27, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- Is Your Business Healthy? Your Pricing May Have the Answer with John Gilbo · 26 minWhat if your pricing has been quietly leaking margin—and you simply haven't looked closely enough to find it? John Gilbo is Sales Director for North America, Australia, and New…
- Buyer Insight: Product Myopia: The Symptoms You've Been Misdiagnosing · 7 minThis is an Impact Pricing Blog published on July 20, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- How to Raise Prices When Everything Is Getting More Expensive with Jacob Moller Korsgaard · 23 minWhat happens when your costs keep rising, your contracts lock you in, and your customers still expect stability? Jacob Moller Korsgaard, Director of Pricing at Danfoss, has spent…
- Buyer Insight: Product Myopia: Where It Hides in Your Company · 9 minThis is an Impact Pricing Blog published on July 13, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- Why AI Gets Pricing Wrong and How to Train It to Get Pricing Right with Roberto Rivera · 31 minRoberto Rivera is the founder of Pricing Nerd, where he builds AI-powered pricing workflows for B2B companies. With more than 25 years in pricing and experience working alongside…
- Buyer Insight: Product Myopia: The Disease You Don't Know You Have · 5 minThis is an Impact Pricing Blog published on July 6, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- Why Technically Correct Pricing Recommendation Can be Strategically Wrong with Sandeep Mathew · 21 minSandeep Mathew is a sales and marketing leader with 19 years of global CPG experience, including extensive work at Unilever building and deploying revenue growth management (RGM)…
- Buyer Insight: The Value Was Always There · 14 minThis is an Impact Pricing Blog published on June 29, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- The $80M Dealer Reveals the Pricing Tricks First-Time Car Buyers Miss with Dominic Genova · 31 minDominic Genova spent 17 years on the factory side at Chrysler and 27 years owning car dealerships. He grew one dealership from a building with no power or water and no sales into…
- Buyer Insight: Hidden Problems, Hidden Value · 3 minThis is an Impact Pricing Blog published on June 22, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- AI Pricing Has 4 Possible Futures, Which One Are You Building For with Steven Forth · 35 minSteven Forth is a principal at PatternMind and co-author of Pricing for the Agent Economy, with deep expertise in pricing strategy, scenario planning, and the emerging agent…
- Buyer Insight: The Case for Token-Based Pricing · 4 minThis is an Impact Pricing Blog published on June 15, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- What Are You Really Charging For? The Business Problem Behind AI Pricing with Manu Mehra · 32 minManu Mehra is Head of AMER Industries Strategic Deal Pricing at Databricks, with more than 12 years of experience across pricing, product, cloud, and AI, including Google Cloud…
- Buyer Insight: Stop Measuring WTP. Start Shaping It. · 4 minThis is an Impact Pricing Blog published on June 8, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- Stop Asking AI "What Should I Charge?" with George Boretos · 28 minGeorge Boretos is the founder and CEO of FutureUp, where he helps companies uncover hidden revenue and margin opportunities through AI, predictive analytics, and pricing science…
- Buyer Insight: The Business Case Nobody Built · 3 minThis is an Impact Pricing Blog published on June 1, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- #LivePricingCoachingWithMarkStiving: From 35% to 70% Win Rates, Mark Richman's Pricing Transformation · 37 minWhat happens when a former client returns for a live pricing coaching session? Mark Richman, CEO of Skeleton Key, shares how applying Mark Stiving's value-selling principles…
- Buyer Insight: You Didn't Lose the Deal. You Lost the Commitment. · 4 minThis is an Impact Pricing Blog published on May 25, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- Why Buyers Trust Salespeople Who Don't Need the Sale with Michael Barbarita · 24 minMichael Barbarita is the founder of Next Step CFO, strategic CFO, and author of Powerful Business Strategy. After more than four decades of helping businesses grow through…
- Buyer Insight: How Buyers Actually Buy (And Why AIDA Isn't The Answer) · 3 minThis is an Impact Pricing Blog published on May 18, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- The Price of Influence: Why People Don't Buy Your Ideas with Claire Wang · 25 minClaire Wang is a pricing strategist, speaker, and author of The Price of Influence. With a background spanning insurance, consulting, and commercial strategy, she helps…
- Buyer Insight: What Is a Pig Worth? · 3 minThis is an Impact Pricing Blog published on May 11, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- The Coming Age of Humanless Pricing Negotiations with Adrienne Gordon · 26 minAdrienne Gordon is the CEO of PriceSpace and founder of Pricing Empowered. With more than 25 years of pricing experience, she helps organizations combine pricing strategy…
- Buyer Insight: The Information Trap Is Killing Your Deals · 4 minThis is an Impact Pricing Blog published on May 4, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- Why Buyers Don't Buy (Hint: It's Not Your Price) with Ted Olson · 34 minMost sales conversations assume buyers make rational decisions. Ted Olson argues that's exactly why so many deals stall. Ted Olson is a sales strategist who helps founders…
- Buyer Insight: Being Chosen Isn't Winning · 4 minThis is an Impact Pricing Blog published on April 27, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- The Hardest Part of Every Buying Decision with Dan Rochon · 32 minDan Rochon is the creator of the Teach to Sell methodology and host of the No Broke Months podcast, where he teaches professionals how to build trust and influence without…
- Buyer Insight: I Was Wrong About Will I · 8 minThis is an Impact Pricing Blog published on April 20, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- Raised Prices 5X, Lost 40% of His Clients... and Made More Money with Robin Waite · 27 minRobin Waite is the founder of Fearless Business and author of Fearless Pricing, helping coaches, consultants, and freelancers stop selling time and start charging for results. In…
- Buyer Insight: Your Wins Are Lying To You · 4 minThis is an Impact Pricing Blog published on April 13, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- How to Price When AI Becomes Your Buyer with Steven Forth · 28 minSteven Forth is the founder of Value Intelligence (ValueIQ) and a longtime leader in value-based pricing. He is also a co-creator of The Value Project, an open-source initiative…
- Buyer Insight: Willingness to Pay Isn't About Your Product · 3 minThis is an Impact Pricing Blog published on April 6, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- Why Pricing Might Be the Best Path to CEO You've Never Considered with Ryan Walter · 25 minWhat if the pricing function isn't just a specialty discipline—but one of the best training grounds for future CEOs? Ryan Walter, Partner at Jennings Executive Search and author…
- Buyer Insight: Why More Features Make It Harder to Buy · 3 minThis is an Impact Pricing Blog published on March 30, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- The Pricing Sprint: Why Human Behavior Still Wins In the Age of AI with Jenny Millar & Ann Padley · 31 minJenny Millar is the CEO and Founder of Untapped Pricing, and Ann Padley is a Senior Strategy Consultant at Untapped Pricing. Together, they are the co-authors of The Pricing…
- Buyer Insight: Will AI Shrink Our Teams or Expand Our Ambitions? · 4 minThis is an Impact Pricing Blog published on March 23, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- Why Buyers Don't Buy When They're Convinced — They Buy When They Can Predict with Todd Caponi · 34 minTodd Caponi is the author of The Transparency Sale, The Transparency Sales Leader, and The Four Levers of Negotiating. He advises revenue teams on decision science, transparency…
- Buyer Insight: Buyers Are Rational, It's the Sellers That Aren't · 6 minThis is an Impact Pricing Blog published on March 16, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here…
- AI Agents, Zero Humans, and the End of SaaS Per-Seat Pricing with Ajit Ghuman · 31 minAjit Ghuman is the co-founder of Monetizely, former VP of Product at Segment, and author of Price to Scale. In this episode, Ajit breaks down one of the biggest pricing…
