Crucial B2B Pricing Concepts
The Critical Differences and Core Concepts You Need to Understand About Pricing in B2B
Pricing in a business-to-business environment is very different from pricing in consumer or retail settings. From competitive and marketplace dynamics to customer and organizational considerations, there are certain fundamental concepts that are unique to B2B pricing. To be most effective, pricers need to understand these differences and the core concepts. In this on-demand webinar, you'll learn about:
- 12 ways B2B pricing is different and unique---and why those differences are so important to understand.
- Various consumer pricing "best practices" that are irrelevant, ineffective, and even dangerous in B2B.
- Six fundamental pricing concepts that every B2B pricing person needs to understand inside and out.
- The big advantages that B2B pricers enjoy over their B2C counterparts---and how to exploit them.
This webinar is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
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.
View This Tool -
Managing Risk in B2B Pricing
Whether real or perceived, it's always best to take a proactive approach to managing and mitigating risk in B2B pricing. In this session, learn how to mitigate pricing risks before they can manifest.
View This Webinar -
Are They a Price Buyer or a Poker Player?
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.
View This Interview -
Neutralizing the Sales Team's Excuses
When sales reps fail to do what's expected, it's human nature to offer "explanations" beyond personal failing or expedience. Learn how Pricing can address the top "reasons" for poor price execution in the field.
View This Webinar
Come Join Our Next Webinar
Dynamic Price Segmentation
How to Model and Capture Profitable Differences in Willingness-to-Pay
