Here are Some of The Many Resources In The Library
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.
Generating Cost-to-Serve Automagically
Creating accurate cost-to-serve estimates can be more difficult than people anticipate. In this tutorial, learn how to reduce the time and effort required to estimate the indirect costs of serving different customers.
How Technology Can Pay You & Your Company
A successful pricing technology initiative can do wonders for your company's bottom line as well as the trajectory of your career. In this tutorial, learn the 4 key steps to take and the 5 land mines to avoid.
Three Types of Buyers That Don't Buy on Price
Research says that 60-70% of buyers aren't price buyers---lower your price for them and you just give margin away. Learn how to identify the types of buyers where additional discounts won't help you win the business.
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.
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.
Five Strategies for Better Price Segmentation
A video guide that explores five strategies and considerations to make your price segmentation more powerful and profitable.
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.
Avoiding Five Margin-Killing MarCom Mistakes
A guide to common marketing communication mistakes that reduce your perceived value and pricing power.
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.
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 Crater a Market with Cost-Plus Pricing
For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, learn how the lack of strategic pricing capability reduced the value of an entire market by over $1 billion.
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.
Seven Steps to Identify and Capture Your Value
When it comes to value-based pricing, it's easy to get sidetracked by all of the apparent complexity. In this tutorial, learn the fundamental process steps that are crucial for success.
How to Prevent Margin Meltdowns in the Field
When your salespeople adopt better pricing and discounting habits, your strategies can become much more powerful than they were on paper. In this tutorial, learn seven real-world strategies and tactics for getting B2B salespeople to price and discount more effectively.