Discounting That Drives Growth
This masterclass focuses on turning discounting from a reactive concession into a controlled commercial tool. It covers structure, guardrails, and governance, helping teams protect margin while still supporting sales flexibility and deal velocity.
Key Takeaways:
1. Discounting Enhances Flexibility in Sales Without Compromising Value
Discounting allows for price differentiation and flexibility, empowering sales teams to close deals while still maintaining the perceived value of your SaaS product. A structured discounting policy helps position your company as a partner rather than an order-taker, enabling more effective customer relationships and higher sales success.
2. Plan for Discounting to Avoid Value Erosion
A well-planned pricing strategy anticipates discounting. James Wilton emphasizes setting target prices that account for expected discounts, ensuring customers reach their optimal price point without eroding value. Planning ahead with strategic discount tiers across customer segments prevents value leakage while empowering sales teams.
3. Control Discounting with Rules, Incentives, and Enablers
To prevent over-discounting, it’s crucial to establish rules and incentives for sales teams. Implementing structures like dynamic deal scoring, sales kickers, and robust training enables reps to confidently sell at higher price points. Clear rules ensure consistent pricing, while enablers like data and negotiation training equip teams to handle discount requests effectively.
Watch the full masterclass recording below (or access at this link).
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This masterclass focuses on turning discounting from a reactive concession into a controlled commercial tool. It covers structure, guardrails, and governance, helping teams protect margin while still supporting sales flexibility and deal velocity.
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