It’s a little-known fact that some of the largest and most successful B2B companies in the world license our content for use in their own internal training programs.
Now, I’m not saying that to brag…not entirely, anyway 🙂
I’m pointing it out because while every internal training program will be different and tailored to each company’s specific situation, industry, and experience levels, there are some very clear patterns in the specific materials and resources these companies choose to license.
And when you see the same resources popping up across multiple teams…teams that are already doing a lot of other things right…it’s worth paying attention.
Here are ten of the top commonalities, in no particular order:
- Powerhouse Pricing Teams
- The Essence of Strategic Pricing
- Making Sense of AI for B2B Pricing
- Making Change Happen
- Crucial B2B Pricing Concepts
- The Fundamentals of Value-Based Pricing
- Boosting the Pricing Team’s Influence
- Being An Internal Pricing Consultant
- From Tactical to Strategic Pricing
- Profitable Pricing Enablement
Now…what can we glean from this shared playlist?
First off, it’s clear to me that leading teams are interested in developing skills and thought processes that are highly transferable. After all, most of these resources aren’t about any specific market, product type, or pricing problem. Instead, they’re about sound judgment, diagnosis, and decision-making that can make the difference in any situation or environment.
Secondly, these companies recognize that pricing is an organizational and behavioral challenge, and not just an analytical problem to be solved. Yes, data, models, and thoughtful analysis all matter. But in B2B, adoption, influence, and solution design can matter just as much…and sometimes, even more.
Third, they prioritize strategic leverage over tactical activity. They focus on doing the right things instead of just doing things right. They seek to design processes that produce the desired results by default rather than chasing exceptions and trying to correct problems in the field.
And finally, they’re realistic. Tradeoffs are unavoidable. Perfect solutions don’t exist. And pricing improvement in B2B is almost always about making a little bit better decisions, day in and day out, consistently, over time…not finding some mythical silver bullet.
So there you have it…another little peak into the pricing concepts, skills, and mindsets that are important to other leading teams…with no actual espionage required.
PS — If you’re interested in licensing PricingBrew Journal content for your own internal training programs, or just want to talk through what a smart mix might look like for your situation, feel free to reach out. We’re always happy to help.
