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Estd 4.22.2023
Based on the guidance in our pricing strategy book, Price to Scale, here’s how you can best manage your sales pipeline when transitioning to new pricing:
• Proactively prepare your sales teams: We emphasize in the book that before rolling out new pricing, your sales reps should be fully briefed. This includes test pitches and role-playing to understand how prospects might react. When deals in progress are based on old pricing, discuss with your team whether a transition conversation might preserve value while steering them toward the new packages.
• Segment your customer and deal types: Our book explains that not every customer or deal is the same. For deals that are deep in discussion under old pricing, you might consider a tailored approach. This could mean extending a grace period for those particular deals or offering an upgraded package as an alternative—something that maintains fairness while gently nudging customers toward the revised pricing structure.
• Communicate the pricing shift transparently: Whether you decide to honor the old pricing temporarily or structure a clear transition, ensure that your sales collateral (like proposal slides) clearly outlines the difference between current and future offerings. This upfront communication helps manage customer expectations and reduces the risk of derailing ongoing deals.
In summary, while there isn’t a one-size-fits-all answer, our book suggests balancing consistent sales processes with flexibility to address deals at different stages. By preparing your team, segmenting your customer base, and being transparent about the changes, you can more confidently manage your sales pipeline during a pricing transition.