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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:

  • Why is customer retention so much more important in B2B than in B2C?
  • What types of attributes should we think about for price segmentation?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • How can we see the customer spend that we aren't getting?
  • Can you tell, in advance, whether a promotional discount will work?
  • If we spot a potential customer defection early enough, can we turn it around?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
  • What does a real price segment look like? What defines it?
  • What's the difference between defection detection and customer retention?
  • What is a "Mix Shift" customer defection and how do I spot it?

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

  • Getting Sales To Sell the Value

    Your offerings deliver greater value. But at the slightest pushback from a buyer, your salespeople give in and start discounting that value away. In this webinar, we explore how to change this dynamic for good.

    View This Webinar

  • Managing Your "Minimum Advertised Price"

    Many manufacturers have augmented their channel strategies with MAP (Minimum Advertised Price) policies. While not a panacea, MAP policies can mitigate many channel control and conflict issues. In this guide, we expose 20 strategies and tactics for more effective MAP policies and programs.

    View This Guide

  • Step-by-Step Competitive Analysis for Strategic Pricing

    How to use competitive analysis to identify actionable opportunities to gain strategic advantage, expose competitive gaps, provide differentiation beyond price, and reduce the pressure to discount.

    View This Tutorial

  • How to Price Big Deals

    Big deals generate a lot of internal pressure and it's easy to ignore the huge pitfalls of winning "badly." In this session, we explore a triangulated pricing approach to ensure profitability, mitigate risk, and avoid future regret.

    View This Webinar