Over-discounting in the field is a frustrating reality for most B2B pricing teams. So, how do you prevent it from happening? In this Expert Interview, Chaz Napoli shares the strategies and tactics he's found to be effective through hundreds of customer engagements.

How do you develop great pricers and prepare them for other leadership positions in the company? In this interview, Greg Preuer discusses his team's intense, 48-week pricing training program.

Sales and pricing will rarely see eye to eye. Greg Preuer, Director of Pricing at Cooper Lighting, shares his experiences on how he's been able to work more effectively with the sales team.

It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this expert interview, Paul Hunt exposes the real problems behind rampant discounting in the field.

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.

An interview with Reuben Swartz about how to create sales proposals that win more business at higher margins.

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.

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.

In this interview with Chris Provines, author of "Selling to Procurement", get an inside look at the goals and tactics of the purchasing people who are working so hard to get your salespeople to give up margin.

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.

In this Expert Interview, Walter Paczkowski shares his perspectives on the challenges and opportunities he's identified in his work using advanced quantitative techniques to set better prices.

A godfather of the modern pricing practice talks to PricingBrew about the “hidden” challenges in B2B pricing.

In this Expert Interview, we talk to Jared Wiesel of Revenue Analytics about how to get beyond basic markups to improve and optimize the pricing of configured products.

In this expert interview, Bob Vezeau, the Vice President of Strategic Pricing at WestRock, discusses his experiences redesigning the company's sales compensation platform to better align with pricing excellence.

In this expert interview, Mark Burton of Holden Advisors shares his latest insights and advice for getting beyond tactical analysis and taking your pricing department to the next level.