Thoughts on having SDRs tell a prospect pricing before talking to an AE?
I’ve seen the pros and cons of this, but interested in hearing how others approach this.
Bama
For or Against SDRs talking about pricing?
11
Against. But I don't mind them giving ballpark IF the question does come up.
Agreed. An S.D.R can give a ballpark, but afterward should try and close by saying "I'd love to get you on a call with my AE who can give you an exact estimate for pricing"
Boom, exactly what I used to say as a SDR. Definitely helps with getting that meeting.
Yes it does! Such a good feeling when the prospect starts asking for pricing and you know you are about to go in for the close!
Agreed! I'm against but if people are asking then I think its totally ok for the SDR to say exactly what @Chep suggested. It's a bit sleazy and tacky for SDR's to just ignore the question, in my opinion.
100% nothing worse than just ignoring the question when a prospect brings up pricing. That’s the beauty of the S.D.R position because you're not lying when you give the prospect a ballpark and tell them an A.E could give them a real estimate
Let them give a very big range. That way you won't be talking to anyone unqualified, and it gives them sense of where pricing stands. Win win
Agreed I used to say in the upper five figures to mid 6 figures and almost always got the next meeting
Against, the price could be flexible and what the SDR/BDR says could stall or kill the deal
Estimate but never quote
We're in a world now where so much is happening before they talk to sales at all that you don't want to be the company to hide pricing. Vague ranges are absolutely fine. They shouldn't bring it up but they should be able to answer if need be.
I don't think mentioning pricing should be an issue if you have shown them the value first
Ballpark is fine if the prospect asks. Absolutely no hard numbers. It's one of my biggest piss offs. An SDRs job is to book the meeting, not pitch or close.
Completely against. I started my career as an SDR & SDRs don't usually have an understanding of sticker pricing structures, let alone how to discount. Or if it's a subscription plan with tiered options, they'll often list the lowest priced option to try to get more interest for the meeting so they get a qualified show out of it.
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