Pricing that earns yes, not discounts

Right now that signal might be saying:

"Wait for an upcoming sale."
or
"That feels expensive"

We help you redesign pricing so:

• sales cycles shorten

• discounts drop

• renewals feel fair

For leaders in product, marketing, sales, customer success and ops in SaaS, B2B and subscription businesses.
If your team touches a customer's yes, this is for you.

Where pricing sits in your Yes Architecture

Pricing is a big one in your Yes Architecture.
It sits in the middle of how your team creates yes.

It shapes:

• who takes you seriously

• how people compare you

• what feels "fair enough" to sign and renew

When tiers, discounts and stories do not line up, you get:

• long, messy cycles

• nervous teams who cave on price

• shaky renewals that depend on last minute heroics

We fix pricing where it actually lives:
across your teams, your stories and your journeys.

Pricing is not just numbers.
It is psychology.

People do not run a perfect equation in their head.
They use shortcuts.

They quietly ask:

• "What does this price say about the value and the risk?"

• "Do people like me pay this?"

• "Is this fair compared with what I already know?"

If your pricing, packaging and stories clash with those shortcuts, customers stall or push back.

Your team feels it as:

• constant "can you sharpen the pencil" conversations

• internal fights about discounts and deals

• pressure to throw in more features instead of fixing the structure

Pricing psychology is about designing how your numbers, tiers and trade offs land in a real decision.

That is the work we do with teams.

Four pricing problems we fix most often

If you recognise yourself in any of these, a Yes Sprint on pricing can help.

Pricing system reset

One price story everyone can live with

You might be saying:

• "Everyone seems to be using a different price or discount."

• "We need one pricing strategy, one set of rules, and one clear price story."

It usually means:

• historic deals, experiments and favours have piled up

• sales, CS and finance are each running their own version of the truth

• no one is fully confident what is OK and what is not

In a Yes Sprint, we:

• map how pricing decisions are really being made across teams

• design a clear tier and discount structure people can actually follow

• set simple guardrails so edge cases do not become the norm

• create an internal price story your whole team can explain

So you end up with one pricing system and one story.

If this sounds familiar, the next step is simple.
Book a Yes Intro and we can talk it through.

Raise prices, keep trust

You might be saying:

• "Costs are up, but raising prices feels risky."

• "We know we are undercharging, but fear losing customers."

It usually means:

• you have not framed the value of your work clearly enough

• you do not have a plan for communicating the change

• your team are nervous and likely to apologise for the new price

In a Yes Sprint, we:

• find the right anchors and reference points for your new pricing

• shape a pricing structure that still feels fair to customers

• create clear internal guidance so your team know where they can be flexible

• write the external stories and messages to explain the change, including how you will handle pushback

So you can increase price without breaking trust or blindsiding your teams.

Book a Yes Intro

Price story for teams

You might be saying:

• "Our teams do not know how to talk about our price."

• "Sales and CS drop straight into discounts because they are not confident."

It usually means:

• your value story is feature heavy and outcome light

• every function uses different language with customers

• no one has a simple structure for handling price questions

In a Yes Sprint, we:

• work with your teams to surface how they actually explain value today

• design a simple, shared value story that supports your price rather than undermining it

• build talk tracks, prompts and examples that fit your market and deal types

• create ways for people to share what works so the story keeps improving

So next time someone asks "Why is it that price?",
your teams have a calm, clear answer instead of a rush of panic.

If your people are apologising for your price,
Book a Yes Intro and we can talk about a Sprint on the price story.

Promo hangover reset

You might be saying:

• "We went heavy on discounts and offers. Now it is hurting us."

• "Customers are trained to wait for a deal."

It usually means:

• promotions were used to hit short term numbers without a clear exit plan

• discounted customers are setting expectations for everyone else

• your team do not know how to move back to healthier pricing

In a Yes Sprint, we:

• map where and how promos are currently used across teams and channels

• decide what needs to stop, what needs to change, and what still works

• redesign your pricing and promo rules so they support, not erode, your price

• create a clear playbook for future offers so you do not end up back here

So you can get out of promo mode without shocking your customers or your pipeline.

If you have a promotion hangover you are tired of managing,
Book a Yes Intro and we can see if a Sprint is the right move.

What changes after a Pricing Sprint

Teams usually notice a few things quickly:

• fewer "can you sharpen the pencil" conversations

• clear guardrails, so discounts are the exception, not the habit

• sales and CS stop apologising for price and start owning the value

• less internal wrangling between teams about deals and renewals

• renewals based on outcomes and progress, not just "the number"

Over time, that looks like calmer teams and better numbers.

"The impact was immediate. We closed a project at 2 to 3 times higher one week afterwards."
Clarke Ching, Author

Talk about your pricing challenge

You do not need a full plan before you speak to us.

Share what is happening with pricing in your world and we will:

• listen for where yes is getting stuck

• tell you honestly whether a Yes Scan or a pricing Sprint makes sense

Hannah

Lauren