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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:

  • Why is customer retention so much more important in B2B than in B2C?
  • Why are the early signs of customer defection so difficult to spot?
  • When pricing and quoting based on customers' projected volumes for the coming year, how do we protect ourselves against them falling short and not earning the price?
  • Is speaking about loss avoidance really more powerful than highlighting upside gains?
  • If we have people with lots of experience in the industry, do we really need to conduct marketing research?
  • Should I give my salespeople a specific price, or is a range OK?
  • Can you tell, in advance, whether a promotional discount will work?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
  • What are some good next steps to take once we've gleaned some solid insights about our competitive set?

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

  • Exploring the Future of the Pricing Profession

    Pricing is a specialized function and it can be difficult to get a read on the health and status of where the field is headed. Kevin Mitchell of the Professional Pricing Association provides his perspectives on the state of the pricing profession.

    View This Interview

  • The B2B Pricing Blueprint

    In this webinar, we'll explore strategic insights and lessons learned from experienced professionals to build...or rebuild...highly effective B2B pricing functions based on today's best practices.

    View This Webinar

  • 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.

    View This Research

  • Rethinking the "Pricing Journey"

    The “crawl, walk, run” approach used to be the standard for developing pricing capabilities in B2B. But that was 5-7 years ago, and a lot has changed since then. Read this provocative report to learn why you must rethink the pricing journey.

    View This Research