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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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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6 Questions To Avoid Internal Pricing Battles

Asking these questions can you help you understand potential objections to pricing decisions and head them off before anyone else can raise them.

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Seven "Accidental Benefits" of Pricing Empowerment

Growing tired of banging their heads against a wall, some pricing leaders eventually discovered what turned out to be an even better approach. Learn about the seven "accidental" benefits they gained along the way.

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How One Pricing Metric Answers Three Big Questions

Price elasticity measures contain so much more than meets the eye. Learn how and why price elasticity metrics can help you answer three of the most vexing questions that come up when considering price changes.

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19 Reasons Why Pricers Should Fear Technology

Artificial intelligence has come a long way in recent years. Is it about to take your job?

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Hire Without Fear: 5 Questions to Ask

Before you can find the right person for the job, you need to make sure you're looking for the right things.

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Wait...Don't Change Sales Comp to Improve Prices?

Again and again, we've made the point that if your salespeople have pricing or discounting discretion, you have no choice but to make tackling sales comp a top priority. But is there a way to do it without changing the comp scheme?

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Don't Be So Quick to Fight a Price War

A common misperception surrounding price wars is that they are most often started intentionally, based on some highly-strategic rationale. Learn how price wars actually happen in the real world, so you can avoid them altogether...

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