Iannarino

MARCH 23, 2024

By now, you might have noticed that something has changed in B2B sales. If you are not already aware of the changes in our environment, you will be surprised by what is coming, and by that time, it may be too late to start making the necessary changes.

B2B 158

B2B Sales 158

SaaStr

MARCH 23, 2024

Are we thought the endless price increases we saw in 2023? Apparently not. A stunning 76% of you are raising prices in 2024. That’s up from 54% in 2023. Personally, I’m a fan of only raising prices if you’ve earned it, and focusing on raising prices on new customers, not just the base. But the days of Endless Pricing Increases in SaaS seem to be here maybe … forever.

Price 115

Price Customers Product 115

SaaStr

MARCH 23, 2024

Dear SaaStr: Why Do Most Entrepreneurs Under Price Their Offerings Initially? Yes, most of us at first under-price and then slowly raise prices as we gain confidence. It’s because (1) we aren’t trained sales leaders, and (2) we worry most about not losing the deal. Founders know the value of a key logo can be 10x-100x the value of the contract itself.

Price 111

Price Contract Closing Customers 111