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.

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.

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.

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.

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.

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.

A video guide that explores five strategies and considerations to make your price segmentation more powerful and profitable.

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.

A guide to common marketing communication mistakes that reduce your perceived value and pricing power.

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.

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.

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.

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.

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.

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.