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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.

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  • If we have people with lots of experience in the industry, do we really need to conduct marketing research?
  • Why are salespeople so quick to offer discounts?
  • What have other groups experienced when trying to link pricing performance to sales commissions? What have they done? And how successful has it been?
  • Is speaking about loss avoidance really more powerful than highlighting upside gains?
  • How can we get ahold of competitors' price lists?
  • Should we announce price increases to customers whose pricing is actually being grandfathered and NOT increased?
  • My company seems to love platitudes. How do I get others to focus on real messages?
  • What does a real price segment look like? What defines it?
  • 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?
  • How would we know which value packages or bundles make sense to create?

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