Here are Some of The Many Resources In The Library
How to Get More Aligned With Sales
Taking a purposeful approach toward aligning more closely with the sales team can reap great rewards for pricing results. Learn five straightforward steps toward fostering a better working relationship with integrity.
Understanding How B2B Pricing Is Different
It's dangerous to assume that the pricing principles are the same whether the buyer is an individual consumer or a business. This guide explains five important differences between B2B and B2C pricing and how you can use them to your advantage.
Combating Competitive Pricing Pressure
Pricing pressure is just a fact of life. But how well you handle that pressure can determine whether your business ultimately succeeds or fails. This guide exposes 15 ways to address (and prepare for) competitive pricing pressure.
Avoiding 3 Costly Price Segmentation Mistakes
Price segmentation is the cornerstone of any successful pricing program but it's easy to make costly mistakes that can jeopardize your efforts. In this guide, learn how to sidestep three common mistakes.
Exploring the Root-Causes of Pricing Problems
An educational case study collection exploring seven instances where further investigation revealed that supposed pricing problems weren't really pricing problems after all.
Two Ways to Champion Pricing Initiatives
This case history details how one pricing champion used two different approaches to gain support and approval...and got very different results. Find out which approach worked better.
Boosting ASPs (Average Selling Prices) to Drive Profitability
The use of averages are as common in business as they are in sports. Average selling prices (ASPs), however, can hide a lot of profitable truths. In this case study, Peter Maniscalco reveals how one building materials company dug deeper to find profitable opportunities.
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.
Timing Your Pricing Actions for Success
The timing of your pricing actions can greatly influence how those actions are perceived and received. In this Express Guide, learn how to time your pricing actions to minimize conflict and maximize acceptance.
Managing Your "Minimum Advertised Price"
Many manufacturers have augmented their channel strategies with MAP (Minimum Advertised Price) policies. While not a panacea, MAP policies can mitigate many channel control and conflict issues. In this guide, we expose 20 strategies and tactics for more effective MAP policies and programs.
Suffering from a Costly Case of Sticker Shock
In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.
Answering Three Questions to Enable Change
In this guide, learn a more effective approach for championing new solutions in B2B environments.
Visualizing Data to See the Trees in the Forest
Walter Paczkowski on harnessing the power of data visualization to explore and explain the causes of margin leakage.
Five Strategies for Better Price Segmentation
A video guide that explores five strategies and considerations to make your price segmentation more powerful and profitable.
Identifying the Right Unit of Value for Pricing
Simple pricing structures can hurt revenues and profits when they fail to align customer value and costs. This case study demonstrates how to identify the right "unit of value" for both pricing and costing purposes.