Get the Answers You Need
Whether you have specific questions about driving better pricing outcomes in a B2B environment—or just want to know which questions you should be asking—the library of questions in the PricingBrew Journal makes it easy to find the answers and resources you need.
Here are just a few that subscribers get access to:
- Our research interviews were really informative. Do we really need to conduct a broader research survey now?
- What is a "Steady State" customer defection and how do I spot it?
- What can I do if I can’t really tell whether the customer is serious about needing the absolute lowest price?
- How do you "normalize" your pricing to something else?
- What if our top-selling salesperson is the worst at hitting target prices and margins?
- Is speaking about loss avoidance really more powerful than highlighting upside gains?
- Why are salespeople so quick to offer discounts?
- Should I give my salespeople a specific price, or is a range OK?
- If we have people with lots of experience in the industry, do we really need to conduct marketing research?
- How can we get ahold of competitors' price lists?
This question 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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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.
View This Diagnostic -
Pricing Psychology in B2B
While businesses do indeed have systems and policies to ensure greater rationality and consideration in purchasing, certain psychological factors can still have tremendous influence over price perceptions.
View This Webinar -
Preventing Bad Deals Before They Happen
Thanks to analytical toolsets, it's easy to identify deals that weren't priced properly. But after-the-fact corrective actions do little to prevent outliers from happening again. This diagnostic shows you how to uncover and address the true root causes behind bad deals.
View This Diagnostic -
Exploring Four Different Types of Buyers
To win a negotiation without giving up too much, it's important to understand who's on the other side of the table. This interview with Nelson Hyde teaches you about four types of buyers --- how to identify them and how to deal with them.
View This Interview
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