Tales from the Trenches in B2B Pricing
Gleaning Insights from Ten Cautionary Case Studies in Pricing Improvement
We have to recognize that driving pricing improvement in a B2B environment can sometimes be a messy affair. With so many moving parts and so many different people involved, it's almost a given that things won't go as planned. And as we move forward, we might even discover that our initial assessment was all wrong. To navigate the path with as few missteps as possible, we should take advantage of "perfect hindsight" and learn all we can from those who have gone before. In this on-demand webinar, you'll learn about:
- The importance of accurate root-cause diagnosis and the costly downsides of focusing on the obvious.
- How to gracefully recover from a major miscalculation and get your pricing initiative back on track.
- Taking prudent steps to mitigate organizational risk and minimize the potential for internal blowback.
- What others now recognize that they could have done differently to sidestep many of the challenges.
This webinar is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
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The B2B Pricing Capability Self-Assessment
To help identify areas for improvement and help gauge the competitiveness of your company's strategic and tactical pricing capabilities, simply answer the 52 questions in this straightforward self-assessment as truthfully and objectively as possible.
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Tweaking Your Sales Strategy to Improve Prices
A well thought-out strategy can reduce pricing pressure and increase deal velocity. This guide explains how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.
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The Leading Edge of Customer-Specific Pricing
In this Expert Interview, Pete Eppele discusses current best practices and sheds light on what leading pricing functions are doing right now to manage and optimize their customer-specific pricing.
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Avoiding the Top 10 Pricing Mistakes
You're going to make mistakes. But if you can avoid the biggest mistakes, you're definitely rigging the game in your favor. In this on-demand webinar, learn about the top 10 mistakes that other pricing groups have made along the way.
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The Politics of Pricing in B2B
Navigating the Competing Internal Interests Behind Critical Pricing Decisions
