Pricing Best Practices, Research Reports, Training Courses and Webinars

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Whether you have specific questions about driving better pricing outcomes in a B2B environment—or just want to know which questions you should be asking—the library of questions in the PricingBrew Journal makes it easy to find the answers and resources you need.

Here are just a few that subscribers get access to:

  • What is a "Mix Shift" customer defection and how do I spot it?
  • Why is customer retention so much more important in B2B than in B2C?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
  • When pricing and quoting based on customers' projected volumes for the coming year, how do we protect ourselves against them falling short and not earning the price?
  • Isn't the point of analytics all about identifying outliers and taking action to make sure they don't happen again?
  • Why shouldn't services be priced by the hour? Lawyers and accountants do it, don't they?
  • Should I give my salespeople a specific price, or is a range OK?
  • What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
  • What if there's just no convincing some of the internal influencers and naysayers that the initiative will be worthwhile?
  • Is speaking about loss avoidance really more powerful than highlighting upside gains?

This question is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.

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More Subscriber-Only Resources From Our Library

  • Identifying Three Types of Customer Defection

    This video guide shows how to identify the early signs of three costly types of customer defection and how to take action before it's too late to turn it around.

    View This Diagnostic

  • Manage Your Customer Mix to Improve Profits

    It's natural to assume that you need to raise your prices or lower your costs to improve gross margins. But there's another powerful variable in the equation that can help grow profits.

    View This Tutorial

  • There's More to Profit Than Price

    For many pricing teams, expanding their perspectives from "pricing" to "profitability" is the key to maximizing effectiveness. In this on-demand training session, we expose and explore five of the other powerful growth levers that really matter in B2B environments.

    View This Webinar

  • Avoiding Mistakes in Customer Profitability Management

    For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.

    View This Guide

  • The B2B Pricing Blueprint

    In this webinar, we'll explore strategic insights and lessons learned from experienced professionals to build...or rebuild...highly effective B2B pricing functions based on today's best practices.

    View This Webinar

  • Diagnosing Pricing Problems

    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. In this on-demand webinar, learn how to identify the real root-causes behind pricing performance issues.

    View This Webinar

  • Selling Your Pricing Initiative

    Want to get your pricing initiative approved? In this on-demand webinar, learn how to structure and deliver your investment "case" in such a way that approval is almost a foregone conclusion.

    View This Webinar

  • Developing a Winning Roadmap for Pricing

    From our research, leading pricing functions go through key evolutionary phases in becoming more effective and strategic. In this 3-part training webinar, learn how to develop a roadmap that streamlines that evolution with a plan to be a more valuable and strategic function.

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  • Proving the Value of the Pricing Function

    Executives understand the value of functions like sales, marketing, and finance---but pricing often has to justify their very existence, over and over again. In this recorded training seminar, learn how to demonstrate the results and metrics that can earn you a seat at the big table.

    View This Webinar