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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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  • Why would a B2B customer defect if they are saying they're satisfied?
  • What’s the difference between “hard” and “soft” value-drivers?
  • I'm tired of policing my sales team and playing "bad cop" on every deal. Any suggestions?
  • What is a "Steady State" customer defection and how do I spot it?
  • Why are the early signs of customer defection so difficult to spot?
  • If we spot a potential customer defection early enough, can we turn it around?
  • What is a "Mix Shift" customer defection and how do I spot it?
  • Any tips for getting others in our company on-board with conducting more rigorous competitive analysis?
  • What are the growth paths that other pricing groups are taking?
  • When doing competitive analysis, where else can we look to uncover our competitors' priorities?

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More Subscriber-Only Resources From Our Library

  • Delivering Answers to the Point of Sale

    While the promise of data-driven decisions in sales is compelling, it’s rarely realistic. This tutorial reveals a more effective approach for getting salespeople to use data and analytics to make better pricing decisions.

    View This Tutorial

  • Preventing Bad Deals Before They Happen

    Thanks to analytical toolsets, it's easy to identify deals that weren't priced properly. But after-the-fact corrective actions do little to prevent outliers from happening again. This diagnostic shows you how to uncover and address the true root causes behind bad deals.

    View This Diagnostic

  • The Price Segmentation Self-Assessment

    Simply answer the questions in this self-assessment (objectively) to gauge the likely quality, accuracy, and efficacy of your price segmentation model. You can assess overall quality, as well as pinpoint specific opportunities for improvement.

    View This Tool

  • Leveraging Peer Pressure to Improve Pricing

    This tutorial provides insight into salespeople's behavior and outlines an effective game plan for motivating your sales team to police themselves and close more deals at their target prices.

    View This Tutorial