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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 is customer retention so much more important in B2B than in B2C?
  • Why are the early signs of customer defection so difficult to spot?
  • What are some good ways to talk about price/volume tradeoffs?
  • Should I give my salespeople a specific price, or is a range OK?
  • Can you tell, in advance, whether a promotional discount will work?
  • What’s the difference between “hard” and “soft” value-drivers?
  • What if our competitors are outperforming us on every value-driver that really matters?
  • Can pricing analysts be taught the softer skills they need to be successful?
  • When positioning ourselves vs. the competition, won’t prospects see us as negative and get turned off?
  • What have other groups experienced when trying to link pricing performance to sales commissions? What have they done? And how successful has it been?

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