Get the Answers You Need
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:
- Isn't the point of analytics all about identifying outliers and taking action to make sure they don't happen again?
- How can pricing skills be applied to other profitable problems?
- I'm tired of policing my sales team and playing "bad cop" on every deal. Any suggestions?
- If we spot a potential customer defection early enough, can we turn it around?
- How can we get ahold of competitors' price lists?
- Should I give my salespeople a specific price, or is a range OK?
- Why are salespeople so quick to offer discounts?
- Should we be able to command a price premium for every value-gap we identify?
- Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
- What can I do if I can’t really tell whether the customer is serious about needing the absolute lowest price?
This question is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
How to Craft Effective Strategic Value Messages
This tutorial shows you how to get beyond the platitudes and develop compelling messages that get prospects to view your offerings as being different, better than the alternatives, and worth the price.
View This Tutorial -
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.
View This Interview -
How Customers Evaluate a Price
Customers aren't as logical in understanding value and assessing a price as you might think. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates your prices.
View This Guide -
The Multiple Dimensions of Value Chart
Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.
View This Tool
Come Join Our Next Webinar
The B2B Pricing Blueprint
A Best Practices Guide To Getting Started...Or Starting Over
