073: ProfitWell’s Patrick Campbell on why it’s important to understand the nuanced factors that determine pricing...and why salespeople aren’t more involved in pricing discussions
Episode description
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Patrick Campbell, CEO of Boston-based business intelligence firm ProfitWell.
Like every technology entrepreneur Patrick, has a background in econometrics and math (we kid, we kid). Before establishing ProfitWell, Patrick worked in the intelligence community in Washington D.C., and did economic modelling for Google. You know, just a couple of obscure organizations. No big deal.
Throughout the pod, Collin and Patrick do a deep dive into the complex, fluid, and, ultimately, critical world of price determination. Highlights include: Patrick’s background (4:10), the impact of pricing (9:54), persona pricing fit (15:30), key pricing information for salespeople (18:00), the difference between good and bad salespeople (22:46), value metrics (35:25), why salespeople aren’t more involved in pricing (38:39), and cold call Collin (50:18).