SaaStr

JANUARY 3, 2025

One of the hottest topics in AI for B2B is around outcome-based pricing. Simply that outcome based pricing may be exciting to VCs who think it unlocks more TAM and budget, and it may seem exciting to founders and execs who think it will help them grow deal size. What I do know is a pricing model is not a product. What do I mean?

Price 108

Price CRM Gaming Contact 108

Iannarino

MARCH 3, 2023

Many of the older, outdated sales approaches forbid salespeople from answering questions about price. These approaches relied on a B2B sales process that directed salespeople to avoid answering a prospective client's questions. This stemmed from fear.

Price 285

Price B2B Contact Sales 285

SaaStr

DECEMBER 21, 2024

Dear SaaStr: When and how should SaaS startups offer reduced pricing vs the competition? For most SaaS apps, you want to at least start with just right, Goldilocks pricing: #1. Too high a price, and you start to add friction to the sales process. The answer is simple: mark up your pricing equal to the average discount.

Price 97

Price Closing Start-ups Prospecting 97

SaaStr

DECEMBER 29, 2024

. #4: 10 Simple Steps to Improve The Odds You Get VC Funded #5: Pitchbook: 30 VC Firms Raised 75% of All the VC Capital in 2024 Top Videos and Pods: #1: What It Really Takes to Sell To Developers and Engineers with Komodor CRO Jim Hunnewell #2: How to Think About Product-Led Growth, Bootstrapping vs VC, and Early Exits with Jason Lemkin #3: From (..)

Price 112

Price Sell Engineering Growth 112

Hubspot

AUGUST 27, 2024

As a former salesperson in hyper-competitive industries like tech, telecommunications, and media, I’ve seen firsthand the importance of getting your product and service pricing approach right. A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market.

Price 72

Price Profit margin Contract Retail 72

Iannarino

JULY 21, 2023

A recent LinkedIn post included a screenshot of a Google calendar invitation for a “Very Important Meeting ” at Shopify. Under the attendee list was the estimated cost of the meeting, $2,115. The estimate was based on the pay rate of an hour of each person’s time.

Meeting 245

Meeting Price Product 245

Sales Pop!

OCTOBER 30, 2024

For example, if an AI tool identifies that a segment on overcoming pricing objections receives high replay rates, this indicates a need to delve deeper into pricing strategies in future episodes or even create specific sales collateral.

Objectives and Key Results 246

Objectives and Key Results Healthcare Education Sales 246

Iannarino

APRIL 13, 2023

Do you want to be 57% more effective at sales than your competitors?

Price 278

Price Sales 278

PandaDoc

MARCH 13, 2025

As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period. Contracted deals ensure that pricing is more predictable, consistent, and transparent between buyers and sellers. What is contracted pricing? Custom pricing.

Contract 52

Contract Price Negotiate Non-Profits 52

Sales Pop!

OCTOBER 21, 2024

Often, supermarkets will discount their own brands more heavily than name-brand alternatives, offering comparable quality at a fraction of the price. Focus on items you know you’ll use over time, and take advantage of the lower prices to keep your pantry well-stocked without overspending.

Price 130

Price Sales Promote Up-sell 130

Martech

JULY 23, 2024

The latest figure I saw was something like 347,000,000,000 emails sent a day,” Cynthia Price, SVP of Marketing at Litmus, told Martech. No more trying to hide the unsubscribe link or sending people to a landing page that has a phone number on it,” said Price. “I How big is the spam problem? That’s 173,000,000,000 spam emails a day. “The

Price 117

Price Follow-up Start-ups Contact 117

TrackStreet

MARCH 28, 2025

The brands that will thrive in this environment are those that take back controlof their pricing, their distribution channels, and their customer relationships. When brands and authorized sellers run out of stock, unauthorized sellers exploit the gaps, capturing sales at inflated prices or dumping product in ways that devalue the brand.

Price 52

Price Retail Strategize Contact 52

SaaStr

OCTOBER 25, 2024

8: 3x Net Dollar Retention Thanks to This Pricing Model Over time, the dominant pricing structure in B2C and B2B applications is like the cell phone plan. You get a base number of minutes for a particular price. But now there’s been a broad shift toward usage-based pricing or seat-based pricing, or a combination of the two.

Go To Market 132

Go To Market Quota GTM Price 132

Martech

OCTOBER 1, 2024

Adobe divided goods into four price tiers.) This is because of price discounts, not because shoppers are feeling wealthier. These discounting patterns are driving material changes in shopping behavior, with certain consumers now trading up to goods that were previously higher-priced and propelling growth for U.S. Top factors.

Retail 115

Retail Territory Price Sales 115

Iannarino

JULY 16, 2021

The last thing on earth you should believe is that you only lost to a competitor because they had a lower price. Price is always a factor in deals, but it’s rarely the only factor. The lowest price loses more deals than it wins, since people are as afraid of paying too little as they are paying too much. Essential Reading!

Price 344

Price Gaming CRM Clients 344

Iannarino

MARCH 6, 2025

We reject the idea that discounts and pricing concessions are the sales success, focusing instead of differentiation through expertise and authority and problem-solving. We believe that sales success is not about persuasion, turning to facilitating insight, helping our clients seeing what they couldnt on their own.

Strategize 179

Strategize Pitch Clients B2B 179

Martech

JULY 25, 2024

Anchoring Presenting a higher-priced option first can make subsequent options seem more affordable. This technique is often used in pricing strategies, such as tiered pricing models where the most expensive option sets a reference point.

Drivers/motivators 120

Drivers/motivators Technique Price Trust 120

Martech

SEPTEMBER 26, 2024

Things like creating reports out of regularly arriving or being shopping assistants, price optimization, consumer-facing chatbots and customer service. When a product becomes a commodity, one brand is as good as another and price is the only differentiator. But increased efficiency alone won’t ever justify AI’s price.

Price 124

Price Networking Start-ups Technology 124

Martech

OCTOBER 3, 2024

True loyalty is about more than transactional convenience or pricing considerations. Higher lifetime value They often spend more overtime, buy more across your product lines and are less price-sensitive, contributing to higher customer lifetime value.

Drivers/motivators 133

Drivers/motivators Customers Trust Price 133

Search Engine Land

JULY 29, 2024

It will also insert prices. It recognizes prices on the menu and inserts them into the item. Prices are inserted. Although my menu had no prices, it did add pricing to a couple of the menu items. After uploading, I could edit the menu and publish pretty fast. It will insert headers.

Price 109

Price 109

SaaStr

FEBRUARY 3, 2025

There have been so many price increases since 2021, many apps are 40% or more expensive than they were in 2021. To raise prices even more? DeepSeek has, at least in theory, cut the price of AI for SaaS as much as 90% overnight. And in Classic B2B you are raising my prices this quarter again ? But will it hold?

Price 116

Price Contact B2B Growth 116

Martech

SEPTEMBER 17, 2024

Jay Friedman, CEO of Goodway Group , criticized Google’s variable pricing, describing it as “gaming the system.” Day 4: Google controls publisher ad prices and competition (Sept 12) Key Players : Rahul Srinivasan , former Product Manager at Google, oversaw the 2019 rollout of UPR and the shift to a unified first-price auction model.

Price 110

Price Government Up-sell Presentation 110

Martech

AUGUST 19, 2024

There are always leaders who prioritize low prices over the value products provide. The churn for this persona is high because they are likely to switch to lower-priced providers. When businesses are trying to build a customer base, they often undercut the existing players in price.

B2B 114

B2B Contract Consult Price 114

Martech

AUGUST 6, 2024

It could result in a big hit to parent company Alphabet’s bottom line; more and better search choices for people; and lower-priced, more effective advertising. And the prices that Google can charge for their search-based advertising, that’s entirely based on the percentage of market share they have. We won’t know until U.S.

Non-Profits 130

Non-Profits Engineering Price Market share 130

Martech

JANUARY 7, 2025

The record-setting holidays were a result of strong consumer spending, not higher prices. Adobes Digital Price Index showed consumer prices have fallen for 27 consecutive months and were down in November 2.6% off the listed price. Dig deeper: 2024 holiday sales live up to record-breaking projections Inflation.

Retail 108

Retail Price Up-sell Sell 108

SaaStr

NOVEMBER 1, 2024

And that includes pricing. One caveat: if your product requires significant onboarding and business process change, monthly pricing sometimes just doesn’t work. Be flexible in the beginning at least. Once you have a brand that customers trust, more will prepay annually.

Contract 104

Contract Price Up-sell Trust 104

SaaStr

FEBRUARY 24, 2025

You Can Push Back On Price Once or Twice — But That’s About It The first offer is rarely the top offer. The Price Won’t Be Great, But Just Do It. The price may be low, the terms may be rough. But Steve says it’s less than 10% of the time. BigCos move on. So if you say No — mean it. #3.

Price 102

Price Start-ups Up-sell Process 102

Iannarino

JULY 5, 2021

The Investment: Don’t let your formal presentation and proposal be the first time your client learns about your pricing options. You provide your contacts with a better experience and a greater chance of getting the outcomes they need when you discuss money earlier in the conversation, even if your only provide a price range.

Contact 342

Contact Clients Territory Conversion 342

SaaStr

NOVEMBER 8, 2024

AI SDRs have taken off more quickly than AI AEs (although personally, I suspect more value will be in AI SEs and AEs that can answer my deep product and pricing questions instantly, without games). But what about the more personal sales side? But is it working yet, these AI SDRs?

Pipeline 129

Pipeline Gaming Price Contact 129

Force Management

NOVEMBER 21, 2024

If your team repeatedly loses margin on deals, loses to competitors based on price or struggles to expand deal sizes, it may be time to assess your negotiation strategy.

Negotiate 129

Negotiate Price Sales Process 129

Anthony Cole Training

SEPTEMBER 2, 2022

Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service. Here is what we know to be true about rate or price reduction requests. In the world of selling, both of those definitions are relevant and important. We call them the 3 Immutable Truths:

Negotiate 288

Negotiate Contract Price Sales 288

SaaStr

FEBRUARY 21, 2025

Success now means being in a must-have category, matching your pricing model to your stage, and building for the long term. Even AI companies aren’t growing as fast as cybersecurity right now. But the playbook has changed. The companies that understand this are the ones breaking away from the pack.

Growth 96

Growth B2B Transportation Price 96