Suffering from a Costly Case of Sticker Shock
How One B2B Reseller's Plan to Offer Deep Discounts to Corporate Buyers Backfired...Big Time
Some companies think that their list prices don't really matter all that much. To support this belief, they'll say things like, "We've never sold anything at list," or "Our customers always ask for discounts anyway." 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.
This case study is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
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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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Exposing the Truth About Value-Based Pricing
In this Expert Interview, Stephan Liozu discusses what it really means to practice value-based pricing in a B2B environment. And here's a hint --- there's a lot more to it than many would have us believe!
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Five Strategies for Better Price Segmentation
A video guide that explores five strategies and considerations to make your price segmentation more powerful and profitable.
View This Guide -
Survival Strategies for Raising Prices
In this on-demand training seminar, learn why some B2B companies struggle with price increases while others are able to do it with far less pain and angst. What are leading companies doing differently to execute price increases with far less risk, conflict, and uncertainty?
View This Webinar
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The Politics of Pricing in B2B
Navigating the Competing Internal Interests Behind Critical Pricing Decisions
