When it comes to pricing technologies like pricing analytics and optimization, it's difficult to know which direction to take. But what if you could hear from an experienced practitioner who has actually used both pricing analytics and price optimization?

Customers aren't as logical in understanding value and assessing a price as you might think. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates your prices.

Use this scorecard to assess your competitors relative to each other and yourself on the various elements of the Triangulated Competitive Audit.

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.