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.Upgrade to View
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.Upgrade to View
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.Upgrade to View
Questions from the Community
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.Upgrade to View
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.Upgrade to View
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.Upgrade to View
Recommended Case Studies
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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.Upgrade to View
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.Upgrade to View
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.Upgrade to View
Come Join Our Next Webinar
How to Price Big Deals
Balancing the Risks and Opportunities When Pricing Large Bids and Contracts
Resources by Topic
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- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges