SaaStr

OCTOBER 29, 2019

We’re going to talk about matching price to value, and I’m going to share some lessons from my time as both an operator and an investor. This is an interesting study that was done by the folks from Price Intelligently. In my time as an advisor and now an investor, I often ask folks, how did you decide on your pricing?

Price 40

Price X-functional Cross-sell Growth 40

Salesforce

FEBRUARY 12, 2024

Consultative selling is a sales approach that focuses on understanding your customer’s challenges and recommending products or services to resolve them. What is the impact on them, professionally or personally? If you can uncover that value, you can add it to your pitch. I like to call these high-impact questions.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

Sales Hacker

APRIL 17, 2019

Price: Workspace, Free; Standard, $6.67/month/user; Price: Free. Price: Free. Price: Free. Price: Free. Price: Free; Silver, $2.99/month; Price: $1.99. App for tracking expenses. Travel apps. Canvassing and door-to-door sales apps. Productivity and goal apps. Apps to help you look your best.

Drivers/motivators 110

Drivers/motivators Price Teamwork CRM 110

Sales Hacker

NOVEMBER 18, 2020

Now, imagine how your prospect feels when, after the barest of discovery , you pull out a full battery of high-priced solutions and long-term binding contracts. In your discovery process, you need to go beyond surface problems to understand the impact those problems have on your customer. You would think they were crazy.

Process 120

Process Customers Prospecting Up-sell 120

SaaStr

MARCH 26, 2019

And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. I think hiring a very senior leader can be a bit of a trap door just because they have such an impact on your culture that you can unmake that it just can be messy. So know that, and then know how high impact it is.

Launch 61

Launch Engineering Product Start-ups 61

SaaStr

MARCH 18, 2019

And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. I think hiring a very senior leader can be a bit of a trap door just because they have such an impact on your culture that you can unmake that it just can be messy. So know that, and then know how high impact it is.

Launch 46

Launch Engineering Start-ups Finance 46

Outreach

FEBRUARY 7, 2022

Managers want their reps to deliver the best pitch possible and exceptional customer service, even when they aren’t around to provide guidance. For example, a buyer might have a price objection. Employee recognition is a low-cost, high-impact way to improve company culture and retain top performers.

Objectives and Key Results 52

Objectives and Key Results Commission Pitch Referrals 52

SaaStr

MAY 3, 2019

Before that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic. People would immediately stop and be like, “I don’t want to buy your service. I want to buy that tool that you built internally.”

Territory 59

Territory Quota Cross-sell Pipeline 59

Sales Hacker

JULY 23, 2018

Newly appointed executives need to make a big impact in the first few months of their tenure. That typically means setting up big, radical initiatives; restructuring teams; and spending their new-found budget on high-impact products. Reach out to prospects when they’ve lodged a complaint or experienced service outages.

Sales 60

Sales Government Pitch Prospecting 60

Sales Hacker

OCTOBER 7, 2021

The best products, services, and ideas are nothing without a way to turn them into currency, and sellers are a big part of making commerce happen. And to always keep in mind it is about the client, not the product you are pitching. Anne is a principal analyst in the Sales Operations Research Service at Forrester. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

ConversionXL

JUNE 19, 2018

You need high tempo testing and experimentation throughout the whole customer journey. A high impact teams needs top skills. Pricing is a rule. Prioritise impact over speed. Go for “High Impact Testing” – those tests need a triple amount of effort of an average A/B test, but are worth it.

A/B testing 103

A/B testing Cross-sell X-functional Growth 103

ConversionXL

NOVEMBER 13, 2015

your product or service). What will life be like after your product or service is purchased? They back their claim and their value proposition (“Our software helps eCommerce stores turn their customer service into a money-making operation.”) High impact words and phrases triggering strong emotional responses.

Presentation 134

Presentation A/B testing CTR High impact 134