Close deals and price right

Run a process that gets to a decision, and charge what the thing is worth.

What founders use for close deals and price right, ranked by how many answers lean on it.

  1. It makes the point most first-time founders miss, that early on you are selling the founders and the promise that you... Y Combinator Startup Library Video · Talk The Sales Playbook for Founders Tom Blomfield
  2. The single best forty minutes for a founder who has never sold anything. Bosmeny walks through the whole arc from the first... Y Combinator Video · conference talk How to Sell by Tyler Bosmeny Tyler Bosmeny
  3. Video · 40 min From Outbound to Channel Partnerships: Your Burning Sales Questions Answered by Jason Lemkin Jason Lemkin
  4. Video · 18 min How To Price For B2B | Startup School Tom Blomfield
  5. Video · 37 min Lessons from 24,376 SaaS Companies: Value-Based Pricing Strategy - Patrick Campbell Patrick Campbell (ProfitWell)
  6. Video · 24 min It’s Price Before Product. Period. Madhavan Ramanujam (Simon-Kucher)
  7. Video · 31 min The Top 5 Sales Scripts To Handle ANY Pricing Objection Armand Farrokh and Nick Cegelski
  8. Video · 28 min Pricing Is Product: Field Notes From the Frontier of AI Monetization | Chargebee Beelieve '26 | SF Chargebee Beelieve panel
  9. Video · 59 min Multi-Threading: Steal this framework to increase win rates by 2-3x Jason Bay
  10. Video · 8 min 5 Rules for Successful Startup Pilots, POCs, Trials | Dose 045 Andrew Ackerman
  11. Video · 33 min Negotiation Masterclass: 32 Minutes of Proven Negotiation Tactics (B2B Sales) Armand Farrokh and Nick Cegelski
  12. Video · 10 min SOC 2 Compliance: Everything Startup Founders Need to Know Rob Walling
  13. Video · 35 min How to Conduct an Effective Win Loss Interview Clozd win loss research team
  14. Video · 17 min Freemium business model or Free Trial? Here's the framework to decide. Wes Bush
  15. Video · 35 min Zapier’s Pricing Transformation: From Testing Gone Wrong to Usage-Based Wins | Beelieve 2025 Zapier monetization team
  16. Video · 48 min Miro’s former head of monetization on credits, scaling pricing experiments, and more | Akshay Sharma Akshay Sharma (formerly Miro)
  17. Video · 30 min 12 Years of Enterprise Sales Learnings In 29 Minutes Jen Allen-Knuth
  18. Video · 51 min Discovery Masterclass: Everything You Need to Run a Perfect Discovery Call 30 Minutes to President’s Club
  19. Video · 17 min Why SaaS founders must charge more: Patrick McKenzie, Stripe Patrick McKenzie
  20. Video · 61 min Usage Based Pricing Playbook for Fast Growth - Patrick Malatack, Kyle Poyar Patrick Malatack

The questions

Running a sales process and closing 16

Discovery, demos, qualification, champions, procurement and the last mile to a signature.

I have a call booked with a real prospect tomorrow. What do I do on it? 4 → Founder-led sales sounds terrifying. Why can I not just hire a salesperson? 4 → How do I know if a deal is real or if I am being strung along? 4 → My demos go well and then the deal stalls. How do I stop that? 5 → How do I turn random wins into a sales process someone else can run? 4 → All 16 questions in Running a sales process and closing →
Pricing and packaging 16

What to charge, what to charge for, how to package it, and how to change it later without losing people.

I have no idea what to charge. How do I pick a first price? 4 → What is a value metric and why does everyone say it matters more than the number? 4 → How do I design tiers so buyers pick the right plan and grow into the next one? 4 → How do I find out what customers will actually pay without just asking them? 4 → Should I price in rupees for India and dollars for everyone else? 4 → All 16 questions in Pricing and packaging →
eChai Partner Brands The partnership →