Got promoted from BDR to AE recently. When I was a BDR, my go to answer when prospects asked about pricing was just "it's highly customized and I don't have access to the calculator myself, but my account executive can help you with that." Now that I'm an AE, I'm struggling to tactfully delay the pricing conversation when a prospect wants pricing early on, especially when it's going to be a big price tag.
On small deals I've started giving them a quote if they ask early on, since if they balk at some of the lowest pricing we have then it's probably best to just move on to other opportunities. But when it's a bigger company/opportunity I find myself having trouble tactfully pushing back on having pricing discussions until after I've had some time to build value with them.
What do you guys do if a prospect asks for pricing info early on in the sales cycle?
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