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Whether you have specific questions about driving better pricing outcomes in a B2B environment—or just want to know which questions you should be asking—the library of questions in the PricingBrew Journal makes it easy to find the answers and resources you need.

Here are just a few that subscribers get access to:

  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
  • What role should lifetime value play in our pricing segmentation?
  • What if there's just no convincing some of the internal influencers and naysayers that the initiative will be worthwhile?
  • Should it concern us that customers haven't ever considered the value-drivers we've identified?
  • What's the difference between pricing analytics and optimization?
  • Is speaking about loss avoidance really more powerful than highlighting upside gains?
  • Any tips for getting others in our company on-board with conducting more rigorous competitive analysis?
  • Why don't more B2B companies measure and utilize price elasticity?
  • Why is customer retention so much more important in B2B than in B2C?
  • How can I tell if a customer is defecting early enough to do something about it?

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

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More Subscriber-Only Resources From Our Library

  • Three Types of Buyers That Don't Buy on Price

    Research says that 60-70% of buyers aren't price buyers---lower your price for them and you just give margin away. Learn how to identify the types of buyers where additional discounts won't help you win the business.

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  • Are They a Price Buyer or a Poker Player?

    It's easy to assume that when a buyer says they need a lower price, they really mean it. But making the wrong assumption can be very costly. Nelson Hyde explains how to tell when a buyer is bluffing.

    View This Interview
  • Exploring Four Different Types of Buyers

    To win a negotiation without giving up too much, it's important to understand who's on the other side of the table. This interview with Nelson Hyde teaches you about four types of buyers --- how to identify them and how to deal with them.

    View This Interview
  • Managing Your "Minimum Advertised Price"

    Many manufacturers have augmented their channel strategies with MAP (Minimum Advertised Price) policies. While not a panacea, MAP policies can mitigate many channel control and conflict issues. In this guide, we expose 20 strategies and tactics for more effective MAP policies and programs.

    View This Guide