Travis Umpleby

Travis Umpleby
Business Consulting Manager
Find me on:

Recent Posts

How To: Stakeholder Assessment

Posted by Travis Umpleby on Dec 18, 2018 3:41:22 PM

Are you planning a price increase? Learn from Travis Umpleby via his video below on how to use one simple tool to conduct a stakeholder assessment and help your increase stick.

Read More

Topics: Pricing with Confidence

What Cards Have You Been Dealt?

Posted by Travis Umpleby on Aug 23, 2018 6:00:00 AM

Hear Travis Umpleby discuss the Poker Playing that happens during a negotiation and the rules of the game.  Many salespeople make the common mistake of taking the first card they are dealt in a negotiation.  This is one of the biggest traps a seller can fall prey to because that card is usually around price and discounting.  Learn to stack the cards in your favor and call the Poker Player's bluff to win the game.

Read More

Topics: Negotiating with Backbone

3 Qualities of a High Performance Pricing Team

Posted by Travis Umpleby on May 11, 2018 11:19:59 AM

The CEO of a $9B technology firm reviewed various reports, each indicating that profitability was not improving despite taking several actions to increase revenues. The CEO met with senior leadership to urgently address this profit shortfall. Pricing, product, marketing, and even IT acted to address pricing and improve profitability. Unfortunately, confusion reigned as each department made demands of the other, independently made decisions, and resources were stretched thin. Implementations were delayed or poorly executed. It looked like the next quarter’s results were going to show little profit improvement. 

Read More

Topics: Pricing with Confidence

Replace the Discounting Habit with a Little Arrogance

Posted by Travis Umpleby on Apr 26, 2018 6:01:00 AM

Celebrating 10 Years of Pricing with Confidence (video 2 of 11).

Read More

Topics: Pricing with Confidence, Celebrating 10 Years of Pricing with Confidence

Build Your Selling Backbone

Posted by Travis Umpleby on Mar 22, 2018 5:50:00 AM

Celebrating 10 Years of Pricing with Confidence (video 9 of 11)

Read More

Topics: Negotiating with Backbone, Pricing with Confidence, Celebrating 10 Years of Pricing with Confidence

Professional Sales Teams Thrive with the Right Tools

Posted by Travis Umpleby on Oct 18, 2017 4:11:37 PM

Does your sales team spend more time negotiating with you than with the customer? Do they struggle to achieve pricing targets? How well-equipped are they to accomplish the objectives they are given?

Read More

Topics: Negotiating with Backbone, Newsletter, Pricing with Confidence, Selling with Confidence, Uncovering your Value

Drive Your Value Message with White Space

Posted by Travis Umpleby on Jun 28, 2017 2:59:09 PM

You are sitting across the table from an important influencer within your customer’s buying center. You scheduled this meeting to outline how your new product helps the customer’s teams improve performance. You present one customer value prop after another, so many in fact, there’s no way you can lose.

Read More

Topics: Newsletter, Uncovering your Value

If Value Falls in the Woods

Posted by Travis Umpleby on Mar 3, 2017 7:00:23 AM

If a tree falls in woods, and no one is around to hear it, does it make a sound?  After listening to a presentation in which the speaker claimed value didn’t exist until the customer recognized it, I thought about this age old question a bit differently. Let me ask it again, but this time insert one key phrase: If a supplier’s product or service impacts a customer’s business, but a customer doesn’t recognize it, does that value exist?

Read More

Topics: Selling with Confidence