Featured B2B Pricing Insights & Tips
The Big Pricing Failures to Avoid
Learning the lessons of the past can help you steer clear of some of the profession's biggest pitfalls.
Does Pricing Technology Threaten Jobs?
Some pricing teams worry that if a technological solution is too smart, they or their teams might become expendable. Are they right to be concerned?
Priced Wrong, Big Deals Cost More Than You Think
Everyone wants to win that big deal that will make the quarter. So it's really tempting to get aggressive "just this once." But you shouldn't ignore or rationalize away the hidden risks to winning big deals at the wrong prices.
Recommended On-Demand Webinars
Popular Express Guides & Research
Driving Strategic Decisions with Pricing Analytics
Most often, pricing analytics are only used to evaluate specific deals, identify pricing outliers, and measure price performance over time. But in the right hands, armed with the right questions, pricing analytics can serve a much more strategic purpose.Upgrade to View
Can You Benefit from Better Deal Management?
Horror stories of unprofitable or poorly managed deals seem to be all too common in B2B. In this guide by Elliot Yama, learn the common causes of bad deals and four signs that your deal management process is lacking.Upgrade to View
Four Ways to Get More Out of Pricing Analytics
There's no doubt that pricing analytics can be powerful, but it’s not a slam dunk. This guide explains four powerful strategies for producing more meaningful results from your pricing analytics efforts and investments.Upgrade to View
Questions from the Community
When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
Can pricing analysts be taught the softer skills they need to be successful?
When doing competitive analysis, where else can we look to uncover our competitors’ priorities?
Popular Expert Interviews
Fixing the Causes of Rogue Salespeople
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this expert interview, Paul Hunt exposes the real problems behind rampant discounting in the field.Upgrade to View
Getting the Top Job in B2B Pricing
How do you become a Vice President of Pricing at a multi-billion dollar B2B company? A great first step is to get some advice from someone like Dick Braun, the Vice President of Strategic Pricing at Parker Hannifin.Upgrade to View
Exposing the Truth About Value-Based Pricing
In this Expert Interview, Stephan Liozu discusses what it really means to practice value-based pricing in a B2B environment. And here's a hint --- there's a lot more to it than many would have us believe!Upgrade to View
Recommended Case Studies
Upgrade to ViewUpgrade to View
Top Tools & Diagnostics
Isolating the Impacts of Price, Volume, Cost and Mix
Using this straightforward tool, you can finally put an end to the second guessing and skepticism by isolating and quantifying the contributions of price, volume, cost and mix to period-over-period revenue and margin differences.Upgrade to View
Three Types of Buyers That Don't Buy on Price
Research says that 60-70% of buyers aren't price buyers---lower your price for them and you just give margin away. Learn how to identify the types of buyers where additional discounts won't help you win the business.Upgrade to View
The B2B Pricing Capability Self-Assessment
To help identify areas for improvement and help gauge the competitiveness of your company's strategic and tactical pricing capabilities, simply answer the 52 questions in this straightforward self-assessment as truthfully and objectively as possible.Upgrade to View
Come Join Our Next Webinar
Communicating Value Over Price
Improving Price Realization Through More Effective Value Messaging
Resources by Topic
Join your peers and become a PricingBrew Journal subscriber and get immediate access to an information arsenal focused on improving your pricing strategies out outcomes:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges