Get the Answers You Need
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:
- Aren't pricing outliers always a bad thing?
- What can I do if I can’t really tell whether the customer is serious about needing the absolute lowest price?
- What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
- How do I know if my value messages are really "strategic"?
- Should we be able to command a price premium for every value-gap we identify?
- We're trying to reduce the complexity of our pricing model. Any tips or suggestions?
- My company seems to love platitudes. How do I get others to focus on real messages?
- What role should lifetime value play in our pricing segmentation?
- What are the growth paths that other pricing groups are taking?
- Why are salespeople so quick to offer discounts?
This question 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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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.
View This Diagnostic -
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 -
Can You Benefit from Better Deal Management?
Horror stories of unprofitable or poorly managed deals seem to be all too common in B2B. In this guide by Elliot Yama, learn the common causes of bad deals and four signs that your deal management process is lacking.
View This Guide
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