Exposing the Power of Price Elasticity in B2B
Barrett Thompson Explains the Nature of Price Elasticity in B2B and How You Can Use It To Set Better Prices with Far Less Risk
Price elasticity has been a core aspect of consumer pricing for decades. But in business-to-business environments, this foundational pricing concept is not only incredibly underutilized, it's often misunderstood. In this conversation with Barrett Thompson, you will learn:
- The basic concept of price elasticity and how you can recognize that it's operating in your business right now.
- How price elasticity manifests differently in B2B and doesn't follow the traditional or textbook definitions.
- Why an understanding of price elasticity can significantly reduce the risks associated with price-setting in B2B.
- The basic process for measuring and calculating the price elasticities of the various segments in your business.
This interview is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
-
The Triangulated Competitive Audit Guide
The Triangulated Competitive Audit Guide provides an expanded reference list of the various types of questions you'll want to ask about your competitors and why.
View This Tool -
How to Develop Real Competitive "Kill Sheets"
Competitive kill sheets are a great tool to help salespeople in the field. But most so-called kill sheets are nothing more than glorified competitive profiles. In this concise tutorial, learn how to develop real, strategic competitive kill sheets that highlight and reinforce the competitive differences that actually matter to prospects.
View This Tutorial -
Five Performance Boosters of Follow-On Sales
Learn how a shift in focus can increase your close-rates, shorten sales-cycles, and improve your margins.
View This Guide -
Pricing Services to Align with Customer Value
When you’re selling services or project work, it can be challenging to get customers to focus on the value being delivered or exchanged. In this recorded training seminar, learn how to improve revenue and margins when your offering is largely intangible.
View This Webinar
