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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 are the early signs of customer defection so difficult to spot?
  • How do you "normalize" your pricing to something else?
  • Isn't the point of analytics all about identifying outliers and taking action to make sure they don't happen again?
  • How can we see the customer spend that we aren't getting?
  • When leading others through the rationale behind a change, isn't there a danger that they'll arrive at different conclusions?
  • Should we announce price increases to customers whose pricing is actually being grandfathered and NOT increased?
  • How does internal marketing relate to change management?
  • What if our top-selling salesperson is the worst at hitting target prices and margins?
  • Should I share the results of our marketing research with the sales team?

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

  • 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.

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  • 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

  • Managing Your "Minimum Advertised Price"

    Many manufacturers have augmented their channel strategies with MAP (Minimum Advertised Price) policies. While not a panacea, MAP policies can mitigate many channel control and conflict issues. In this guide, we expose 20 strategies and tactics for more effective MAP policies and programs.

    View This Guide

  • 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