CJE profile picture
CJE profile picture

CJE

Account Executive

Politicker
Valued Contributor
Catalyst
+4

When do you bring up pricing? (Enterprise/MM Sale Cycle)

I have seen varying opinions on when to introduce pricing (ballpark numbers) in the long cycle sales.

When do you introduce pricing?

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6

14 comments

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CuriousFox
WR Officer
1
🦊
It really depends on the product and the deal.
CoorsKing
WR Officer
1
Retired King of the Coors Knights
Our pricing tends to be fairly expensive (justified, but expensive) so I bring it up earlier in the cycle. 

This allows me to do two things:
1) Temp check - if this is a serious evaluation or not. Often times this scares the tire kickers away, which is fine - saves me time.
2) Anchor expectations higher - helps me maintain price later on in negotiations, as they have since mapped everything we worked through to the original price point.

I have one of the lowest average discount rates in my region, and I think it is due to this. My territory consists of the F10 companies in the bay area basically, so I know for a fact they have budget. 

I normally just casually drop it over the phone/zoom first: "hey btw I ran some back of the napkin numbers and it is looking like $X. Obviously that may change out as we continue the evaluation and flush out your use case, but wanted to be transparent."
CJE
Politicker
1
Account Executive
Great insight. 
User1234567
Politicker
-1
User1234567
I like how this is worded
CoorsKing
WR Officer
1
Retired King of the Coors Knights
Please stop. Copy and pasting this comment onto every old thread you can find does not add value to anyone. If you are going to try to game the system and commission farm, at least put some effort into your comments. “I like how this is worded because <insert reason>” but ultimately know that is not why this platform was built.

@BravadoMod 
Bittersweet0326
Politicker
0
Digital Business Associate
Agree with @CuriousFox it depends 
ARRyouReadyKids
Politicker
0
Enterprise Account Executive
If they are a good fit for us, i'll usually hold off longer, like after the demo. 

But if I'm trying to disqualify the account, I absolutely bring it up on the first call. Price is the best disqualifier in most cases
User1234567
Politicker
0
User1234567
Each product has a unique scenario 
Hannibal
Opinionated
0
Senior Account Executive
It depends greatly on the product and the customer but I try to hint at pricing as early as possible, one to qualify/disqualify and two to set the tone/expectations.
User1234567
Politicker
0
User1234567
yes agreed
Ace
Arsonist
0
CEO
Depends on the deal but its usually when they ask. I focus on showing value first
User1234567
Politicker
1
User1234567
I would wait for them to ask 
Ace
Arsonist
0
CEO
Good call
User1234567
Politicker
0
User1234567
Really depends on the product and deal and if they ask or not

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