Here are Some of The Many Resources In The Library
How to Craft Effective Strategic Value Messages
This tutorial shows you how to get beyond the platitudes and develop compelling messages that get prospects to view your offerings as being different, better than the alternatives, and worth the price.
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.
Creating & Managing a Pricing Governance Team
Pricing is often the culmination of many decisions made by many different groups across the company. In this guide, learn to embrace the inter-connected nature of pricing in a B2B environment by giving stakeholders a voice.
Getting Started in B2B Pricing
This 8-part course focuses on the critical concepts that B2B pricing professionals need to know. Whether you're trying to figure out where to begin or just want to ensure everyone on your team understands the fundamentals, this course can help.
Four Ways to Be More Strategic In Pricing
In pricing, it's all too easy to get lost in all of the administrative tasks and tactical activities. This guide outlines four areas of focus that can help you become a much more strategic pricing professional.
Influencing Internal Pricing Negotiations
In B2B, the most costly pricing negotiations often take place within the confines of our own organizations. In this guide, you'll learn the top 10 strategies for negotiating better pricing outcomes with others inside your company.
Three Core Pricing Skills That No One Talks About
For many B2B companies, increasing knowledge around pricing is a priority. But this education regularly ignores skills that are critically important. In this guide, learn about three areas that are often overlooked.
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.
Manage Your Customer Mix to Improve Profits
It's natural to assume that you need to raise your prices or lower your costs to improve gross margins. But there's another powerful variable in the equation that can help grow profits.
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.
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.
Avoiding Five Margin-Killing MarCom Mistakes
A guide to common marketing communication mistakes that reduce your perceived value and pricing power.
Competitive Insights for More Strategic Pricing
To avoid unnecessary pricing battles, you need to have a deep understanding of your competitors and their approaches to pricing. This guide shows you how to gain the strategic insights you need.
Building A Center Of Excellence Around Pricing
For many companies, the Pricing Center of Excellence model is finding favor over centralized pricing teams. This guide exposes the critical differences and steps to getting started with this popular model in your own organization.