More B2B companies than ever before are taking steps to improve their pricing. But they aren't all going about it in the same ways...or achieving the same results. In this special report, we characterize the two primary paths that are being taken and expose the critical differences.

It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this expert interview, Paul Hunt exposes the real problems behind rampant discounting in the field.

In this interview with Chris Provines, author of "Selling to Procurement", get an inside look at the goals and tactics of the purchasing people who are working so hard to get your salespeople to give up margin.

Over-discounting in the field is a frustrating reality for most B2B pricing teams. So, how do you prevent it from happening? In this Expert Interview, Chaz Napoli shares the strategies and tactics he's found to be effective through hundreds of customer engagements.

The Marketing Research Analysis Guide will help you interrogate your marketing research findings to gain strategic insights and identify opportunities for truly meaningful action.

Categories and sample questions for developing effective marketing research interview guides. A robust and well-rounded interview guide can be constructed by just developing one question in each category.