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Getting Beyond Pricing to Make a Real Impact

Step Out of Your “Box” and Influence the Upstream Decisions That Can Ultimately Make or Break Your Pricing Efforts

To be effective in B2B pricing, you have to be able to align, coordinate, and influence all of the different functional groups involved. And the more you actually know about these other areas, the easier it’s going to be to have a positive impact. In this guide, you'll learn:

  • How to influence the upstream decisions that can determine how effective your pricing efforts are going to be.
  • A 5-point plan you can use to get beyond the typical confines of the pricing practice and have a greater impact.
  • 6 hurdles you need to watch out for when working with other departments---and proven ways to get over them.
  • A downloadable Cheat Sheet with an overview of the different areas and recommendations for working with them.

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More Subscriber-Only Resources From Our Library

  • Are They a Price Buyer or a Poker Player?

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  • Promoting the Power of Pricing

    In B2B, there are many other people affecting pricing outcomes, directly or indirectly. So how do you gain and maintain the organizational attention, support, and participation you need to drive improvement over time? It's easier than you may think!

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  • How to Defend Your Prices

    In B2B environments, you're sometimes facing a battle on two fronts: With customers and prospects, and with others inside your own company. In this on-demand webinar, learn about effective strategies and tactics for defending your prices internally and externally.

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