Featured B2B Pricing Insights & Tips
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5 Skills Worrying Pricing Teams
These are the areas where the world's best pricing organizations are focusing.
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"I Hate Elvis"
Whether you loved the King or wished he had never picked up a guitar, Elvis and his manager had a plan to separate you from your money.
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“If Only We Had Panicked More”
People regret a lot of things. But not panicking enough generally isn't one of them. Find out how to minimize and manage panic in a pricing crisis.
Recommended On-Demand Webinars
Popular Express Guides & Research
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A Modern Approach for Fixing a Costly Profit Leak
We recently went through a virtual negotiation training program that can help close the massive skills gap between buyers and sellers. In this research brief, we share our impressions and recommendations.
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Four Ways to Be More Strategic In Pricing
In pricing, it's all too easy to get lost in all of the administrative tasks and tactical activities. This guide outlines four areas of focus that can help you become a much more strategic pricing professional.
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Understanding How B2B Pricing Is Different
It's dangerous to assume that the pricing principles are the same whether the buyer is an individual consumer or a business. This guide explains five important differences between B2B and B2C pricing and how you can use them to your advantage.
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Questions from the Community
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Question
How would we know which value packages or bundles make sense to create?
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Question
Should we announce price increases to customers whose pricing is actually being grandfathered and NOT increased?
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Question
Why shouldn't services be priced by the hour? Lawyers and accountants do it, don't they?
Recommended Tutorials
Popular Expert Interviews
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Finding Your Path Toward Pricing Improvement
An insightful conversation with Andre Weber of Simon-Kucher & Partners about pricing improvement in B2B.
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Developing An Effective Global Pricing Capability
In this informative conversation with Lynn Guinn, the Global Strategic Pricing Leader for Cargill, learn about developing and maintaining a high-performance pricing function in one of the largest and most successful agricultural companies on the planet.
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Avoiding the Pitfalls of Price Segmentation
In this expert interview, Barrett Thompson provides insight into the common problems and pitfalls to avoid when developing price segmentation models in B2B environments.
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Recommended Case Studies
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Top Tools & Diagnostics
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The Negotiation Tactics Cheat Sheet
Study and internalize these descriptions to better understand and identify many of the most common negotiation strategies and tactics your team will likely encounter in the field.
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Identifying Three Types of Customer Defection
This video guide shows how to identify the early signs of three costly types of customer defection and how to take action before it's too late to turn it around.
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The Competitor Assessment Scorecard
Use this scorecard to assess your competitors relative to each other and yourself on the various elements of the Triangulated Competitive Audit.
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