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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Should Salespeople Get a Specific Price… or a Range?

This question has an easy answer. Do you know what it is?

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When Pricing Should Create Discomfort

It might seem counter-intuitive, but sometimes making people feel uncomfortable and afraid is the best thing you can do for them.

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2 Things Execs Don't Get about Pricing

In your discussions with executives, you're probably skipping over these critical points. But they could make all the difference in getting sponsorship for your projects.

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Pricing Facts Don't Overcome Doubt

If you want to change someone's opinion, you're going to have to deliver a compelling interpretation of the facts.

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Beware Of This Pricing Improvement Trap

Too many companies fall into the trap of moving slowly when they first begin pricing improvement projects. Here's why that is a mistake.

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There Is No Right Answer in Pricing

A multiplication problem has just one answer, but with pricing, things are never so simple

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This Pricing Concept Is Just Bananas

The banana industry has a very important lesson to teach pricing professionals.

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What If Your Customer Isn’t Trying to Save Money?

For the majority of customers, the price of your product isn't the most important consideration when deciding whether or not to buy.

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