Resources Archive - PricingBrew

PricingBrew

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Featured B2B Pricing Insights & Tips

Two Common Perspectives on Pricing (One is Wrong)

There is a right way and a wrong way to think about pricing.
How To Price The Whole Elephant

There are likely dozens and dozens of value drivers that exist for your products. But you have to examine all of them to understand which ones are the most important to your prospects. If you haven't, you’re not seeing the whole elephant.
Getting Your Pricing Project off the Ground

Your pricing project is almost guaranteed to run into some opposition from at least one person in your company—but don't let those hurdles stop you...

Recommended On-Demand Webinars

Popular Express Guides & Research

New Benchmarks for Pricing Excellence in B2B

In our research, we’ve identified ten areas where “best practices” have been redefined; setting new benchmarks for pricing excellence in B2B. Use this self-assessment to see how your capabilities measure up.
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The New Benchmarks for B2B Pricing Excellence

With a lever as powerful as pricing, it’s important to evaluate where you have room for improvement. This report helps readers to benchmark their pricing capabilities through a series of self-assessment questions in 10 vital areas.
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Visualizing Data to See the Trees in the Forest

Walter Paczkowski on harnessing the power of data visualization to explore and explain the causes of margin leakage.
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Questions from the Community

Question

If we have people with lots of experience in the industry, do we really need to conduct marketing research?

Question

What if our competitors are outperforming us on every value-driver that really matters?

Question

What's the difference between defection detection and customer retention?

Recommended Tutorials

Popular Expert Interviews

Developing Pricing People Into Business Leaders

How do you develop great pricers and prepare them for other leadership positions in the company? In this interview, Greg Preuer discusses his team's intense, 48-week pricing training program.
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Considerations for Pricing Through Channels

How do you get your arms around the various players in the channel and manage the links in the distribution chain? In this interview, we discuss channel pricing with Peter Maniscalco, a Senior Manager of Pricing at a major IT Products and Services company.
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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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Recommended Case Studies

Top Tools & Diagnostics

Identifying Your Value Along Five Dimensions

It's best to present a well-rounded set of criteria upon which customers can base a buying decision. In this guide, you'll learn about five dimensions of value with over 50 potential value-drivers that can influence buying decisions.
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The Competitor Assessment Scorecard

Use this scorecard to assess your competitors relative to each other and yourself on the various elements of the Triangulated Competitive Audit.
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Visual Aids for Explaining Price Segmentation

Use this example visual presentation to inspire and aid your efforts in explaining the concepts of price segmentation to others inside your organization.
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