b2b pricing

Article archives from the Pricing Pricing Society

Train Your Pricing Muscle

In the current economic climate with increased cost of capital and sustained high inflation across global markets, it’s important for your organization to have an effective annual price increase process in place. As we enter the new year, now is the time to start thinking about your next annual price increase, as the authors explain.

Combating Anchoring Bias in B2B Sales

Humans tend to give undue weight to the first piece of information they receive. In the context of B2B sales, this means that if a buyer is presented with a low price at the outset, it can anchor the entire negotiation to a lower price point. This can make it difficult for a seller to negotiate a higher price. In this article, the author presents three common scenarios in which customers anchor on a low price and provides strategies pricers can employ to combat this anchoring behavior.

By |2023-09-26T21:49:44+00:00September 29, 2023|B2B Pricing, Pricing Articles|0 Comments

Supply Chain Crisis: Defining Better Pricing Principles for B2B Companies

As 2023 begins, many B2B companies are still experiencing the effects of the supply chain crisis that defined much of 2022. Unfortunately, there is no single one-size-fits-all solution to tackling the pricing implications of the current global supply chain crisis. However, by applying the pricing principles in this article, B2B companies can deliver better results in the near term and be better prepared for future supply chain challenges, as the authors explain.

By |2023-01-30T18:07:48+00:00January 31, 2023|B2B Pricing, Pricing Articles, Supply Chain Pricing|0 Comments

Introduction to B2B Dynamic Pricing

Machine Learning-based dynamic pricing allows B2B enterprises to better leverage opportunities and improve growth margins. However, certain factors must be taken into consideration for the model to work effectively. In this article, the author explores the growth potential, challenges, and pitfalls of B2B dynamic pricing, and outlines why, how, and when B2B dynamic pricing should be developed and employed for commercial excellence.

By |2022-10-27T20:57:57+00:00March 31, 2022|B2B Pricing, Dynamic Pricing, Pricing Articles|0 Comments

B2B Pricing and Sales Software: Knowing When It Is Time to Invest

In this article, the author shares the pros and cons behind the timing of pricing and sales software investment decisions. Should you invest before or after implementing other major systems such as ERP or CRM? And how do you determine if your datasets are clean and prepped enough to proceed? As the author explains, the best approach is to be informed, fully consider the options, and listen to your instincts.

By |2022-05-14T14:12:42+00:00February 28, 2021|Pricing Articles, Pricing Software|0 Comments
Go to Top