Oct 16 2023 40 mins 1
GTM Disrupted host Mike Smart grabs a few minutes with Mark Stiving, Ph.D., and Chief Pricing Educator of Impact Pricing. They do a dive deep into the world of B2B SaaS pricing and sales strategies. Mark shares insights on the evolving dynamics of pricing in the SaaS industry and how market segmentation, product packaging, and pricing metrics play a pivotal role.
Mark sheds light on key concepts of his latest book “Selling Value: How to Win More Deals at Higher Prices.”
This episode gives valuable takeaways including:
1. Segmentation power in pricing strategy
2. How to price with precision
3. SaaS companies that price with success
Mike and Mark discuss how to price strategically to address growth and retention challenges in B2B SaaS companies.
Mark’s Bio
Mark is an educator at heart and a pricing expert by education and experience. He helps companies win more business at higher prices by delivering programs to help executives and employees create, communicate, and capture more value. For 30 years, Mark has led, coached, and taught businesses to extract more of the value they create. He has driven company-wide pricing initiatives worth hundreds of millions of dollars in incremental profit and started and sold three companies. Mark writes about pricing and value. In his most recent book: Selling Value: How to Win More Deals at Higher Prices, Mark takes his years of pricing expertise and applies it to sales with some surprising insights.
To learn more about Mark to go https://www.linkedin.com/in/stiving/
Or email Mark: [email protected].
