Pricing Strategy: Charge What Your Work Is Worth
Pricing, Monetization & Revenue Management: leave with a tiered pricing table, discount policy and a price-realization check.
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What this session would cover
Proposed outline — the mentor finalises the agenda once this topic is scheduled.
- 1Why pricing, monetization & revenue management matters — the common problem: Prices are copied from competitors and discounts leak margin on every deal.
- 2Core concepts in plain language: Pricing strategy, cost-plus pricing, value-based pricing, competitive pricing, tiered pricing, subscription pricing
- 3Going further: usage-based pricing, bundling, packaging, discount policies, price realization, price elasticity
- 4Framework walkthrough: BANT, SPIN Selling, MEDDIC, Challenger Sale
- 5Practical workflow, built live: A tiered pricing table, discount policy and a price-realization check.
- 6How to measure it: Quota attainment, Win rate, Pipeline coverage, Sales cycle, Average deal size, Forecast accuracy
- 7An illustrative case (a fictional example, not a client result), then live Q&A on your own situation
Who it's for
- • Sales executives and managers
- • Founders who sell
- • Business development and account teams
You'd leave with
- A tiered pricing table, discount policy and a price-realization check.
- A working understanding of BANT and SPIN Selling
- A short list of measures to track: Quota attainment, Win rate, Pipeline coverage
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