Pricing 2026: Packaging and Value
Day 26 of 30 · B2B Sales 2026 Masterclass
Build value-based pricing: minimum package, add-ons, and discount guardrails.
Learning Goal
- Create 3 packages (good/better/best) or a minimum + add-on model.
- Write discount rules (who, when, how much, approval).
- Build a pricing calculator (base + options + time).
- Link proof/ROI to price.
- Use AI to generate justification snippets.
Why It Matters
- Ad-hoc pricing erodes trust and margin.
- Packaging speeds decisions.
- Guardrails protect profitability.
Explanation
Model
- Minimum package: enough to succeed, not under-scoped.
- Add-ons: support, integrations, onboarding.
- Time: annual/quarterly with clear discount rules.
Discount rules
- Who can discount, under what conditions (e.g., annual, fast decision).
- Approval path defined.
Examples
Bad: Ad-hoc price every time.
Good: 3 packages, documented options, discount rules clear.
Guided Exercise (10–15 minutes)
- Write 3 packages or minimum + add-ons.
- Write discount rules and approval flow.
- Build a pricing calculator (sheet or CRM formula).
Independent Exercise (5–10 minutes)
Apply to one live deal, communicate the rules.
Self-check
- Packaging ready.
- Discount rules ready.
- Calculator built.
- Applied to one deal.
Optional Deep Dive
- Value-based pricing: https://www.priceintelligently.com
- Discount guardrails: https://www.gong.io/blog/discounting/