Resources Archive - PricingBrew

PricingBrew

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Featured B2B Pricing Insights & Tips

The Beauty of Limitations in Pricing

It might seem like your lack of budget and personnel is holding you back. But those limitations might actually be the thing that inspires innovation.
How to Measure Pricing Discipline Improvements

As important as the profitability impacts are, you shouldn't rely on just one measure to demonstrate your value and contribution. Learn about adding pricing discipline and consistency measures to paint a more compelling and well-rounded picture.
Most Pricing Problems Aren't Pricing Problems

It's just so easy to blame pricing---for anything and everything. But when companies stop at a default diagnosis of, "Something's wrong with the pricing," they never identify and fix the true root causes of the issues.

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Popular Express Guides & Research

Spotlight on the B2B Pricing Organization

This report, based on our PricingPulse research, shines more light on the composition, perspectives, and priorities of dedicated pricing groups in leading B2B companies.
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Understanding How B2B Pricing Is Different

It's dangerous to assume that the pricing principles are the same whether the buyer is an individual consumer or a business. This guide explains five important differences between B2B and B2C pricing and how you can use them to your advantage.
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Six Price Optimization Misconceptions Exposed

Price optimization can provide a significant competitive advantage for the companies that have adopted it. This guide explores the mistaken beliefs that could be costing you sales & margin dollars.
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Questions from the Community

Question

Why is customer retention so much more important in B2B than in B2C?

Question

When conducting research interviews, how many should we try to conduct?

Question

How does internal marketing relate to change management?

Recommended Tutorials

Popular Expert Interviews

When to Choose Profit, Revenue, or Both

As pricing people in B2B, we all have to deal with the "corporate schizophrenia" around revenue versus profit. In this conversation with Lydia DiLiello, we discuss how pricing teams can best deal with this oftentimes frustrating dynamic.
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Finding Your Path Toward Pricing Improvement

An insightful conversation with Andre Weber of Simon-Kucher & Partners about pricing improvement in B2B.
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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.
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Recommended Case Studies

Top Tools & Diagnostics

The Negotiation Tactics Cheat Sheet

Study and internalize these descriptions to better understand and identify many of the most common negotiation strategies and tactics your team will likely encounter in the field.
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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.
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The Marketing Research Interview Guide

Categories and sample questions for developing effective marketing research interview guides. A robust and well-rounded interview guide can be constructed by just developing one question in each category.
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