SaaS sales professionals cannot become complacent. If you want to stay one step ahead of your customer’s expectations, it’s essential that you track data, understand the value your product brings to your customers, and learn to speak their language – clearly and directly – right back to them. Once you understand your customers’ needs and habits (and the need to consistently re-evaluate them), you will be able to put together better pricing packages that make the grade and the sale.
- Monitor customer feedback, product usage, and user behavior. Discover which benefits make your product worth buying.
- Once you find the desired benefits, talk about them from the customer’s perspective. Speak their language.
- Show consumers how particular features can benefit their businesses. Give them real-life examples that their team can relate to.
“Pricing is a moving target and found should view it as an ongoing product discovery process. Pricing should be re-evaluated regularly,” says Tomasz Tunguz, a venture capitalist at Redpoint Ventures.”
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