Resources Archive - PricingBrew

PricingBrew

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Featured B2B Pricing Insights & Tips

Even Pricing People Underestimate Pricing Analysis

Even hardcore pricing analysts who've been at it for decades can overlook the broader implications of the analyses they're performing. Learn why pricing analysis is sorely underrated from a strategic perspective.
Pricing Teams Need to Hear This “Dutch Uncle” Advice

A “Dutch uncle” is a person who delivers blunt advice in the interest of educating someone else. Well, our Editor in Chief just happens to be Dutch. And he's an uncle. And he has some very frank advice about where pricing teams choose to focus.
The Wrong Way to Change the Status Quo In Pricing

What do a modern business horror story and a parable from 1929 have to do with driving meaningful change in your pricing practice? Plenty! Learn the lessons and avoid the pitfalls.

Recommended On-Demand Webinars

Popular Express Guides & Research

New Benchmarks for Pricing Excellence in B2B

In our research, we’ve identified ten areas where “best practices” have been redefined; setting new benchmarks for pricing excellence in B2B. Use this self-assessment to see how your capabilities measure up.
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Rethinking the "Pricing Journey"

The “crawl, walk, run” approach used to be the standard for developing pricing capabilities in B2B. But that was 5-7 years ago, and a lot has changed since then. Read this provocative report to learn why you must rethink the pricing journey.
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Combating Competitive Pricing Pressure

Pricing pressure is just a fact of life. But how well you handle that pressure can determine whether your business ultimately succeeds or fails. This guide exposes 15 ways to address (and prepare for) competitive pricing pressure.
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Questions from the Community

Question

What if our whole analytics initiative is built around giving end-users the ability to slice-and-dice data for themselves?

Question

Isn't the point of analytics all about identifying outliers and taking action to make sure they don't happen again?

Question

Why would a B2B customer defect if they are saying they're satisfied?

Recommended Tutorials

Popular Expert Interviews

How to Break Out of Your Pricing Silo

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.
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When to Choose Profit, Revenue, or Both

As pricing people in B2B, we all have to deal with the "corporate schizophrenia" around revenue versus profit. In this conversation with Lydia DiLiello, we discuss how pricing teams can best deal with this oftentimes frustrating dynamic.
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Getting to the Right Number

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.
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Recommended Case Studies

Top Tools & Diagnostics

The Negotiation Tactics Cheat Sheet

Study and internalize these descriptions to better understand and identify many of the most common negotiation strategies and tactics your team will likely encounter in the field.
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The Functional Area Cheat Sheet

A quick overview of the common ways different internal groups can have an effect on pricing outcomes and suggestions for how you might be able to diplomatically help them help you.
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Preventing Bad Deals Before They Happen

Thanks to analytical toolsets, it's easy to identify deals that weren't priced properly. But after-the-fact corrective actions do little to prevent outliers from happening again. This diagnostic shows you how to uncover and address the true root causes behind bad deals.
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