In a recent episode of the Make It Happen Monday Podcast, I had an insightful conversation with host John Barrows about the art and science of SaaS pricing and negotiation. We explored key strategies that can elevate pricing from a transactional exercise to a driver of meaningful customer relationships. From practical approaches like multi-year discounting to advanced negotiation techniques such as “give gets” and Ackerman bargaining, our discussion unpacked the tools sales teams need to succeed.
Key topics we covered in this episode:
- Asking for something in return for a discount.
- Transparent pricing strategies.
- Psychological influences on pricing rather than inherent product value.
- Ackerman Bargaining for end-game negotiations.
- Importance of enforcing a discount policy.
Timestamped Outline
11:37 Strategic pricing approaches for sales reps and entrepreneurs.
33:27 Pricing: Debate showing upfront versus discussing value first.
35:28 Pricing relies on psychology, emphasizing package options.
49:11 Equip sales reps with pricing confidence and education.
54:47 Negotiations: Balance gives/gets
Potent Quotables
The Debate on Freemium Models:
“I do not believe in freemium. It’s a terrible idea.”
— Dan Balcauski
The Importance of Price Positioning in Business Strategy:
“One point that I would say that is not covered very often that I think is really important for folks at that early stage is to think about this concept of what I call price positioning.”
— Dan Balcauski
Want more B2B SaaS pricing and packaging insights? Follow Dan on LinkedIn and Twitter.