When to Review Your B2B Pricing Strategies
TL;DR Most software companies wait too long to fix their B2B pricing strategies, missing early warning signs like inconsistent deal...
The Dangers of Situational Pricing in Software Sales: Why Transparency Matters
To read the original Forbes article, click here. What is Situational Pricing? Situational pricing is the controversial practice of charging...
Forbes: How Pricing Affects Selling Strategies
To read the original Forbes article, click here. “How many model runs do you plan on using this year for...
Reimagining the B2B Software RFP on Art of Procurement Podcast
Nothing much has changed in the world of RFPs in 2023. Ask 10 software executives how they feel about RFPs...
SaaS Pricing Best Practices: List price or net price, which is more important?
TL;DRThis article explains that both list price and net price matter—and that transparency in their relationship is the real lever...
Pricing B2B Software: Why the Right Model Sells Itself
TL;DR:This article explains that when you get pricing B2B software right - via an optimal, value-based model and transparent discount...
Growing software revenues and relationships in the rich ground of Market Fairness Pricing
Increase the size of initial sales and ease of expansion sales There are places in this country where the soil...
How software pricing fluency affects sale closing and deal velocity
Is your sales team fluent in software pricing? Two of my favorite stories, told to me by sales execs, demonstrate...
SPP’s Chris Mele featured on Art of Procurement Podcast
Ask 10 software executives how they feel about RFPs and you’ll likely get 10 bitter answers back. By and large,...
How to Utilize Programmatic Pricing when Selling Software to Procurement
If you sell your product to other businesses or government, you’ve undoubtedly encountered the challenge of the Procurement Department. When Procurement gets involved, whether to negotiate a purchase...