Step-by-Step Competitive Analysis for Strategic Pricing
How to Use Competitive Analysis to Identify Actionable Opportunities to Gain Strategic Advantage
Through a deeper understanding of your competitors, you can gain strategic advantage, expose competitive gaps, provide differentiation beyond price, and reduce the pressure to discount. In this step-by-step tutorial, you'll learn about:
- A powerful approach to competitive analysis that goes well-beyond simple benchmarking.
- The “Triangulated Audit” for uncovering competitors’ priorities, resources, and performance.
- The 20 most important analysis questions for generating truly actionable, strategic insights.
- Identifying, documenting, and exploiting strategic competitive “gaps” to create advantages.
This tutorial is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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Spotlight on the B2B Pricing Organization
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Getting to the Right Number
In this Expert Interview, Walter Paczkowski shares his perspectives on the challenges and opportunities he's identified in his work using advanced quantitative techniques to set better prices.
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Suffering from a Costly Case of Sticker Shock
In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.
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How Many B2B Sales Teams Lack Negotiation Skills?
We wanted to better understand the extent to which B2B sales teams were taking steps to develop and maintain skills in negotiation. Explore what we learned in this Research Brief, complete with helpful charts and analysis.
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