Three Big Trends Reshaping B2B Pricing Roles
Three very real forces are quietly and relentlessly reshaping what it means to work in B2B pricing, now and into the future. Adapt and thrive, or ignore and struggle.
The Illusion of Mature Pricing Teams
From a distance, complexity can look like maturity. But too many pricing functions are spending more time managing sprawl than driving results. See how smart design keeps growth from turning into chaos.
Two, Not Three: The Pricing Principle That Drives Decisions
A shoe salesman in the 1950s discovered a psychological phenomenon that has huge implications for pricing. Find out his secret.
When Pricing Looks Smart But Doesn’t Cut It
Does your internal team all agree that your pricing structure is a thing of beauty? That doesn't really matter if your prices don't take your customers' perceptions into account.
The Pricing Metrics Illusion
Pricing metrics aren’t always what they seem. The same data can point to profit—or trouble—depending on your frame of reference. Don’t let a “good” metric steer you wrong.
When Gut Instinct Becomes a Profit Leak
In pricing, it’s not spotting potential problems that trips us up—it’s how we judge them. Fear exaggerates some threats while wishful thinking blinds us to others. The result? Stalled decisions and costly missteps. Don’t let instinct call the shots.
The Safety Net That Lets Pricing Teams Go Bigger
Pricing initiatives with the biggest upside often get stalled by risk concerns. The right contingency planning flips that equation—making bold moves safer to pursue. See how to de-risk pricing so you can aim higher.
Yeah, But Can You Explain Those AI-Generated Prices?
In B2B environments, you’ll almost always have to explain and defend your price-points to other people. And that's why it's so important to understand the different “flavors” of AI...and choose wisely!
