The more your team knows about how your prospects perceive the marketplace, the better the chances are for success. This guide provides the key prospect insights that can improve close-rates, margins, and long-term customer values.

It can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and margins.

We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.

You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.

In this guide, you'll learn about the most common and costly prospect targeting mistakes that other B2B companies have made...so you can avoid making them yourself.

How to identify and avoid five marketing communication mistakes that can damage your value before the sales rep even talks to the prospect.

Most of the leads your team generates are going into a black hole! In this guide, learn why 70% of new leads are not being followed-up by sales...and what you should be doing about it.

Sales and marketing alignment can sometimes do more harm than good. These real-world case studies expose the costly downsides of alignment and reveal the mindset that's often more effective to adopt.

For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, learn how the lack of strategic pricing capability reduced the value of an entire market by over $1 billion.

Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).

In this case study, learn how a leading B2B sales organization increased their capacity, productivity and effectiveness… all at the same time.

In this case study, learn how one consultant got (very) creative in order to solve a pricing problem in an highly dysfunctional organization.

Very often in business, the truth behind problems runs counter to what the people in charge actually believe. This entertaining case study reveals the true root-causes behind one company's "failing" lead generation programs.

How do you get prospects to recognize, understand, and believe the value of your offerings? This tutorial shows you how to get beyond the platitudes and develop compelling messages that highlight your differential value.

As a B2B marketer, there is a limit to how much you can accomplish on your own. This tutorial shows you how to leverage your marketing skills in a different way to influence and motivate the other departments that can have an impact on your efforts.

In this tutorial, learn about creating more effective marketing programs and materials by answering the seven questions that all great salespeople intuitively ask and answer, as a matter of course.

Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.

In this tutorial, learn a six-step strategic process for increasing your odds of success in the marketplace by understanding which prospects you should target...and which ones you should avoid.

For many companies, the biggest competitor they have to contend with is "no decision." In this tutorial, learn strategies and tactics for addressing the real root-causes behind prospect inaction.

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

A MindBrew research briefing that exposes and explores a mission-critical capability that most B2B sales operations are admittedly lacking.

What can analysis of over $6 billion worth of deals teach you about why companies win and lose sales? And what does the research say about the actions that can help you win more and lose less?

When you identify meaningful segmentation attributes, you also uncover a source of competitive advantage. This research brief explores a variety of unique price segmentation attributes that companies in the PricingBrew Network have found to be important.

Learn what research conducted by AskForensics reveals about the real reasons companies fail to retain strategic accounts and what they can do about it.

To help identify areas for improvement, simply answer the questions in this straightforward assessment as truthfully and objectively as possible. While this comprehensive assessment covers 10 major areas and contains more than 130 questions, it should take you less than 30 minutes to complete.

Many B2B companies are leaving a full two-thirds of their prospective sales opportunities on the table. Use this self-assessment by Dan McDade to figure-out if you're really getting everything you should.

It’s important to realize that every sale is the result of a process. This diagnostic examines how to improve sales results by identifying root causes and areas for improvement in your sales processes.

Research says that 60-70% of buyers aren't price buyers---lower your price for them and you just give margin away. Learn how to identify the types of buyers where additional discounts won't help you win the business.