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:
- I'm tired of policing my sales team and playing "bad cop" on every deal. Any suggestions?
- Why shouldn't services be priced by the hour? Lawyers and accountants do it, don't they?
- How do you "normalize" your pricing to something else?
- What if our top-selling salesperson is the worst at hitting target prices and margins?
- What does a real price segment look like? What defines it?
- What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
- Why is customer retention so much more important in B2B than in B2C?
- How does internal marketing relate to change management?
- Should it concern us that customers haven't ever considered the value-drivers we've identified?
- Why would a B2B customer defect if they are saying they're satisfied?
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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Dynamic Price Segmentation
How do you build a price segmentation model that aligns to deal-by-deal price sensitivities while still being manageable? In this session, we illustrate why dynamic, attribute-based segmentation is best practice.
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Leveraging Peer Pressure to Improve Pricing
This tutorial provides insight into salespeople's behavior and outlines an effective game plan for motivating your sales team to police themselves and close more deals at their target prices.
View This Tutorial -
Are Revenue Management and Pricing Different?
Some practitioners will use the terms "revenue management" and "pricing" interchangeably. In this expert interview, Amit Aggarwal, the Executive Vice President of Revenue Management at iHeartMedia, helps explain the differences and why they matter.
View This Interview -
Exposing the Power of Price Elasticity in B2B
Price elasticity is incredibly underutilized and often misunderstood. Barrett Thompson explains the nature of price elasticity in B2B and how you can use it to set better prices with far less risk.
View This Interview
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Boosting Your Pricing Power
How to Proactively Create and Maximize Pricing Leverage in B2B Markets
