Pricing Integrity: When to Advocate and When to Walk

PROGRAM DESCRIPTION

Join Sales Assembly, Sarina Asher, VP of Customer Success, and Brandon McCoy, Director of Finance at Healthjoy, as we hone in on Negotiation as a skill. Navigate the complexities of pricing negotiations, empowering yourself to discern opportune moments to stand firm on pricing for new and renewed contracts. Gain invaluable strategies to uphold pricing integrity, balance advocacy, and know when to hold steady, ensuring sustainable business growth without compromising value.

KEY TAKEAWAYS

1. Align on product value before offering discounts to customers. Understand if you are the vendor they want to move forward with and if they see value in your solution.
2. Consider contract length, expansion potential, logo value, and other strategic factors when deciding concessions and walk away points. Assess the account holistically.
3. Use insights learned in initial discovery conversations to justify pricing to customers. Remind them of the pains and problems they shared that your product solves.

GENERAL PROGRAM INFO

This module is part of the Skill Certification Program. The content of each module is designed and facilitated by the Thought Leader in collaboration with Sales Assembly. All Thought Leaders are guided and coached to tap into the foundational elements and strategies needed to develop the necessary proficiency to perform within the role in practice as part of the B2B Tech space. To earn your certification, you need to complete all required modules and fulfill participation requirements. Modules can be completed in any order and at your own pace, offering flexibility to fit your schedule.

*Certification Programs do not have an enforced order or limit on timeframe for completion.

ADDITIONAL INFO TO KNOW

This program is open to all employees of SA member companies. You must be logged into your account to RSVP for this program. If you need help logging in or need help setting up your account, please email lissie@salesassembly.com.

All registrants of this program comply with our Terms and Conditions.