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:

• How can I tell if a customer is defecting early enough to do something about it?
• What are the different buyer types we might be negotiating with?
• Why are salespeople so quick to offer discounts?
• Any tips for getting others in our company on-board with conducting more rigorous competitive analysis?
• What's the difference between defection detection and customer retention?
• Is speaking about loss avoidance really more powerful than highlighting upside gains?
• When conducting research interviews, how many should we try to conduct?
• When positioning ourselves vs. the competition, won’t prospects see us as negative and get turned off?
• When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
• Should it concern us that customers haven't ever considered the value-drivers we've identified?