Reflections on the PPS Spring Conference

The Professional Pricing Society’s Spring Conference in Dallas was a deep dive into the world of pricing. The conference brought together over 400 pricing leaders from various industries, offering a wealth of insights into the current trends and c…

Value selling to government agencies

If you’ve ever sold to the government, you know the feeling of getting beat down by the procurement process. It can be especially frustrating when you’re trying to increase the price of your product. But don’t give up just yet! The government is l…

Combating anchoring bias in B2B sales

As much as we like to think that business-to-business (B2B) transactions are completely rational and devoid of biases, the truth is that buyers are not always purely objective in their decision-making. One of the biases that can impact B2B sales i…

3 ways pricing communicates your value

Did you know that your pricing page is typically the most visited location on your website (excluding the home page)? It’s no surprise then that pricing is often the first thing customers look for in the procurement process. Is your pricing effect…