What to Do When There Is No Budget This Year
No budget can mean a firm constraint or simply that the project was never planned.
Clear thinking for difficult B2B pricing conversations.
Clear thinking for difficult B2B pricing conversations.
Latest articles
All articles →Explain a Price Increase to an Existing Customer
A renewal increase can feel abrupt when the customer has not seen a clear account of what changed.
When a Small Team Cannot Afford the Full Package
A small buyer may have the right problem and still be unable to justify a large platform purchase.
Explain Annual and Monthly Pricing Honestly
A lower annual price can be attractive, but the longer commitment transfers risk to the buyer.
Work Through Procurement Without Secret Concessions
Procurement may enter after the business team has chosen a preferred option.
Handle a Discount Request Without Losing the Logic
A discount may be appropriate, but it should reflect a real tradeoff.