How do you enable sales reps to sell higher priced packages vs your lower priced offerings?
Our lower priced offerings seem to be the biggest competitors of our enterprise packages.
6 Answers
Guidewire Software Vice President Product Marketing • 6y
Value selling is a really tool you can have in your arsenal. I would do a few things here if you're focused on having them shift to higher selling things. (1) Articulat...
2414 Views
Stripe Head of Product Marketing, APAC • 2y
Driving upsell is all about real value. Be real about your positioning, and test the underlying hypothesis for your up-sell play. Is there value? Are the features locked...
2584 Views
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Workhuman Head of Product Marketing • 4y
It sounds like you may be cannibalizing yourself with overlapping product offerings. If customers are happy to use your cheaper product, it means the value of your enter...
528 Views
This is a typical issue when you have both a self-serve item and an enterprise item. The most important thing is to have clear differentiation in your packaging and then ...
414 Views
Freshworks Vice President - Global Product Marketing | Formerly Klaviyo, Qualtrics, Microsoft, MckInsey • 2y
If your product tiers are naturally cannibalizing each other, then you likely have a product strategy problem , or a pricing & packaging problem. The product strategy...
693 Views
Twilio Former Director of Product Management - Pricing & Packaging, CXP | Formerly Narvar, Medallia, Helpshift, Feedzai, Reputation.com • 4y
Your room to maneuver depends on whether you have a fully transparent pricing model reflected on your website or if it is somewhat general on the pricing page so that you...
1074 Views
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