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How Pricing Affects Selling Strategies

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Software Monetization: Microsoft’s New License Metric

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Software Pricing Strategy: Learn From Other Industries

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Pricing Process and GM’s Software Recall

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Why Pricing Models Often Miss the Boat

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Sources of Pricing Pressure

If you haven’t heard of Sandhill.com or the Sandhill Group, you have now. Sandhill.com is a site dedicated to providing...

Climbing Through Your SaaS Sales Attic

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Negotiating Like a SaaS Pro

Concessions are a sticky business and at the end of a negotiation, when the close is ever-so-close, it’s easy to...

Combating the Nibble

The Nibble is a negotiation tactic used in many cultures around the world. Just when you think you have a...

Look to the Basics to Accelerate Sales

Many executives wonder why sales aren’t coming as fast or as easily as they should – despite their best efforts...

Questions to Ask Before Offering Customers More Choices

Remember when enterprise software companies would only deliver applications on-premise and got paid via a large amount up-front and SaaS...

Getting the Most from Your Product Packaging?

One of the most powerful tools in a pricing model is product packaging. When packaging is done correctly, functionality and...

7 Ways to Increase Fall Sales

The pace of business usually picks up as the Fall buying season begins – making it a perfect time to...

Why Trust is Crucial When Selling SaaS Solutions

How many times have you or a sales colleague wondered “Why is this deal taking so long to close?” There...

Why All-You-Can-Eat Licensing Can Cause Indigestion

Whatever you call them, if you are involved in huge, unlimited software license deals, you may be leaving a lot...

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