SaaStr

DECEMBER 4, 2023

Churn increase due to greater scrutiny of costs Contract values declining More stakeholders involved in decision-making Capchase combined the study with their data set of thousands of SaaS companies and looked at what the best companies do to overcome these hurdles. It could be price, product composition, or payment terms. The answer?

Contract 86

Contract Price Healthcare Commission 86

Partners in Excellence

SEPTEMBER 24, 2014

I should have guessed what he was going to say when he said, “Dave, when are sales people going to understand price is important, but that’s not the only thing people like me care about?” As we looked at the negotiations–they were non competitive, we were looking at major contract renewals and enhancements.”

Price 93

Price Territory Negotiate Contract 93

Hubspot

SEPTEMBER 17, 2018

When a buyer and seller don’t align on price, you might guess the sale won’t go through. In the 1970s, researchers studied the effect of seller ability to deviate from list price. They suspected sellers with higher pricing authority would close better deals. Sellers setting a precedent for price concessions. Don’t Cave.

Price 83

Price Negotiate Commission Strategize 83

SaaStr

SEPTEMBER 5, 2022

These companies are characterized by being product-led; in other words, conversion, retention, and growth are led by the product itself. Secret #2: Pricing. Many product-led companies do not go to market with the right pricing. Each rep is probably sending out multiple contracts per week. Secret #3: Growth & NRR.

Contract 99

Contract Price Growth User Experience 99

Hubspot

MAY 24, 2023

A negotiation isn’t a battle, but it's still something you can win — and if you can establish and maintain a strong position throughout the conversation, you'll be able to strike a deal that's good for both your customer and you. If you give your prospect a price range from $12,500 to $15,000, guess what’s going to happen?

Negotiate 83

Negotiate Contract Price Prospecting 83

Martech

JANUARY 26, 2023

Are they included in pricing? Speech analytics How does the platform use AI or machine learning algorithms to analyze the content of phone conversations or chats? Is access included in pricing? Pricing and support What is pricing based on? What is the minimum contract length? Get MarTech! In your inbox.

Contract 115

Contract Price CRM Quota 115

Sales Hacker

JANUARY 23, 2018

Mistakes during your sales conversations cost you deals. That means you can’t afford to slip up during sales conversations. has analyzed sales conversations with machine learning and AI for nearly two years. Discussing pricing too soon. Don’t talk about pricing in the first third of the sales call. Take the hint.

Conversion 102

Conversion Price Sales Gaming 102

Partners in Excellence

OCTOBER 5, 2015

They customer had signed off to the business case, he felt the implementation plan addressed and managed the risks, contracts/T&C’s had been reviewed and agreed upon. After pleasantries were exchanged, the customer said, “I just can’t justify your price to my management team. You need to hit this price target.”

Price 92

Price Finance Negotiate Contract 92

SaaStr

FEBRUARY 1, 2022

And until it started to go upmarket after $125m+ ARR, it never really raised prices. BigCommerce is #2 to Shopify and essentially has adopted identical pricing. Removing pricing as a reason to choose one or another can, at least sometimes, remove friction from sales. Because it’s not about price.

Contract 138

Contract Cross-sell Price Growth 138

Hubspot

JUNE 7, 2023

Let's say price has started to come up relatively early in the sales process. It's not uncommon for your prospect to ask about costs, contract lengths, and possible discounts on the first or second call. Give the buyer an idea of what the price will be to make sure it's in their budget. Dominate the conversation.

Negotiate 78

Negotiate Contract Price Legal 78

Martech

MARCH 5, 2024

My contract is ending soon, and the flier invited me to set up an appointment to speak with a sales representative over the phone to find a new package to switch to before my promotional pricing ends. I came home to find a flier hanging from my doorknob from Xfinity, my internet provider.

Meeting 98

Meeting Represent Contract UX 98

Gong.io

DECEMBER 27, 2021

We analyze sales conversations and deals using AI, then share the results to help you close more revenue. We analyzed 37,671 sales opportunities, specifically looking at how emailing price impacted deal success. It’s important to know that once you introduce pricing into the conversation, it will inevitably evolve into a negotiation.

Negotiate 127

Negotiate Price Contract Sales 127

SaaStr

APRIL 5, 2024

If you ask how they want the conversation to go, and they want to hear about the differences, you’re not being too aggressive. How to Deal with Pricing in a Hyper-Competitive Environment If you’re in a crowded space, it can feel like a race to the bottom on pricing, but it doesn’t have to be. You’re just doing what they asked.

Sell 76

Sell GTM Price Up-sell 76

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Why should I pay this price increase? ”.

Customers 75

Customers Contract Cross-sell Account management 75

Salesmate

JULY 8, 2020

The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. Meeting prospects is an important step on the path to a conversion. Making a proposal is more than just sending the prospect your standard product menu and price list. Meeting Prospects.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

SaaStr

MAY 25, 2020

In your pricing. In your contracts. “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip. “Flat pricing for paid pilots” — CEO & Co-founder, ToneDen. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 135

Closing Process Contract Price 135

ClickFunnels

OCTOBER 12, 2021

The price itself also varies depending on the business type, company size, industry, and other factors that affect the cost per lead metric. What matters, though, isn’t the price tag itself, but whether the lead generation agency can bring in leads at a cost that allows you to stay profitable. It depends. And that costs money.

Lead generation 244

Lead generation Contact Contract Price 244

SaaStr

DECEMBER 5, 2022

Experiment with different plans and position the pricing as whole numbers. Instead of displaying the 10-15% discount that users will receive while signing up for an annual contract, say they’ll get $15 off or two months free.”. Short-term plans don’t involve long-term contracts, and they work best for users who need to test a product.

Product 52

Product Territory Price Cross-sell 52

Martech

MARCH 9, 2022

Are they included in pricing? How does the platform use AI or machine learning algorithms to analyze the content of phone conversations or chats? Is access included in pricing? Pricing and support. What is pricing based on? What is the minimum contract length? Or is there an additional spam-control fee?

Contract 90

Contract Price CRM Quota 90

Martech

AUGUST 23, 2023

The company was selling contracts worth $65,000 when its goal was to attract accounts priced up to five times higher. The ABM strategy the company was using had scaled up the messages being sent out to prospects, but it failed to drive up the conversion rate.

Appointment 85

Appointment Consult Contract Lead generation 85

SaaStr

DECEMBER 27, 2020

Will conversions make up for it? New consumption pricing model has increased revenue 15% where rolled out. Done right, this sort of anti-SaaS pricing model can lead to significantly more revenue. It can be a bit scary to move from fixed contracts. Who knows, but it will be an interesting experiment to watch.

Contract 120

Contract Cross-sell Price Growth 120

Sales Hacker

AUGUST 14, 2020

A misrepresentation happens when the numbers in a contract or offer are incorrect. This usually comes from a sudden change of revenue or a sudden change in prices of the products or services needed to deliver on the offer. WGA renegotiates their contracts. Prepare in advance.

Contract 122

Contract Legal Represent Price 122

Hubspot

OCTOBER 28, 2019

There are dozens of different pricing strategies you can use in your business, and one of the more unique options is the price skimming strategy. Price skimming is an approach to pricing your products that capitalizes on novelty, timeliness, exclusivity, and/or innovation. What is Price Skimming?

Price 39

Price Profit margin B2B Entertainment 39

Salesforce

MARCH 13, 2023

Bringing in conversational intelligence has been a big part of making digital-first change happen. It’s also why using conversational intelligence has been a game-changer. They use natural language processing to flag important moments in conversations. How does it work? Then we let the algorithms do their thing.

Manufacturing 98

Manufacturing Cold Call Sales Contract 98

Salesforce

SEPTEMBER 19, 2023

A prospect lingering in the negotiation stage, for example, may need a change to product price to move them to the contract stage. Think of it as the conversation that happens in a prospect’s mind as the steps of the sales process progress, underscoring their level of engagement and “buy in.”

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Martech

DECEMBER 6, 2023

Product features and capabilities — along with pricing — can change based on the vendor’s company goals, financial needs and other factors you may not be privy to. Product details with pricing explanations. If they come back with high prices or terms you consider outrageous, assume it’s just the starting point of the negotiation.

Negotiate 108

Negotiate Price Contract Represent 108

Martech

MARCH 3, 2022

Can we track buyer interactions through the whole purchase cycle from interest to actual conversion? Pricing and support. What is pricing based on? What is the minimum contract length? Is there a short-term contract or an “out” clause if things don’t work out? If not, what are the options? Training and coaching.

Contract 87

Contract Consult Quota Sales 87

Search Engine Land

DECEMBER 28, 2023

Google stirred things up by shaking cushions and discreetly adjusting ad prices, and the entire industry faced a major shift with the sunset of Universal Analytics, forcing everyone to transition to Google Analytics 4. New GA4 fractional, cross-channel web conversions feature on April 18. More allowed properties for GA4 on March 22.

Retail 131

Retail X-functional Launch Non-Profits 131

Sales Hacker

APRIL 15, 2021

It added one more “conversion ratio” to take care of. Our conversion ratios today are lead>demo>trial>active. Anytime there is a conversion ratio, there’s a percentage of fallout. explains pricing }}. Note here: we watch our trial>active conversion ratios pretty religiously. Every time.

A/B testing 138

A/B testing Contract Sales Closing 138

PandaDoc

MARCH 9, 2024

Pricing: Trello’s paid plans start at $5 per user/month when you pay annually. Pricing : Paid plans begin from $8/user/month. Pricing : Paid plans begin from $11/user/month, with add-on services costing extra. Pricing: Zoom starts at $6 per user per month. user/month.

Legal 52

Legal Price Meeting Territory 52

Closing Bigger

DECEMBER 14, 2022

3) Improve your lead nurturing game More contact More variety Better context Better timing More relationship More discrimination 4) Expand while your competitors and contracting. Your competitors are hunkering down and hatching, take advantage of this. Your competitors are hunkering down and hatching, take advantage of this. *

B2B 52

B2B Contract Finance Territory 52

Closing Bigger

DECEMBER 14, 2022

4) Expand while your competitors and contracting. Do your price, quality, function grid. Engage in conversations. 4) Expand while your competitors and contracting. Do your price, quality, function grid. Engage in conversations. * Your existing client needs have changed. 3) Improve your lead nurturing game.

B2B 52

B2B Contract Finance Territory 52

PandaDoc

MAY 9, 2024

The higher the conversion rate, the higher the sales velocity. Average sales cycle length Sales cycle length is the entire time it takes a lead to move through the sales funnel to conversion. Every industry, product type, and business model will have different needs regarding things like pricing and win rates.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Salesforce

FEBRUARY 26, 2024

It shows up as a conversational AI interface integrated with your everyday workflow, whether it’s a customer relationship management (CRM), email, or other system specific to your industry. Get the purchase order and contract terms for the subscription. Find out if pricing or contract terms have changed.

Retail 89

Retail CRM Contract Gaming 89

Hubspot

MARCH 25, 2024

She says, "In my experience, the most difficult prospects to deal with are the tire-kickers — those who seem interested but never actually commit or sign a contract. Have an honest conversation about their intentions and let them know you need to see progress before providing more details.

Prospecting 73

Prospecting Price Presentation Pipeline 73

ConversionXL

JULY 25, 2022

Careful attention to CTA (call to action) copywriting is the difference between brands that drive conversions and those that only drive traffic. Landing page platform Unbounce boosted conversion rates by 90% by changing their CTA copy from “Start your 30-day trial” to “Start my free 30-day trial.”. Am I locked into a contract?

A/B testing 146

A/B testing Contract Appointment Drivers/motivators 146

SaaStr

NOVEMBER 23, 2022

You don’t have to get a deal at any price—at the cost of yourself, your team, or your customers. Anybody can post the numbers—the right churns, contraction profiles, or ARRs—but they should also earn these metrics with integrity. Early on, your team needs to sit down to have some tough conversations. Key takeaways.

Drivers/motivators 108

Drivers/motivators Trust Legal Finance 108