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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.

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  • Why are salespeople so quick to offer discounts?
  • What’s the difference between “hard” and “soft” value-drivers?
  • What's the difference between pricing analytics and optimization?
  • Any tips for getting others in our company on-board with conducting more rigorous competitive analysis?
  • Why is customer retention so much more important in B2B than in B2C?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • How can pricing skills be applied to other profitable problems?
  • Why shouldn't services be priced by the hour? Lawyers and accountants do it, don't they?
  • Can pricing analysts be taught the softer skills they need to be successful?
  • How do I know if my value messages are really "strategic"?

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