Tech Vendors Pressured by Investors to Sell More.

Getting More Sales Is Now Easier. And I love it. WHY?

The answer is an easy one for Tech & SaaS vendors to capture 10% more top line.

How to make it happen by raising your prices the way your customers want you to..

#1 Step is to add value.

Most tech startups deliver more value than they know.

Though they never deep dive to quantify their business value.

They need measurable value to sell; especially to sell larger deals.

I have SaaS clients selling $2,000 a mo. and I ask “why don’t you make it $3,000?

I usually hear “we can’t have competitors.”

I ask “are you better than your competitors?” By how much, 10, 15, 20%?

Not by better features but by more value!

If they take the $2000 and have a $2500 conversation, it’s worth having.

It’s critical because if you’re doing 10, 20 to 50 deals, it’s millions of extra margin.

#2 Sell more strategically.

In the U.S. it’s hard to sell strategically for larger deals if you’re at $2,000 a mo.

If you’re selling $5000 a month, or 60,000 a year, you’re still not considered strategic.

Sr. execs don’t get involved with deals less than $100 K+. I know you’re not going to change your price to that.

But ask, “if you’re at $5000 mo. could you be at $6000? Could it be $5000 with $1000 in services?”

Can you add in $2500 in setup costs?

Can you justify more money because you’re driving “strategic value”?

If you’re aligned to a big initiative like digital transformation, you should charge more.

I.e. if you’re selling a Pharma or Enterprise you should charge more.

That’s why value is a trigger to get you more money.

The most successful tech vendors sell top-down AND bottom-up.

The top 1 – 2% know that value will engage the top decision-makers, for a larger opportunity.

And getting a 6-figure deal approved will require board approval…and CXOs make that happen.

If you’re at $150+ ARR you need to show value and show well by quantifying it.

If your sales cycle is 6 mos., and you’re selling a Director or VP, having C-Suite access will improve close times and deal sizes.

If your SaaS is $40K annually, will they come? Probably not. I’m not saying raise your price to get them in the meeting.

If you’re at $100,000, then work harder to get them to listen and tell them you are “strategically aligned to their business with significant value”.

It’s all about triggering value and driving revenue (better than cost takeout).

These processes bring you more business without spending much time or money.

If you want to learn more, I break this down in straight talk inside Our Thinking.

← You can read more at www.revenueaccelerators.com

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