Pricing and Packaging with Chris Mills, VP of Product Marketing at SalesLoft

Pricing and packaging are obviously critical to a business, but it’s tricky to know how to approach it. In this week’s interview, I sit down with Chris Mills of SalesLoft. Chris shares invaluable advice that will leave you feeling confident and improve how you approach this topic.

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Questions we cover on this episode:
  1. What does product marketing look like at SalesLoft? How did you make your way to VP there? 
  2. What happens when you get pricing wrong? And what happens when you get it right? 
  3. What’s the relationship between product positioning and pricing? Do they influence each other? If so how?
  4. What are the questions the business or Product Marketing leadership should be asking? 
  5. Who should “own” pricing? And what’s the role of product marketing? 
  6. Let’s say you are embarking on a major pricing overhaul, you’ve done this. Where do you start? 
  7. What tools or resources do you use to figure this out? 
  8. How do you bring sales in?
  9. What’s your take on discounting and pricing transparency? 
  10. How is pricing and packaging changing? Any trends in what buyers expect from pricing pages or in the sales process? 
  11. Do you “launch” it if so how?
  12. What mistakes do people always make along the way? 
  13. What’s your outlook on the career of Product Marketing? Is it a good place to be right now? 2020 Sharebird 2020