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:
- Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
- What are the different buyer types we might be negotiating with?
- Can just measuring something cause it to improve?
- If we spot a potential customer defection early enough, can we turn it around?
- What is the average % lift reported by those using price elasticity to set prices?
- What can I do if I can’t really tell whether the customer is serious about needing the absolute lowest price?
- What role should lifetime value play in our pricing segmentation?
- Should we be able to command a price premium for every value-gap we identify?
- My company seems to love platitudes. How do I get others to focus on real messages?
- How do you "normalize" your pricing to something else?
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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Identifying the Right Unit of Value for Pricing
Simple pricing structures can hurt revenues and profits when they fail to align customer value and costs. This case study demonstrates how to identify the right "unit of value" for both pricing and costing purposes.
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Pricing Services to Customer Value
When you’re selling services or project work, it can be challenging to get customers to focus on the value being delivered or exchanged. In this recorded training seminar, learn how to improve revenue and margins when your offering is largely intangible.
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Identifying Your Value Along Five Dimensions
It's best to present a well-rounded set of criteria upon which customers can base a buying decision. In this guide, you'll learn about five dimensions of value with over 50 potential value-drivers that can influence buying decisions.
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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.
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Stop Being Afraid of Procurement
In this interview with Chris Provines, author of "Selling to Procurement", get an inside look at the goals and tactics of the purchasing people who are working so hard to get your salespeople to give up margin.
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Visualizing Data to See the Trees in the Forest
Data visualization is critical to exposing what's actually happening with prices in your business. Learn how to harness its power to explore and explain the causes of margin leakage.
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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.
View This Guide -
Powerhouse Pricing Teams
In B2B, dedicated pricing teams are still a relatively new development. And as such, there are no long-standing rules for how everything should work. In this on-demand webinar, explore the common traits, characteristics, and behaviors of successful pricing teams that have been around longer than most.
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Delivering No-Brainer Pricing Guidance
While equipping sales reps with accurate pricing guidance is a priority for many, it's hard to get right. In this session, learn seven key ingredients to deliver guidance your salespeople will actually use.
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The Politics of Pricing in B2B
Navigating the Competing Internal Interests Behind Critical Pricing Decisions
