Pricing Best Practices, Research Reports, Training Courses and Webinars

PricingBrew

Subscriber-Only On-Demand Webinar

Already a subscriber? Login

Subscribe and get immediate access to this webinar, full access to our research library, and much more...

Pricing Psychology in B2B

Understanding "Irrational" Human Behavior to Effectively Influence "Rational" Perceptions of Value

Conventional wisdom says that business buyers are more logical and rational than consumers. Conventional wisdom says that business buyers make decisions based solely on economic considerations. But while businesses do indeed have systems and policies to ensure greater rationality and consideration in purchasing, certain psychological factors can still have tremendous influence. And because you're often working through the intermediary of the sales force, pricing psychology has internal applications as well. In this on-demand webinar, you'll learn about:

  • The all-too-human realities of supposedly "rational" decision-making processes in business settings.
  • How to proactively manage the perceptions of value that influence your prospects' purchasing decisions.
  • Seven proven ways to leverage pricing psychology in your pricing structure and communication.
  • Five aspects of behavioral psychology that can help you price more effectively through salespeople.

This webinar is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • The Negotiation Tactics Cheat Sheet

    Study and internalize these descriptions to better understand and identify many of the most common negotiation strategies and tactics your team will likely encounter in the field.

    View This Tool

  • How to Price Big Deals

    Big deals generate a lot of internal pressure and it's easy to ignore the huge pitfalls of winning "badly." In this session, we explore a triangulated pricing approach to ensure profitability, mitigate risk, and avoid future regret.

    View This Webinar

  • Price Segmentation Attributes

    When developing a price segmentation model, it's not always easy to identify the attributes that matter most. In this session, we review core concepts, explore various attributes, and walk thru a basic development process.

    View This Webinar

  • Powerhouse Pricing Teams

    In B2B, dedicated pricing teams are still a relatively new development. And as such, there are no long-standing rules for how everything should work. In this on-demand webinar, explore the common traits, characteristics, and behaviors of successful pricing teams that have been around longer than most.

    View This Webinar