Featured B2B Pricing Insights & Tips
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Two Common Perspectives on Pricing (One is Wrong)
There is a right way and a wrong way to think about pricing.
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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.
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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
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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
Recommended Tutorials
Popular Expert Interviews
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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
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Top Tools & Diagnostics
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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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