Resources Archive - PricingBrew

PricingBrew

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Featured B2B Pricing Insights & Tips

Uncertainty Is No Excuse for Pricing

You know the storm is coming. So are you really going to wait for all the specifics to be nailed down with 100% certainty to actually do something?
Stop Telling Salespeople How to Price?

If you're ever going to improve pricing performance and profitability, you just have to swallow hard and deal with the animosity from sales, right? Well, not necessarily...
Yes, Sales Compensation IS a Pricing Priority

Some say that the sales comp plan is "outside the scope" of pricing. They claim that pricing leaders should just stay in their box and deal with the numbers in front of them. Well, we'd pay money to see someone try to make that case to Bob Vezeau, the VP of Strategic Pricing at WestRock.

Recommended On-Demand Webinars

Popular Express Guides & Research

Getting Beyond Pricing to Make a Real Impact

To be effective in B2B pricing, you have to be able influence all of the different functional groups involved. This guide exposes how to influence the upstream decisions that can ultimately make or break your pricing efforts.
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How Does Your Pricing Department Compare?

Ever wonder how your pricing department stacks up to others? This PricingPulse research briefing explores the size, experience, challenges, and priorities of B2B pricing organizations.
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A Modern Approach for Fixing a Costly Profit Leak

We recently went through a virtual negotiation training program that can help close the massive skills gap between buyers and sellers. In this research brief, we share our impressions and recommendations.
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Questions from the Community

Question

Why is accurate price segmentation so important?

Question

Any tips for getting others in our company on-board with conducting more rigorous competitive analysis?

Question

Isn't the point of analytics all about identifying outliers and taking action to make sure they don't happen again?

Recommended Tutorials

Popular Expert Interviews

Creating More Powerful Sales Proposals

An interview with Reuben Swartz about how to create sales proposals that win more business at higher margins.
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Stop Being Afraid of Procurement

In this interview with Chris Provines, author of "Selling to Procurement", get an inside look at the goals and tactics of the purchasing people who are working so hard to get your salespeople to give up margin.
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Seize the Pricing Opportunity Before Others Do

In this conversation with David Bauders, the Founder and President of Strategic Pricing Associates (SPA), you'll glean insights and tips from his experiences working with hundreds of distributors and manufacturers.
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Recommended Case Studies

Top Tools & Diagnostics

Pros & Cons of Different Pricing Locations

To help guide your decision about where to locate a dedicated Pricing function in your business, we've compiled this reference table outlining four typical locations, the rationale for each location, as well as the top pros and cons that have been reported.
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Finding Margin Leaks in Your Sales Processes

Every sale is the result of a process. With any process, the quality of the final product is determined by the raw materials. This diagnostic helps improve pricing results by identifying root causes in your sales processes.
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The Functional Area Cheat Sheet

A quick overview of the common ways different internal groups can have an effect on pricing outcomes and suggestions for how you might be able to diplomatically help them help you.
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