The Functional Area Cheat Sheet
How Other Internal Departments Influence Pricing and What You Can Do About It
The Functional Area Cheat Sheet provides a quick overview of the common ways in which different groups can have an effect on pricing outcomes, the deficiencies that are typically found in each area, and some suggestions for how you might be able to diplomatically help them help you.
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More Subscriber-Only Resources From Our Library
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The B2B Pricing Capability Self-Assessment
To help identify areas for improvement and help gauge the competitiveness of your company's strategic and tactical pricing capabilities, simply answer the 52 questions in this straightforward self-assessment as truthfully and objectively as possible.
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Pricing Psychology in B2B
While businesses do indeed have systems and policies to ensure greater rationality and consideration in purchasing, certain psychological factors can still have tremendous influence over price perceptions.
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21 Questions About Your Price Segmentation
It can be difficult to know if your price segmentation model is as effective as it should be. This 21-point diagnostic assessment helps you measure how good your model really is and uncover potential areas of improvement.
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Identifying the Right Unit of Value for Pricing
Simple pricing structures can hurt revenues and profits when they fail to align customer value and costs. This case study demonstrates how to identify the right "unit of value" for both pricing and costing purposes.
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Golden Rules of B2B Pricing
Exploring the Unspoken Principles That Are Unique to Pricing in B2B
