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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:
- 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?
- What role should lifetime value play in our pricing segmentation?
- What is a "Steady State" customer defection and how do I spot it?
- Should we announce price increases to customers whose pricing is actually being grandfathered and NOT increased?
- We're trying to reduce the complexity of our pricing model. Any tips or suggestions?
- How does internal marketing relate to change management?
- Should we use current or potential LTV in our segmentation?
- What is a "Mix Shift" customer defection and how do I spot it?
- Isn't the point of analytics all about identifying outliers and taking action to make sure they don't happen again?
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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How to Craft Effective Strategic Value Messages
This tutorial shows you how to get beyond the platitudes and develop compelling messages that get prospects to view your offerings as being different, better than the alternatives, and worth the price.
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The Multiple Dimensions of Value Chart
Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.
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Reducing Losses to "No Decision"
Studies have shown that companies can lose up to 40% of their forecasted deals to "no decision". In this on-demand webinar, learn strategic and tactical approaches for dealing with prospect inaction.
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Selling Value More Confidently in Seven Steps
To sell effectively, salespeople need confidence in themselves and the value of their offerings. In this tutorial, you will learn 7 straightforward steps you can take to give sales the confidence they need.
View This Tutorial
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