Ep 79 - How to Price, Negotiate, and Capture Value With Confidence, With Joanne Smith

In this episode of Invisible Ink, pricing strategist Joanne Smith, formerly an executive at DuPont and now a leading expert in value-based pricing, joins Shubha Chakravarthy to unpack the science and art of pricing for early-stage deep tech startups.


Check out Joanne's real-world, battle-tested advice and smart, practical strategies, as well as her sharp insights on:

1. The single biggest pricing pitfall tripping up technical founders, and how to overcome it
2. How to build courage and confidence in your pricing
3. The essence of value-based pricing
4. How to identify true value in a large customer organization
5. How to quantify your product's value and ROI
6. How to identify value when your product has multiple use cases and applications
7. The one type of buyer you should avoid, and how to spot them in the wild
8. Smart ways to handle price pushback from important customers
9. How to split value between you and your customer
10. Practical and effective tips to overcome price objections
11. How to design effective pilots for risky technologies without sacrificing future pricing upside

and much more!