Mike Blake is the founder of High Score Strategies, with over 26 years of experience in business valuation and M&A markets. He specializes in advising small to medium-sized businesses (SMBs) on increasing their valuations. Mike is passionate about the relationship between pricing and value, and how effective pricing strategies can significantly impact a company's worth.

In this episode, Mike shares his insights on how pricing affects valuation, the importance of differentiation in a competitive market, and the shift from growth to profitability in business models. Together, they explore the concept of context-driven pricing, the significance of signaling in pricing strategies, and how companies can leverage their unique data to enhance their market position.

Why you have to check out today’s podcast:

• Discover how pricing communicates a company's brand and market position.
• Explore the relationship between pricing, profitability, and business valuation.
• Learn about the importance of differentiation and how to create a competitive moat.

“Pricing is language. It communicates to the market what kind of brand you are.”

– Mike Blake

Topics Covered:

01:37 – The relationship between pricing and valuation.

02:30 – The importance of pricing in determining profitability and cash flow.

03:39 – Differentiation and competitive moats in pricing strategies.

04:53 – The shift from growth to profitability in business models.

08:36 – Signaling in pricing and its impact on investor perception.

11:17 – How to differentiate in a market dominated by larger players.

13:23 – The relevance of pricing strategies for SMBs, and how service-based companies offer consulting as value-ad.

17:04 – What Mike does.

19:36 – Why businesses that don't know their business model.

20:53 – Why value-based pricing is excruciatingly difficult.

25:53 – Mike’s advice on pricing and negotiation.

Key Takeaways:

“Pricing is the stem cell for all of that. [Cash flow, revenue, and profitability]” – Mike Blake

“Companies that get pricing right are the most valuable.” – Mike Blake

“If you're selling 100% of your deals you're probably not optimizing your revenue because you're selling too cheaply.” – Mike Blake

“Understanding your unique data can create alternative revenue streams.” – Mike Blake

Connect with Mike Blake:

• LinkedIn: https://www.linkedin.com/in/unblakeable/
• Email: mblake@highscoresstrategies.com

Connect with Mark Stiving:

• LinkedIn: https://www.linkedin.com/in/stiving/
• Email: mark@impactpricing.com

This is an Impact Pricing Blog published on March 3, 2025, turned into an audio podcast so you can listen on the go.

Read Full Article Here: https://impactpricing.com/blog/pricing-ai-the-rules-havent-changed-but-your-strategy-should/

If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com.

Now, go make an impact.

Connect with Mark Stiving:

• Email: mark@impactpricing.com
• LinkedIn: https://www.linkedin.com/in/stiving/

Deepak Bhootra is the CEO of Jabulani Consulting, with over 19 years of experience in the tech industry, including significant roles at Hewlett Packard and Sun Microsystems. Deepak has a deep understanding of pricing strategies and their impact on sales performance. He is passionate about helping organizations navigate the complexities of pricing and sales operations.

In this episode, Deepak shares his journey into pricing and sales, discussing the cultural nuances of negotiation in India and how they influence pricing strategies. Together, they explore the challenges salespeople face with pricing, the importance of understanding value from the customer's perspective, and how AI can play a role in pricing strategies.

Why you have to check out today’s podcast:

• Discover the common pitfalls salespeople face when discussing pricing.
• Explore the importance of aligning pricing with customer value and the psychological aspects of pricing.
• Learn how AI can enhance pricing strategies and sales effectiveness.

“Pricing is something that companies use to control sales behavior. Salespeople don’t like to be controlled.”

– Deepak Bhootra

Topics Covered:

01:46 – Deepak introduces himself and shares his background in pricing.
03:10 – The cultural significance of negotiation in India and its impact on pricing.
07:44 – The relationship between sales and pricing and the challenges salespeople face.
14:21 – Discussion on the emotional aspects of pricing and how they affect sales decisions.
17:12 – Insights into the importance of understanding value from the customer's perspective.
23:09 – The role of AI in enhancing pricing strategies and sales effectiveness.
30:35 – Deepak’s pricing advice.
33:18 – Connect with Deepak.

Key Takeaways:

“Salespeople need to understand the value of pricing and how it relates to customer perception.” – Deepak Bhootra

“Value is in the eye of the beholder. Understand what the customer values before discussing pricing.” – Deepak Bhootra

“When you ask a budget question right up front, you're actually setting yourself up for a pricing discussion.” – Deepak Bhootra

“Pricing is one of those conversations where you have complete control of your CRM updates, you have complete control over your forecast, your relationship, but you do not have control over the price because someone else dictates the price.” – Deepak Bhootra

“When you are looking at price, giving a discount is the easiest lever to pull right up front. And typically (salespeople) they do it because they can also bamboozle you with a lot of stuff.” – Deepak Bhootra

People/Resources Mentioned:

• Jabulani Consulting: https://jabulaniconsulting.com
• Amartya Sen: https://en.wikipedia.org/wiki/Amartya_Sen

Connect with Deepak Bhootra:

• LinkedIn: https://www.linkedin.com/in/deepakbhootra/
• Email: deepak@jabulaniconsulting.com

Connect with Mark Stiving:

• LinkedIn: https://www.linkedin.com/in/stiving/
• Email: mark@impactpricing.com