Insights & Tips

Each week we publish new insights that can help drive better B2B pricing outcomes. A few of those latest insights and tips are available here.

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A Discount That Worked Way Too Well

Once upon a time, a pricing team went too far in their efforts to support the sales team. The story did not end "happily ever after."

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The Wrong Way to Present Your Pricing Analysis

Through the Help Desk, we'll often hear from subscribers who've been struggling to get others to embrace their analytical findings. The problem often has less to do with "what" is being presented and more to do with "how" it's being presented.

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Escaping the Customer-Specific Pricing Paradox

They may make sense at the beginning. But over time, customer-specific price lists become the most difficult prices to manage and change. And they become an anchor to margin when you have to react to cost increases. This is how you escape.

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Send Pricing Paratroopers into Product Management

To fix deficiencies that are making your job harder than it needs to be, it might make sense to parachute some pricing people into Product Management for a while. Just make sure they meet these two important criteria...

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The One Pricing Strategy That Always Works

Our webinar covering the pros and cons of nine different pricing strategies caused a bit of a stir. People don't like hearing that their "go to" pricing strategies are flawed, and in some cases, downright destructive. But the news wasn't all bad and there is a strategy that always works...

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3 Reasons Pricing Training Is Critical

Every pricing team, no matter how experienced, needs ongoing professional development. Here's why.

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The Pricing Decisions You Regret

If you catch yourself saying "if only," you've probably made this common mistake.

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2 Ways to Get Someone to Swallow a Pricing Pill

Here's a hint: forcing it down their gullet is just going to make them angry.

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