SaaStr

JULY 24, 2023

Dear SaaStr: How does a SaaS company find its initial price point? If you are more valuable than the comp, and are confident selling that value — pricing higher than your comp can work well. Your customers will understand it. Just consider grandfathering in your earlier customers. It’s pretty simple.

Price 85

Price Start-ups Up-sell Product 85

Salesforce

FEBRUARY 7, 2024

Figuring out the right way to price your products can be tricky. Whether you’re selling software or designer handbags, your pricing strategy has a big impact on your sales success. There are a lot of ways to go about it, but if you’re looking for simplicity, cost-plus pricing might be a good bet.

Price 52

Price Profit margin Manufacturing Retail 52

Jeff Shore

MAY 22, 2018

The earlier you talk about price, the more likely it is that you will lose the sale. When you get trapped into a price discussion right out of the gate, you are jeopardizing the entire sale. Because an early price conversation will draw your customer’s mind in the wrong direction. Price is what you pay.

Price 113

Price Customers X-functional Presentation 113

Hubspot

NOVEMBER 26, 2021

Discount pricing is borderline omnipresent. We've all seen retail outlets offering sale prices or "buy one, get one free deals" — and for good reason. When done right, the method can drum up quick interest in your business, foster customer loyalty, and pay off in spades. Discount Pricing Strategy.

Price 88

Price Retail Construction Territory 88

SaaStr

NOVEMBER 30, 2020

It’s goes like this: First, who’s your largest customer? Now … On that deal … go quote twice your highest price ever. This is a terrific exercise to drive your deal size up. It does >not< mean rip off your customer. Improve customer success. Once you do it once, level up.

Price 116

Price Pipeline Up-sell Engineering 116

SaaStr

MAY 30, 2024

From a PLG perspective, if you make it easy for users to start using your product, any interaction with a rep or customer service person is a bad user experience. You want customers to understand the product and pricing and start using it on their own. What PLG Signals Can Sales Use to Sell Software?

Cross-sell 98

Cross-sell Customers Pitch Drivers/motivators 98

TrackStreet

JULY 20, 2023

Best Practices for Amazon Marketplace Pricing Selling on Amazon.com? Whatever pricing strategies you use for your other channels, even if they’re successful, you’ll still want to create a standalone, well-thought-out approach to how you price your products on Amazon. There are two reasons for this.

Price 52

Price Retail Manufacturing Up-sell 52

Hubspot

NOVEMBER 1, 2021

When we buy these optional items, they’re usually priced using a strategy called optional product pricing. Read on to learn more about optional product pricing, examples from companies you may be familiar with, and outline considerations for using the strategy. Optional Product Pricing vs. Captive Product Pricing.

Price 68

Price Product Manufacturing Retail 68

Search Engine Land

FEBRUARY 14, 2024

Online shopping is a dynamic experience for customers, sparked by the awareness of a specific need or desire. As explored in “Mapping the customer journey for SEO and marketing success,” understanding your customers’ purchase path is vital. What is a customer journey map for ecommerce?

Customers 105

Customers User Experience Referrals B2B 105

SaaStr

JANUARY 3, 2022

With the rise of “Product Led Growth” as such a key concept in SaaS, it brings up an age-old question in business software: Should all pricing be transparent? Can you even have a mostly self-service motion in PLG with “Contact Me” in your pricing? It’s a mix.

Contact 98

Contact Price B2B Growth 98

Hubspot

FEBRUARY 9, 2022

If you are selling tickets to a concert, for instance, having a cheaper general admission ticket and a more expensive VIP treatment ticket would probably suit you best. This is an everyday example of price tiering that gives the seller more opportunities to convert leads and the buyer more options to fit the experience and price they desire.

Price 77

Price Service Up-sell Start-ups 77

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? A short, paid pilot is a great way for a customer to force a new vendor to prove themselves. You should stand behind your product and sign up for those until you have a real brand in the space. to grow deal size vs. blanket price increases.

Price 116

Price Contract Referrals B2B 116

Sales Coach Dew

MARCH 29, 2021

Learn to focus on clients who care about more than price. In relationship selling, we want to keep our clients happy. We don’t want to lose long-term relationships to a competitor who’s undercutting our prices. So, to keep our clients, we always need to win on pricing, right? Consider a fixed-price model.

Price 52

Price Sell Profit margin Appointment 52

Salesforce

AUGUST 17, 2023

A retailer reduced online prices by 1% every time a shopper purchased a particular item. The marketing team thought this retail pricing promotion was genius. Shoppers kept refreshing their screens, expecting others to buy and the prices to drop. But the (heavily inflated) prices didn’t budge, as shoppers continued to wait.

Price 52

Price Retail Profit margin Promote 52

SaaStr

MAY 27, 2022

But 74% of you find your Paid Pilots convert to Paid Customers at the end of the pilot. 41% of you have sales do some customer onboarding, not just CS or other specialists. Hire a great VP of Sales, and revenue goes up. It’s a challenge to get your logo retention rate up to 90% or higher. #8. Go find her! #7.

Price 118

Price Niche Up-sell Contract 118

Hubspot

JANUARY 21, 2021

The companies you buy from know that you need both the film and the games to make these products work, so they sell the core product, the Xbox or film camera, separate from the accessory product, games or camera film, in order to inspire more sales. Captive product pricing can boost sales and increase profit margins.

Price 65

Price Product Profit margin Manufacturing 65

Hubspot

FEBRUARY 11, 2022

One of the most common examples of economy pricing happens on an airplane. Then, they use economy pricing to fill standard seats on the plane at a lower price. Then, they use economy pricing to fill standard seats on the plane at a lower price. It's a no-frills option that appeals to price-sensitive customers.

Price 61

Price Profit margin Retail Up-sell 61

Partners in Excellence

JULY 27, 2022

“How do we get customers to respond, how do we get meetings with customers?” I’ve finally come up with the solution. I’m offering this up freely. Don’t try to do the “cheap alternative,” pay the customer a flat $1000 for the meeting. What would this mean?

Meeting 96

Meeting Customers Price High impact 96

Hubspot

JUNE 3, 2022

Imagine not having to take other companies’ pricing strategies into account when deciding how much you’ll sell your products for — or being the company that sets the standard for pricing in your space. That's the premise behind a prominent pricing strategy known as price leadership. Types of Price Leadership.

Price 65

Price Market share Up-sell Follow-up 65

SaaStr

DECEMBER 27, 2019

You could spend days reading about pricing and pricing strategies in software on the web, but a lot of this content doesn’t really hit one, basic fundamental point — there is no real reason any particular piece of software should cost anything in particular. Pricing in software is really in large part relative to what.

Price 129

Price Closing Up-sell Product 129

Gong.io

AUGUST 3, 2022

For SaaS and subscription businesses, customer success is a key revenue driver. So, how exactly do you measure if a customer is “successful” (and what does that even mean?). Defining customer success and measurements . For individual clients, we can ask, “What was it that the customer wanted to achieve originally?

Customers 87

Customers Cross-sell Contract Price 87

Hubspot

MAY 28, 2019

Setting prices for your products can be tough. Set prices too high, and you miss out on valuable sales. Thankfully, pricing doesn’t have to be a sacrifice or a shot in the dark. There are dozens of pricing models and strategies that can help you better understand how to set the right prices for your audience and revenue goals.

Price 96

Price Retail Profit margin Gaming 96

Partners in Excellence

JULY 28, 2023

There are always so many issues that come up in these discussions, I’ll cover these in this series. But one of the most fundamental problems I see is these sales processes are internally focused, always looking at the things we Do To Our Customers. Negotiating the final pricing and terms. We: Qualify them. Closing them.

Process 84

Process Customers Negotiate Sales 84

Hubspot

MARCH 15, 2021

For many companies, pricing strategy essentially amounts to guesswork — shooting in the dark and hoping they land on prices that customers are willing and happy to pay. That said, pinning down an optimal price for a product or service is admittedly easier said than done. Not Segmenting Customers.

Price 81

Price Profit margin Sales Up-sell 81

Salesforce

APRIL 17, 2023

Create experiences that boost customer retention and lower costs Keep shoppers coming back by reimagining your brand loyalty program. retailers and brands should focus on keeping existing customers loyal rather than on the increasingly costly acquisition of new customers. Check it out The negative online growth in the U.S.

Retail 98

Retail Customers Price Territory 98

Hubspot

JANUARY 26, 2022

While you’d think that drumming up business and converting clients is one of the biggest challenges they face, there’s a task that’s even more daunting… pricing your products and services. For others — specifically, those that offer services or non-physical products like software — pricing may be a bit more challenging.

Price 60

Price Entertainment Manufacturing Retail 60

The Sales Hunter

SEPTEMBER 3, 2013

Your customer doesn’t care about your price as much as you think. Customers don’t care as much as salespeople think they do because we, salespeople, tend to have far too many voices in our head telling us our price is too high. Customers aren’t looking at price as much as you think.

Price 95

Price Customers Consult Drivers/motivators 95

SaaStr

DECEMBER 29, 2023

Catch up on the first half here if you missed it. In part two we head into IPO waters, how to incorporate AI into your products, the best way to drive employee performance, pricing models, and much more. Before, humans graded the outcome of customer support. The ones who show up with one, teach them how to improve it.

Customers 95

Customers Price Growth Construction 95

Hubspot

NOVEMBER 3, 2021

Tapping into multiple regional markets means diversifying your revenue stream and potentially bringing on a wider range of customers. In many cases, your pricing strategy needs to reflect that variability. That process — folding location-based considerations into your pricing strategy — is known as geographical pricing.

Price 75

Price Territory Manufacturing Agriculture 75

Hubspot

AUGUST 4, 2020

One of the best ways to do that is through a practice known as promotional pricing. Let's get a feel for what that term means, some of the more prominent examples of it, and what you need to do to implement a successful promotional pricing strategy. Here are some of the more prominent examples of promotional pricing.

Promote 82

Promote Price Retail Profit margin 82

Salesforce

OCTOBER 20, 2022

With all the wireless and telecom options out there, communications service providers know that staying competitive means giving customers a reason to stay loyal. Throw inflationary price hikes into the mix, and that makes customer retention even more critical. And now customers are looking at their options. Sign up now.

Customers 98

Customers Price Growth Networking 98

Martech

JUNE 3, 2024

As companies prioritize “efficient growth,” vertical software has gained prominence due to its lower customer acquisition costs, higher expansion sales and stronger gross retention than its horizontal counterparts. In 2021-2022, software companies could easily raise vast amounts of money and win vast numbers of customers.

Growth 112

Growth Pharmaceutical B2C Construction 112

Martech

FEBRUARY 14, 2023

It is if your products and services are better than anyone else’s for the price. Lovable brands embrace customers even when they aren’t in the mood or the market to buy. In dozens of ways, these brands show they appreciate shoppers for more than their lifetime customer value.

Customers 128

Customers Retail Cross-sell Campaign 128

Hubspot

JANUARY 23, 2024

Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. But from my experience, when you focus primarily on your customer's experience and goals, upselling benefits both you and your customer tremendously. Can you see if they follow up?

Customers 63

Customers Pitch Price Trust 63

Partners in Excellence

NOVEMBER 18, 2019

In reality, if he spent two minutes looking at our company and doing a little research, he would realize we are a terrible prospect for what he is selling. But then he went on: “I should mention–even though I hate talking about price–that all our customers report a cost savings with [our product].

Price 72

Price Pitch Up-sell Prospecting 72

Hubspot

MARCH 29, 2019

Did you know, on average, a 1% price increase translates into an 8.7% It's hard to believe the smallest percent increase or decrease in price can make a significant impact on profit margins. This statistic highlights the importance pricing can have on your company's bottom line. It's worth considering competition-based pricing.

Price 78

Price Profit margin Retail Up-sell 78

Partners in Excellence

SEPTEMBER 24, 2014

This post should be filed under the “I’m not creative enough to make these stories up. This morning we were catching up on a number of things and he mentioned 3 very large vendor negotiations he had just completed. I know we aren’t their largest customers, but we are large customers for each of them.

Price 93

Price Territory Negotiate Contract 93