From Impossible to Inevitable: How SaaS and Other Hyper-Growth Companies Create Predictable Revenue

by Aaron Ross

Don't be afraid of raising your prices when selling to bigger companies with bigger needs. Bigger deals can take longer to close, but they're worth the wait. The size of the deal doesn't determine the sales cycle length; that's affected by things like: Clarity in Nailing a Niche, especially becoming a need, not a nice-to-have, for executives The number of people involved in a buying decision (bigger companies means more people are involved, the decisions are more complex, and more time is required) Selling on value, not price, and with unique advantages customers can't get elsewhere Your ability to show believable proof of results Also, bigger deals can lead to better customer results: Better service: You can focus customer service/Customer Success people on fewer customers, ensuring customers get the most value from your product. More commitment: As long as you're not selling to people who aren't a fit or aren't ready, bigger deals should lead to companies that have greater need, commitment, and resources to get the most from your product. More cash upfront: Working with bigger deals often means working with companies that have cash or funding, to pay cash upfront for one- to three-year contracts, so important for growing businesses!