Three Core Pricing Skills No One Talks About
Learn About Three Areas That Are Often Overlooked When It Comes to Pricing Skills
For many B2B companies today, increasing organizational knowledge around pricing is a priority. But this education can often be overly focused on many of the more tactical aspects of pricing and completely ignore some skills that are really important. In this guide, you'll learn:
- The three areas that your key marketing, sales, and product people need to be knowledgeable and proficient in.
- Why it's more important than ever to have a solid, fact-based understanding of your prospects and competitors.
- How attempting to “fix” pricing issues by focusing on the price-points themselves can be detrimental to profitability.
- The one skill the best pricing professionals possess that is easy to overlook and ignore...but possible to learn.
This guide is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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Golden Rules of B2B Pricing
B2B pricing has its own set of rules and governing principles...most of which you'll never find in a textbook. What are these "golden rules" and how you keep from breaking them?
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Dealing with Price Exceptions
For many teams, their exception-handling processes are a significant and ongoing source of frustration and inefficiency. So how should you go about improving these critical processes?
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Where Should the Pricing Function Be Located?
Should Pricing report directly to the CEO? Should it be located in Sales, Marketing, Product, or Finance? While none of these organizational locations is perfect, through our research, we've been able to identify and document some of the common pros and cons associated with each location.
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When to Choose Profit, Revenue, or Both
As pricing people in B2B, we all have to deal with the "corporate schizophrenia" around revenue versus profit. In this conversation with Lydia DiLiello, we discuss how pricing teams can best deal with this oftentimes frustrating dynamic.
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