Suffering from a Costly Case of Sticker Shock
How One B2B Reseller's Plan to Offer Deep Discounts to Corporate Buyers Backfired...Big Time
Some companies think that their list prices don't really matter all that much. To support this belief, they'll say things like, "We've never sold anything at list," or "Our customers always ask for discounts anyway." But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.
This case study is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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Price elasticity is incredibly underutilized and often misunderstood. Barrett Thompson explains the nature of price elasticity in B2B and how you can use it to set better prices with far less risk.
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When to Choose Profit, Revenue, or Both
As pricing people in B2B, we all have to deal with the "corporate schizophrenia" around revenue versus profit. In this conversation with Lydia DiLiello, we discuss how pricing teams can best deal with this oftentimes frustrating dynamic.
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How to Tackle Trade Tariffs
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Practical Price Sensitivity
Simpler Ways to Leverage Sensitivity That Deliver Profitable Results
