Here are Some of The Many Resources In The Library
Can You Benefit from Better Deal Management?
Horror stories of unprofitable or poorly managed deals seem to be all too common in B2B. In this guide by Elliot Yama, learn the common causes of bad deals and four signs that your deal management process is lacking.
Five Steps Toward Understanding Salespeople
A big part of pricing is influencing and motivating salespeople to price and discount more effectively. This guide helps you understand salespeople and learn what makes them tick.
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.
Avoiding Five Margin-Killing MarCom Mistakes
A guide to common marketing communication mistakes that reduce your perceived value and pricing power.
Identifying Three Types of Customer Defection
This video guide shows how to identify the early signs of three costly types of customer defection and how to take action before it's too late to turn it around.
Selling Value More Confidently in Seven Steps
To sell effectively, salespeople need confidence in themselves and the value of their offerings. In this tutorial, you will learn 7 straightforward steps you can take to give sales the confidence they need.
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.
Ten Signs Your Pricing Strategy Stinks
There are so many factors at play in pricing that it can be difficult to know if your strategy is really effective or not. This simple self-assessment can help determine whether the odds are for or against your pricing strategy.
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.
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.
Underrated Pricing Technology Evaluation Criteria
This 36-question diagnostic exposes and explains seven areas of pricing technology evaluation and comparison that are underrated, underutilized, and deserving of much greater consideration by prospective buyers.
Getting Beyond Pricing to Make a Real Impact
To be effective in B2B pricing, you have to be able influence all of the different functional groups involved. This guide exposes how to influence the upstream decisions that can ultimately make or break your pricing efforts.
Driving Strategic Decisions with Pricing Analytics
Most often, pricing analytics are only used to evaluate specific deals, identify pricing outliers, and measure price performance over time. But in the right hands, armed with the right questions, pricing analytics can serve a much more strategic purpose.
Step-by-Step Competitive Analysis for Strategic Pricing
How to use competitive analysis to identify actionable opportunities to gain strategic advantage, expose competitive gaps, provide differentiation beyond price, and reduce the pressure to discount.
How Customers Evaluate a Price
Customers aren't as logical in understanding value and assessing a price as you might think. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates your prices.