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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.

Here are just a few that subscribers get access to:

  • My company seems to love platitudes. How do I get others to focus on real messages?
  • Is speaking about loss avoidance really more powerful than highlighting upside gains?
  • Should we be able to command a price premium for every value-gap we identify?
  • Does price elasticity really exist in B2B markets?
  • What’s the difference between “hard” and “soft” value-drivers?
  • Aren't pricing outliers always a bad thing?
  • If we have people with lots of experience in the industry, do we really need to conduct marketing research?
  • Are there other profitable growth drivers a pricing team could focus on?
  • Should it concern us that customers haven't ever considered the value-drivers we've identified?
  • When positioning ourselves vs. the competition, won’t prospects see us as negative and get turned off?

This question is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.

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More Subscriber-Only Resources From Our Library

  • 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

  • Tweaking Your Sales Strategy to Improve Prices

    A well thought-out strategy can reduce pricing pressure and increase deal velocity. This guide explains how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.

    View This Guide

  • Communicating Value Over Price

    How do you know whether your value messaging is good, bad, weak, or strong? And how do you ensure that the value of your offerings is being communicated as effectively as it really could and should be?

    View This Webinar

  • Crucial B2B Pricing Concepts

    Pricing in a B2B environment is very different from pricing in consumer or retail settings. In this on-demand webinar, you'll learn about 12 ways B2B pricing is unique and 6 core pricing concepts that every B2B pricing person needs to understand inside and out.

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  • Where Should the Pricing Function Be Located?

    Should Pricing report directly to the CEO? Should it be located in Sales, Marketing, Product, or Finance? While none of these organizational locations is perfect, through our research, we've been able to identify and document some of the common pros and cons associated with each location.

    View This Research

  • Valuable AI Uses Cases for B2B Pricing

    Some popular AI use cases barely deliver marginal gains, while others have a massive impact on results. How can B2B pricing teams figure out which is which and put their limited resources to the best use?

    View This Webinar