In this Expert Interview, Jason Levinson discusses the latest methods and innovations in negotiation training for salespeople. Closing the negotiation skills gap is not a hard as you might think!

A godfather of the modern pricing practice talks to PricingBrew about the “hidden” challenges in B2B pricing.

Ever had a request for more resources or investment met with "what have you done for me lately?" In this Expert Interview, Erin Cihak and Peter Bloechle discuss multiple approaches for credibly demonstrating value and contribution.

In this Expert Interview, Walter Paczkowski shares his perspectives on the challenges and opportunities he's identified in his work using advanced quantitative techniques to set better prices.

In this expert interview, Bob Vezeau, the Vice President of Strategic Pricing at WestRock, discusses his experiences redesigning the company's sales compensation platform to better align with pricing excellence.

Jared Wiesel of Revenue Analytics discusses his work helping mid-market companies combat over-discounting in the field.

It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this expert interview, Paul Hunt exposes the real problems behind rampant discounting in the field.

To win a negotiation without giving up too much, it's important to understand who's on the other side of the table. This interview with Nelson Hyde teaches you about four types of buyers --- how to identify them and how to deal with them.

Over-discounting in the field is a frustrating reality for most B2B pricing teams. So, how do you prevent it from happening? In this Expert Interview, Chaz Napoli shares the strategies and tactics he's found to be effective through hundreds of customer engagements.

How do you become a Vice President of Pricing at a multi-billion dollar B2B company? A great first step is to get some advice from someone like Dick Braun, the Vice President of Strategic Pricing at Parker Hannifin.

It's easy to assume that when a buyer says they need a lower price, they really mean it. But making the wrong assumption can be very costly. Nelson Hyde explains how to tell when a buyer is bluffing.

How do you encourage, enable, and manage organizational change when the deck is stacked against you? In this in-depth interview, Scott McAllister and Suraj Mohandas share the quantifiable benefits of effective change management and expose the essential steps that are required to get it right.

In this Expert Interview, Stephan Liozu discusses what it really means to practice value-based pricing in a B2B environment. And here's a hint --- there's a lot more to it than many would have us believe!

In this Expert Interview, Doug Fuehne of Pricefx discusses what Artificial Intelligence means for B2B pricing functions, now and into the future.

In this expert interview, Mark Burton of Holden Advisors shares his latest insights and advice for getting beyond tactical analysis and taking your pricing department to the next level.