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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:

  • What’s the difference between “hard” and “soft” value-drivers?
  • Why would a B2B customer defect if they are saying they're satisfied?
  • What are the different buyer types we might be negotiating with?
  • I'm tired of policing my sales team and playing "bad cop" on every deal. Any suggestions?
  • What if the root-causes are in an area that I don't have a lot of lot influence over?
  • Are there other profitable growth drivers a pricing team could focus on?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
  • What is a "Steady State" customer defection and how do I spot it?
  • We're trying to reduce the complexity of our pricing model. Any tips or suggestions?
  • Should we use current or potential LTV in our segmentation?

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

  • Dealing with Price Exceptions

    For many teams, their exception-handling processes are a significant and ongoing source of frustration and inefficiency. So how should you go about improving these critical processes?

    View This Webinar

  • 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

  • How to Price New Products

    In this on-demand webinar, learn about three common types of new products that pricing teams are likely to encounter, and explore the core strategies and processes for dealing with the realities associated with them. Hint: "Best practice" is not always realistic.

    View This Webinar

  • Considerations for Pricing Through Channels

    How do you get your arms around the various players in the channel and manage the links in the distribution chain? In this interview, we discuss channel pricing with Peter Maniscalco, a Senior Manager of Pricing at a major IT Products and Services company.

    View This Interview