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.

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

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 expert interview, Jim Vaughn, the author of a new book called "Stop Racing in a Blindfold," talks about how to combine Big Data and Pricing Science to drive better financial results, at scale, and on a go-forward basis.

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.

Some practitioners will use the terms "revenue management" and "pricing" interchangeably. In this expert interview, Amit Aggarwal, the Executive Vice President of Revenue Management at iHeartMedia, helps explain the differences and why they matter.

In this Expert Interview, Stephan Liozu discusses what it really means to practice value-based pricing in a B2B environment. And here's a hint --- there's a lot more to it than many would have us believe!

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.

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.

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.

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.

A conversation with veteran pricing professional Lydia DiLiello about working more effectively with executive management.

In this expert interview, Barrett Thompson provides insight into the common problems and pitfalls to avoid when developing price segmentation models in B2B environments.

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.

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