SaaStr

NOVEMBER 30, 2020

Now … On that deal … go quote twice your highest price ever. This is a terrific exercise to drive your deal size up. Upgrade your sales team, or at least, add reps with more experience selling larger deals. And if you have a true solution, that really makes an impact … you’ll probably get the 2x pricing.

Price 117

Price Pipeline Up-sell Engineering 117

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

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 74

Price Service Up-sell Start-ups 74

Hubspot

AUGUST 21, 2023

Price negotiation is central to virtually every sales process, and understanding how to properly prepare for one can be a big help in reducing stress and improving results — especially if you're new to the process. 10 Key Steps to Preparing for a Successful Price Negotiation 1. Confirm that there is actually a deal to negotiate.

Negotiate 56

Negotiate Price Objectives and Key Results Appointment 56

SaaStr

MAY 27, 2022

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. 59% of you have raised prices this year. . #8. 59% of you have raised prices this year. I think most of us have found our pricing is more elastic than we thought. Go find her! #7.

Price 116

Price Niche Up-sell Contract 116

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 60

Price Profit margin Retail Up-sell 60

The 5% Institute

SEPTEMBER 9, 2019

One of the common objections Sales Professionals and Business Owners regularly face, is the comment “Your price is too high” – also known as the price objection. In this article, we’ll look at where the price objection comes from, when you should start talking about price and money; and how to handle the price objection.

Price 98

Price Finance Presentation Clients 98

Gong.io

JULY 22, 2020

But we hadn’t gotten to pricing yet. . I gotta’ save a couple minutes to lock in next steps before we wrap up. Should I bring up pricing now, before we hop off? I thought “I’ll bring it up next time,” and moved on with my day. . Read on if you want to know the best time to discuss price and budget.

Price 90

Price Up-sell Closing Conversion 90

SaaStr

APRIL 19, 2024

For those who aren’t as familiar with our CEO and founder, here’s a highlight reel (as per Sam): Jason started a software company called EchoSign, which sold for nine figures. 50, and package it up for another $.50 Then, someone would sell it for you for $50 to $400. You never catch up.

Engineering 100

Engineering Price Cross-sell Niche 100

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 95

Price Retail Profit margin Gaming 95

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. Pricing Based Solely on Undercutting Your Competition.

Price 80

Price Profit margin Sales Up-sell 80

ClickFunnels

NOVEMBER 15, 2021

Want to get clarity on how to effectively sell online? Entrepreneurs who are just starting out are often hesitant to use paid advertising because it costs money. Also, remember that just because your lead magnet is free, doesn’t mean that you don’t need to “sell it”. We recommend sending at least six follow-ups.

Lead generation 289

Lead generation Process Cross-sell Up-sell 289

SaaStr

MARCH 18, 2024

Dear SaaStr: If you were hiring a head of sales for a high-priced, niche B2B SaaS product, would you focus on general B2B SaaS sales experience or on market/customer knowledge, assuming it will be very difficult to find a candidate with both? And also hire the best AE you can find just with general experience at your price point.

Niche 111

Niche B2B Price Up-sell 111

Cerebral Selling

JANUARY 23, 2023

But running into the same objections time and time again can make selling feel more like Groundhog Day, especially when you know they’re coming! Maybe you have one of the more expensive solutions on the market and have to routinely defend your pricing. In sales, customer objections are a fact of life.

Objection handling 201

Objection handling Cross-sell Price Up-sell 201

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 59

Price Entertainment Manufacturing Retail 59

Hubspot

JUNE 22, 2022

Pricing is one of the trickier, more delicate processes almost every business has to deal with. Some companies try to match the ebbs and flows of demand for their products by leveraging something known as High-Low pricing strategy — a method that essentially pegs a product's prices to consumers' waning interest in it.

Price 59

Price Profit margin Entertainment Promote 59

Martech

APRIL 18, 2024

I’ll start with what hasn’t changed and provide an overview of what I consider a strategic approach to AI tool selection. Thoughtfully answering these questions will set you and your team up for success when selecting the best approach to your AI toolset. Advanced conversational abilities based on datasets up to September 2021.

Strategize 132

Strategize Education Price Service 132

SaaStr

JUNE 2, 2021

The easiest “strategies” to get a higher price in an acquisition — which admittedly are very hard to deploy quickly : Raise a venture round at a high price. But the reality is, many M&A prices are driven by a multiple of the last venture round — at least in deals where the acquirer really wants to get it done.

Price 68

Price Manufacturing Up-sell Start-ups 68

Hubspot

NOVEMBER 3, 2021

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. Geographical pricing — or geo-pricing — is a catch-all term that encompasses a wide range of strategies. Zone Pricing.

Price 72

Price Territory Manufacturing Agriculture 72

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 80

Promote Price Retail Profit margin 80

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. Warren Buffett.

Price 113

Price Customers X-functional Presentation 113

Partners in Excellence

MARCH 13, 2024

We lost track of each other–John ended up going to senior executive levels in IBM, eventually was the General Manager of IBM Global Finance. We renewed our relationship, discussing things we had seen happen over our very different careers, periodically catching up an exchanging ideas.

Sell 108

Sell Finance Clients Up-sell 108

SaaStr

JANUARY 11, 2024

Dear SaaStr: Is it Normal for Series A, B and C Investors to Buy Up Previous Seed Investor’s Equity? Where the pre-seed investors can sell into the higher priced, later stage round. In fact, if the round is hot enough, it can be hard to get enough of them to sell. Then it starts to get more attractive.

Price 89

Price Up-sell Start-ups Sell 89

SaaStr

FEBRUARY 6, 2024

Once as a start-up exec, and twice as founder. The first time, the answer was price. In my first start-up job, we were acquired for $1b with < $10m in revenue. I sold my first start-up for $50m after 12.5m I’ve been through it 3 times. Push on, bring in that extra VP, get the team more help.

Sell 79

Sell Up-sell Price Start-ups 79

Salesforce

OCTOBER 31, 2023

It’s a snap to make and it sells itself – a mega hit. If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Create your buyer persona Selling is about delivering value to your target buyer, and that often takes the form of a solution to a unique problem.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

The Sales Hunter

NOVEMBER 6, 2014

You can’t sell on price! If you’re selling on price, why does the customer need you? When we start playing with our price and thinking we need to discount it to close a sale, we open up Pandora’s Box. Price is […]. Blog pricing Professional Selling Skills discount discounting price'

Price 82

Price Sell Up-sell Follow-up 82

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 96

Sell Cross-sell Finance B2C 96

Hubspot

MARCH 7, 2019

to produce one iPhone X -- but its final selling price is $999. The price of the device is marked up by 170% , and this is how Apple makes its profit. Whether you're purchasing bottled water from a convenience store or a designer handbag, its price is often much higher than the cost it took to produce it.

Price 64

Price Retail Up-sell Sell 64

SaaStr

JANUARY 1, 2024

So once you cross 3,500, let alone 10,000 — you’re starting to saturate most B2B markets. The Average Public SaaS Company has 35,000 Customers So at some point, you can’t just raise prices and add enterprise editions to keep mixing it up and growing. 45% of HubSpot customers now buy 3 or more products.

Product 117

Product Cross-sell CRM Growth 117

SaaStr

SEPTEMBER 19, 2023

So I’ve been doing SaaS for a while, and the costs of doing business have just gone up. Salaries have gone up. Marketing expenses have gone up. And expectations for OTE have gone way up. These all sprung up as more cost-effective centers of excellence for SMB and even some mid-market sales reps. customers?

Price 109

Price Sales Up-sell Start-ups 109

SaaStr

APRIL 17, 2024

The Journey of Selling Your Startup Harry was the co-founder and CEO of Periscope Data, which raised a seed round before finding customers, yet didn’t run out of money before becoming an overnight success 3-4 years later. During those rapid growth years, someone would reach out every once in a while and ask if Harry would consider selling.

Sell 65

Sell Negotiate Up-sell Price 65

Search Engine Land

SEPTEMBER 4, 2023

I work with a ton of affiliate search partners, but if you’re just getting your feet wet in this initiative, you should start with a short list of targets who can help you get traction. Offers.com isn’t as particular as PCFY about partnerships, so it could be an ideal starting point for small brands looking to build on their momentum.

Retail 141

Retail Price Start-ups Clients 141

Partners in Excellence

JUNE 6, 2018

A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” Here’s where that part of the argument starts falling apart.

Up-sell 52

Up-sell Sell CRM Cold Call 52

Search Engine Land

NOVEMBER 28, 2023

Contextual bid rejection details, such as demand issues, ad quality settings and price floors. All publishers leveraging Microsoft Monetize to sell owned and operated inventory can use Monetize Insights to analyze their ad revenue performance. Filters to examine data related to revenue drivers and inventory metrics. Why we care.

Launch 102

Launch Drivers/motivators Price Up-sell 102

Sales Pop!

AUGUST 1, 2023

Amazon is by far the largest e-commerce in the US, making up more than 37% of the US e-commerce market. If you aren’t already selling on Amazon, you’re missing out on a lot. Sell a great product This seems like a trivial first, but many people fail at the starting point. The price, offers, reviews, variants, etc.,

E-commerce 97

E-commerce Price Sales Up-sell 97

SaaStr

JUNE 19, 2023

We all get excited to “get going” with a start-up. To want to “do a start-up”. Many successful start-ups had $0 in revenue the first 2 years. Mailchimp started off inside of an agency. But what is clear is a bad VC can seriously hurt your start-up. Start there. Start there.

Price 86

Price Start-ups Up-sell Trust 86

SaaStr

JUNE 5, 2023

So much of it resonated with me, especially the story of the CEO’s 10-year journey, and turning down an earlier $100m offer to sell. In the first start-up I joined, we sold for $1b quickly thereafter, and I was worth $12m on paper. You have no back-up plan. If it feels right to push on, don’t sell.

Sell 140

Sell Up-sell Start-ups Price 140