Dear SaaStr: Should We Over-Charge or Under-Charge Our First Customers?


Q: Dear SaaStr: Should We Over-Charge or Under-Charge our First Customers? Overcharge if the customer is big , i.e., >$50k-$100k a year or so in ACV. Undercharge if the customer is small by revenue.

Modern Customer Discovery Questions


Selling effectively in the 21st Century requires asking clients a new set of discovery questions. These new questions produce new and different outcomes. This post will help you improve your sales results by adding new strategies to your discovery calls. Modern Discovery LL-Vault


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Customers And Sellers, Conflicting Systems

Partners in Excellence

” As we, sellers, look at the various pieces parts of selling—marketing, sales, customer service, etc—we tend to optimize these systems to achieve our separate goals. As a result we and our customers have a huge challenge.

Customer “Systems”

Partners in Excellence

As a refresher, that post is “The foot bone connected to the leg bone… ” Our customers face the same challenges! This represents a huge opportunity for sellers to help their customers. Great sellers, help their customers connect the dots between the different parts of the organization. They help their customers understand how what they are doing contributes to the overall corporate strategies, goals, purpose.

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

The Great Customer Resignation

Partners in Excellence

I recently read an article about the coming Great Customer Resignation. We, also, know there is very strong correlation between customer and employee engagement/satisfaction. For years, we’ve had data showing the linkage between employees and customers.

Understanding Your Customer

Engage Selling

Is your sales team taking the time to truly understand your customer? And while sales … Read More » The post Understanding Your Customer first appeared on The Sales Leader. Sales, in one form or another, is as old as humanity itself.

3 Ways To Better Convert Website Visitors Into Customers


The post 3 Ways To Better Convert Website Visitors Into Customers appeared first on ClickFunnels. But merely having a website is not enough – you need to be able to convert visitors into paying customers. You offer the customer a more expensive and valuable product or service.

Is The Customer Always Right?

Partners in Excellence

Fred Copestake posed an interesting survey on LinkedIn, “ Is The Customer Always Right? ” It’s an interesting question, applying not only to customers, but also to each of us. All of us, customers included, will always think we are right.

Persuade Your Customers by Labeling Them

Cerebral Selling

In a selling context, there are many ways the labeling approach can be used to align your product or service with the behaviors, beliefs, and values of your customers. But the reason customers like you choose us is because they’re big-thinkers.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

How to Create a Sense of Urgency in the Mind of Your Customer

Cerebral Selling

One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. The same goes for our customers.

The 11 Year Customer


It never feels good to lose a customer. But Lesson #2 was that Customers for Life isn’t just a tagline. If that feature gap had been closed, they likely would have been a customer for another 11 years. “No one wanted to cancel”, she said.

Why Having a Customer Expansion Strategy Matters

TSIA Sales

TSIA’s LAER (Land, Adopt, Expand, Renew) customer engagement model has become an industry standard and helps our members organize and build capabilities around the key motions of the customer lifecycle. ADOPT is clearly the realm of Customer Success.

Using AI to improve customer experience and customer journey orchestration


Customer-centric messaging and experiences require smart responses managed by AI. If customers aren’t receiving relevant emails or other communications, they’ll simply opt out. Predetermined messages are then sent to this fixed group of customers. “At

6 Proven B2B Marketing Strategies and How to Use Them

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Everyone Has A Customer

Partners in Excellence

We struggle to be “customer focused.” ” Somehow, our priorities and goals have precedence over understanding and helping our customers. But what if everything we do, in every part of our organizations focused on serving the customer. Who is your customer?

Why Having a Customer Expansion Strategy Matters

TSIA Sales

TSIA’s LAER (Land, Adopt, Expand, Renew) customer engagement model has become an industry standard and helps our members organize and build capabilities around the key motions of the customer lifecycle. ADOPT is clearly the realm of Customer Success.

Understanding the Customer Buying Motives

Anthony Cole Training

advanced sales techniques buying motives customer buying habitsKnowing and understanding your prospect's buying motives allows you to make better decisions on whether to engage and pursue a potential sales opportunity.

Using customer journey orchestration to engage existing customers during the pandemic


The disruptions brought about by the COVID-19 pandemic have resulted in businesses renewing their appreciation for existing customers, as well as customer journey orchestration (CJO) tools that help guide and enhance the journey. Read next: What is customer journey analytics?

Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

Delivering Service Excellence to Your Customers: 5 Steps

Engage Selling

When it comes to delivering service excellence to your customers, there are five actionable steps you can take today! The post Delivering Service Excellence to Your Customers: 5 Steps first appeared on Colleen Francis - The Sales Leader.

Our Customers’ Stories

Partners in Excellence

A key element is content from our customers. Usually we see them sprinkled through web sites, a picture of a customer or a company logo, with a pithy comment about how wonderful our company is, or how great our solutions are. Often, we have webinars, carefully crafted, inviting our showcase customers to participate. Sales people love these, somehow they increase our credibility with prospects and other customers. But we rarely get the customer’s stories.

Personalize each digital customer experience


To date, Algolia has over 10,000 customers that perform over 10 billion search queries per month. He has helped scale the customer success and sales teams ever since. Today, Martin looks after Algolia’s enterprise customers focusing on the Fortune 100. You’re invited!

A Heretical View of Your Ideal Customer Profile


One of the best ways to be productive is to avoid wasting time. The more time you waste, the less time you have for what is important. To ensure you have time for what's important, you must prioritize the tasks and projects that produce the results you want or need. Sales

Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

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A Guaranteed Method Of Getting Customer Meetings!

Partners in Excellence

“How do we get customers to respond, how do we get meetings with customers?” OK, here it is: We will be able to get the majority of customers to respond and meet with us, if we do this one thing: For every meeting we pay them $1000 for the meeting.

The Customer Focused Sales Process

Partners in Excellence

Once we have those identified, we propose, presenting our solution then, ideally, move the customer into closing and getting the purchase order. Sometimes, we create try to align the sales process with the customer buying journey. How do we show up where the customer is showing up?

Digital customer experience: Solution in focus


Available on AWS Marketplace, Crownpeak helps brands quickly create and deliver digital experiences that build trust and maximize customer lifetime value. The post Digital customer experience: Solution in focus appeared first on MarTech.

How to Succeed at Customer Success [PODCAST]

Sandler Training

Mike Montague interviews John Glennon on How to Succeed at Customer Success. . The post How to Succeed at Customer Success [PODCAST] appeared first on Sandler Training. Podcasts] Blog Posts How To Succeed Sales Process client relationships Customer Success success

The Ultimate Sales Coaching Guide

Sales coaching is a training format that allows the leaders in your organization to share their valuable experience with the rest of your sales teams. It’s an interactive approach to sales training where sellers get to practice what they’re taught and use information in real-life scenarios.

Customer Engagement Shift | Sales Strategies

Engage Selling

recently came across some interesting research from Gartner on the customer engagement shift. They discovered that when a customer is buying a brand new solution, they prefer online … Read More.

Helping Customers Buy!

Partners in Excellence

We work to find a customer with a need to change. We dig into our “bag of techniques,” to find ways to get the customer to buy. Perhaps there are ways to “sweeten the deal,” we add some things, usually unimportant to the customer, to the offer.

How to Succeed at the Customer Experience (Ukraine Special) [PODCAST]

Sandler Training

Help Anastasia and over 120 other businesswomen, who have been forced to flee Ukraine, by attending a virtual masterclass on keeping your clients, creating a positive customer experience, and changing your employee's attitudes about customer service!

The Customer Success

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The State of XaaS Sales 2022

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Who thinks you’re customer-driven, you or your customers?


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From “Customer Service” to Customer Success: Five Powerful Behaviors that Build Loyalty

Sandler Training

The post From “Customer Service” to Customer Success: Five Powerful Behaviors that Build Loyalty appeared first on Sandler Training. Blog Posts Customer Relationships client relationships customer service Customer Success

The Importance of Good Customer Experience

Heinz Marketing

Think about all the times you had a really great experience as a customer- the way you felt after those experiences. Now think of those other times when your experience as a customer wasn’t the greatest, in fact you couldn’t believe everything that just happened.

How to Succeed at Customer Service [PODCAST]

Sandler Training

Mike Montague interviews Ray Setter on How to Succeed at Customer Service. The post How to Succeed at Customer Service [PODCAST] appeared first on Sandler Training. Blog Posts Customer Relationships customer care customer relationships customer service