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 Big Misconception About Willingness to Pay

It's clear that more and more pricing teams are recognizing the importance of understanding differences in willingness to pay. That said, we've noticed that are still some very costly misconceptions that need to be addressed.

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How Pricing Can Step Up to the Majors

We interact with a wide variety of Pricing teams that differ dramatically in terms of size, budget, tenure, industry, business model, etc. But one of the most important and telling differences is often only visible when you're on the outside looking in. Learn what it is and how you can leverage it...

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Pricing Technology Vendors Are Hiding the Truth

If you've been shopping for new pricing software, you almost certainly haven't been getting the whole truth. Here's what the vendors aren't telling you.

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Breaking Bad Assumptions About Leading Pricing Teams

There are some all-too-common assumptions about what constitutes or defines a "leading" team. And these bad assumptions can fool you into thinking you're something you're not...or trick you into focusing on all the wrong things.

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Salespeople are Scared...and it's Hurting Prices

When it comes to negotiating a good deal, your biggest enemy is probably your sales team's fear.

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Pricing Needs to Think About Change Differently

Getting better at pricing is going to require your company to change. If you don't know how to drive that change effectively, you're never going to be good at your job.

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Avoiding the Worst Pricing Advice

With so many pundits offering up pricing advice and recommendations, how do you separate the good from the bad? How do you know what's worth paying attention to and what warrants a healthy dose of skepticism? The answer is pretty counter-intuitive.

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Using Goodhart’s Law to Pricing’s Advantage

We usually think of metrics as a good thing, but sometimes metrics can have negative consequences.

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