The War Room

Best way to position "seat-based" pricing

My org currently sells "licenses" to access our solution, with a minimum of 5 licenses per agreement. It's a very valuable tool, but it's a bit more difficult to sell the vision of 20 licenses being purchased off the bat when they have maybe 8 people who would use it today.

I've found that certain times it can be a struggle to sell more than the minimum 5 seats at the beginning of a contract because the buyer may think they can "get by" with 5 seats and expand as necessary.


Well why would a company buy more licenses from you than they need?
VP Sales
Give them what they want. Once  they close, ensure they are using your solution and provide tips on how to effectively use it.  Check back every 60-90 days sharing some news of how another customer expanded and they achieved X result. 

As soon as the sale closes, however you manage your activities, set them up for 30/60/90 whatever it looks like to check in.  

As simple as it sounds, just be a resource for them even after the sale.

At a previous company, one of my salespeople consistently checked in every 90 days and she NEVER had to prospect. This is another reason why staying at a company a few years is a good thing if you get credit for land and expand.  Every so often, a client of hers would email her to add licenses and she met her monthly quota in that one email. Nothing special, just giving a crap.  
Good Citizen
Sr Mgr, Mid-Market Sales
Land & Expand vs. Discover and Descend. 

L&E is what I'm hearing above. D&D would be getting to higher titles and selling the vision on a larger scale. If the tool is very valuable, why wouldn't more people need access? How could they drive more revenue/avoid risk/etc. by getting access? 
Organization w/ high AE turnover - good challenge or bad sign of whats ahead?
High AE Turnover =
softwarebro ,   uncorpse ,   quokkadownunder   and 55 people voted
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AE’s - here’s a very client-centred way to gather information about ‘WHEN’ a decision needs to be made. Doing it this way will help you shorten sales cycles and build trust. Keep in mind - not every question I ask in this example is a perfect fit for every buyer, but should give you a good place
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