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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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  • Is speaking about loss avoidance really more powerful than highlighting upside gains?
  • Should it concern us that customers haven't ever considered the value-drivers we've identified?
  • 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?
  • Why are the early signs of customer defection so difficult to spot?
  • Should we announce price increases to customers whose pricing is actually being grandfathered and NOT increased?
  • What are some good ways to talk about price/volume tradeoffs?
  • Can pricing analysts be taught the softer skills they need to be successful?
  • If we spot a potential customer defection early enough, can we turn it around?
  • Are there other profitable growth drivers a pricing team could focus on?
  • What is a "Mix Shift" customer defection and how do I spot it?

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