From Frustration to Results:
How Strategic Pricing Transforms B2B Sales
“I can’t grow a business like this.”
That’s a sentence we’ve heard from more than one frustrated sales leader. Often, the real problem isn’t the product or the team – it’s pricing.
Pricing is one of the most powerful – and most overlooked – levers in B2B sales. Many companies lose significant margin simply because their pricing strategy is unclear, inconsistent, or not aligned with the market. In this article, we’ll show you why pricing is a game-changer for sales organizations and how to structure your approach using proven, real-world frameworks.
Why You Need a B2B Pricing Strategy
In B2B industries with long sales cycles, complex negotiations, and customized offers, pricing can quickly become chaotic.
Without a strategic approach to pricing, companies often face:
➤ Limited control over revenue and profitability
➤ Poor differentiation from competitors
➤ Lack of confidence in sales teams when discussing price
➤ Unclear discounting and inconsistent margins
3 Proven Pricing Models That Deliver Results
At CPM Group, we work with leading B2B organizations to implement pricing strategies based on these three core frameworks:
➤ Market-Based Pricing - Prices are aligned with supply, demand, and market indicators.
➤ Competition-Based Pricing - Benchmarks from key competitors help find the right range – but without copying blindly.
➤ Value-Based Pricing - The most powerful method: pricing based on perceived customer value and outcome.
These frameworks allow for data-driven pricing decisions and measurable improvements in performance.
How We Help B2B Teams Put Pricing Into Practice
We don’t just build pricing strategies – we make sure they work in the real world.
✔ Our consultants develop pricing systems tailored to your business and market.
✔ We train and support sales teams to apply pricing confidently in everyday negotiations.
✔ Our tool, My Sales DNA, ensures pricing is not only visible – but continuously optimized.
Want to explore what that could look like for your organization? We’ve bundled our learnings into a free Pricing Booklet that outlines our frameworks. Get your free Pricing Booklet and discover the core frameworks we use with clients across industries.
Claim your free copy now!
Fill out the form, and we’ll send your personal copy straight to your doorstep!
CPM Group GmbH
office@cpm-group.at
Offices:
Franz-Josefs-Kai 49/11, 1010 Vienna
Kapuzinerstrasse 23, 2020 Hollabrunn
Phone:
+43 650 5000 510
VAT ATU73815035 | Reg. No 502250d at Landesgericht