Pricing's Infinite Loop of Misinformation
If you aren't careful, pricing teams can fall into an infinite loop where you only look at data that supports your assumption. Here's what to watch for.
Recipe for a Strategic Value Message
You don't have to be a master chef to know if something tastes off. And you don't have to be a marketing professional to know if your value statements don't support your pricing.
You Might Be Wrong About Over-Discounting
It might be tempting...and even a bit cathartic...to characterize every deviation and departure from your established pricing structure as unwarranted over-discounting. But here's why you should approach over-discounting with some humility.
The Battle Against Pricing Cockroaches
Are you old enough to remember the time when roaches were almost everywhere, and no one could stop them?
4 Better Ways to "Future Proof" Your Pricing Function
For future proofing your B2B pricing function, the standard "hire the right people into the right positions" approach won't get the job done. Learn why the cliche just doesn't cut it and what you should do instead.
Overcoming the Santa Claus Problem in Pricing
You probably don't believe in Santa Claus. But you might be believing in some pricing fallacies that are just as implausible.
The Crab-Like Dilemma in Pricing
Did you know that most types of crabs aren't actually related to each other? But in a sense, they might be related to your pricing team. Here's how.
Driving A Different Type of Change in Pricing
If you're the CEO of a company, you can just tell people what to do and expect them to do it. If you're a sales ops team trying to get your colleagues to do things a little differently, you're going to need a more creative approach.
