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...
2415 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...
2570 Views
Upcoming Event
Mastering Market Research
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...
523 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...
690 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...
1071 Views
Related Questions
How do you collaborate with a veteran sales team who think they don't need enablement?Other products are taking up sales rep mind share. How can my products compete for mindshare?What is the best approach to working with sales? For a product marketer who only spends a portion of their time working on sales enablement with little face-to-face time with sales, what's the best way to get buy in from a large sales team?What are some ways you can build credibility with Sales, ensuring that they will leverage your messaging and materials?How many price points and packages should I offer customers?