How do you get your arms around the various players in the channel and manage the links in the distribution chain? In this interview, we discuss channel pricing with Peter Maniscalco, a Senior Manager of Pricing at a major IT Products and Services company.

Pricing is a specialized function and it can be difficult to get a read on the health and status of where the field is headed. Kevin Mitchell of the Professional Pricing Association provides his perspectives on the state of the pricing profession.

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

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 encourage, enable, and manage organizational change when the deck is stacked against you? In this in-depth interview, Scott McAllister and Suraj Mohandas share the quantifiable benefits of effective change management and expose the essential steps that are required to get it right.

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

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.

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.

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.

In this Expert Interview, Cath Brands of Flintfox discusses what pricing teams can do to finally address those frustrating and costly price execution issues that have been slowing us down and holding us back.

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.

Jared Wiesel of Revenue Analytics discusses his work helping mid-market companies combat over-discounting in the field.

In this Expert Interview, Paul Parsons discusses his experiences helping a number of distributors and manufacturers leverage the power of segmentation to boost their margins and profits.

It's easy to assume that when a buyer says they need a lower price, they really mean it. But making the wrong assumption can be very costly. Nelson Hyde explains how to tell when a buyer is bluffing.