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:
- When doing competitive analysis, where else can we look to uncover our competitors' priorities?
- What is a "Mix Shift" customer defection and how do I spot it?
- Our research interviews were really informative. Do we really need to conduct a broader research survey now?
- What does a real price segment look like? What defines it?
- How can I tell if a customer is defecting early enough to do something about it?
- Does price elasticity really exist in B2B markets?
- Can just measuring something cause it to improve?
- What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
- What can I do if I can’t really tell whether the customer is serious about needing the absolute lowest price?
- How can pricing skills be applied to other profitable problems?
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.
View This Case Study -
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.
View This Webinar -
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.
View This Diagnostic -
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 -
Visualizing Data to See the Trees in the Forest
Walter Paczkowski on harnessing the power of data visualization to explore and explain the causes of margin leakage.
View This Guide -
Getting Control of Discounting
In B2B, discounting tend to be the norm rather than the exception. How do we make sure the discounts are appropriate and warranted? And how do we do it without alienating the sales team?
View This Webinar -
21 Questions About Your Price Segmentation
It can be difficult to know if your price segmentation model is as effective as it should be. This 21-point diagnostic assessment helps you measure how good your model really is and uncover potential areas of improvement.
View This Diagnostic -
Avoiding Five Margin-Killing MarCom Mistakes
A guide to common marketing communication mistakes that reduce your perceived value and pricing power.
View This Guide -
Exploring the Root-Causes of Pricing Problems
An educational case study collection exploring seven instances where further investigation revealed that supposed pricing problems weren't really pricing problems after all.
View This Case Study
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Price Promotions in B2B
Understanding the Ins and Outs of Using Promo Pricing To Boost Sales Volume
