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:
- 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?
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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Avoiding Five Margin-Killing MarCom Mistakes
A guide to common marketing communication mistakes that reduce your perceived value and pricing power.
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How to Craft Effective Strategic Value Messages
This tutorial shows you how to get beyond the platitudes and develop compelling messages that get prospects to view your offerings as being different, better than the alternatives, and worth the price.
View This Tutorial -
Seven Steps to Identify and Capture Your Value
When it comes to value-based pricing, it's easy to get sidetracked by all of the apparent complexity. In this tutorial, learn the fundamental process steps that are crucial for success.
View This Tutorial -
Avoiding Guesswork in Value-Based Pricing
Most value-based pricing initiatives aren't small undertakings--and shouldn't be left to trial and intuition. This guide outlines a proven research process that can get you started.
View This Guide
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