Resources Archive - PricingBrew

PricingBrew

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Featured B2B Pricing Insights & Tips

Pricing Teams Need to Hear This “Dutch Uncle” Advice

A “Dutch uncle” is a person who delivers blunt advice in the interest of educating someone else. Well, our Editor in Chief just happens to be Dutch. And he's an uncle. And he has some very frank advice about where pricing teams choose to focus.
3 Proven Secrets for Pricing Change Management

Pricing improvement requires change. But how can we get our organizations to change without a bunch of internal conflict and outright resistance? Through our research, we've identified a number of change management "secrets." Here are three of the biggies:
Wait...Don't Change Sales Comp to Improve Prices?

Again and again, we've made the point that if your salespeople have pricing or discounting discretion, you have no choice but to make tackling sales comp a top priority. But is there a way to do it without changing the comp scheme?

Recommended On-Demand Webinars

Popular Express Guides & Research

Four Ways to Get More Out of Pricing Analytics

There's no doubt that pricing analytics can be powerful, but it’s not a slam dunk. This guide explains four powerful strategies for producing more meaningful results from your pricing analytics efforts and investments.
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Visualizing Data to See the Trees in the Forest

Data visualization is critical to exposing what's actually happening with prices in your business. Learn how to harness its power to explore and explain the causes of margin leakage.
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Myth Vs. Reality in Pricing Technology

This special report exposes seven of the most common and costly pricing technology myths and misconceptions we've encountered in our research. Find out if outdated beliefs are causing you to fall further and further behind.
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Questions from the Community

Question

Why is customer retention so much more important in B2B than in B2C?

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How does internal marketing relate to change management?

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Can just measuring something cause it to improve?

Recommended Tutorials

Popular Expert Interviews

Getting the Top Job in B2B Pricing

How do you become a Vice President of Pricing at a multi-billion dollar B2B company? A great first step is to get some advice from someone like Dick Braun, the Vice President of Strategic Pricing at Parker Hannifin.
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Methods of Measuring Value and Pricing Performance

Ever had a request for more resources or investment met with "what have you done for me lately?" In this Expert Interview, Erin Cihak and Peter Bloechle discuss multiple approaches for credibly demonstrating value and contribution.
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Dismantling Mid-Market Pricing Myths

In this Expert Interview with Jared Wiesel of Revenue Analytics, learn about his work helping mid-market companies get past the myths and misconceptions to begin leveraging the power of pricing technology.
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Recommended Case Studies

Top Tools & Diagnostics

The Functional Area Cheat Sheet

A quick overview of the common ways different internal groups can have an effect on pricing outcomes and suggestions for how you might be able to diplomatically help them help you.
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The Triangulated Competitive Audit Guide

The Triangulated Competitive Audit Guide provides you with a full reference list of the strategic questions you'll want to ask to gain a deeper understanding of your competitors and their motivations.
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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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