Do Good Work

Raul Hernandez Ochoa

Do Good Work is not a label but a way of living. It is the constant and diligent effort to achieve a new level of excellence in one’s own life. It is the hidden inner beauty behind the struggle to achieve excellence. It is not perfect but imperfect. It is the effort, discipline and focus that often goes unnoticed. The goal of this podcast is to highlight that drive. The guests I have on this show emulate this drive in their own special way. You’ll be able to apply new ideas into your own life by learning from them...

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Do Good Work

Episodes (337)

Tuesday How to Price to Value: Most B2B Sales Are About Risk Transfer With Garrick van Buren
Sep 22nd How Phillip Berry Bootstrapped Northwind for 18 Years to Do What $500 Billion Giants Can't
Sep 16th How to Close In on the Last 8%: The Part of Every Hard Conversation We Leave Unsaid With Bill Benjamin

Do Good Work

Oct 13, 2026
47¼ minutes
43 MB

In this episode, I talked with Garrick Van Buren about pricing as value creation and why every price is really set against the status quo of “doing nothing,” meaning you must outcompete the comfort of not fixing a problem. We break down value as transformation from current to future state and how to quantify it through revenue gains, cost savings, time savings, and especially retention/churn, with examples like a real estate brokerage commission tool where agent retention drove the true value. Garrick shares his “value stack,” customer rediscovery interviews to uncover unpriced value and unmet needs, and a “How’s My D...

Do Good Work

How to Price to Value: Most B2B Sales Are About Risk Transfer With Garrick van Buren

Raul Hernandez Ochoa

00:00 -47:23