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Negotiating like a SaaS pro takes a careful approach when making concessions. Do you have the correct process in place for your sales team during the critical negotiation and close part of your selling process?

When a prospect that’s about to close asks for something (a Nibble), do you know how to combat it?

Many executives wonder why sales aren’t coming as fast or as easily as they should – despite their best efforts to focus on the right customers with the right product and the right benefits. One possibility that’s often overlooked is at the heart of a pricing model.

To attract new customers both SaaS and traditional software companies are now becoming much more flexible in how they deliver, price, and collect payment for their offerings.

Packaging can be used to enter new markets or make further inroads into existing markets and customers. It can also be used to address specific needs within a customer segment.

The pace of business is picking up as the Fall buying season begins – making now the perfect time to get new customers. As you address this near-term opportunity, be sure to consider actions that can pave the way for future, enterprise-scale sales.

How many times have you or a sales colleague wondered “Why is this deal taking so long to close?” There are many reasons but we’d like to focus on one that is rarely discussed: The customer doesn’t trust they are getting a fair deal – and maybe they don’t have enough trust in you.

If you are involved in large, unlimited software license deals, you may be leaving a lot of money on the table unnecessarily.

Whether yours is a new SaaS business or an established business adding or moving to SaaS, revenue forecasting can be especially challenging. In more traditional pricing models, large amounts of money are paid up front and most of the customer lifetime value is realized in short order. In SaaS, however, it’s very different.

The virtualization trend is growing and changing the software industry. Research pundits, like Gartner, predict virtualization will quickly affect how customers and vendors think about software pricing and licensing. Is your current pricing model keeping up with industry trends?