Today, we're talking about something that gets debated on a regular basis by those in your organization who focus on the go to market side of the business. That something is price and more specifically, when sales reps should start talking about it.
Some argue that if you talk about price too early in the process that you will scare your prospects away. Others think that if you wait too long, your prospects may get frustrated and neve really engage with you.
Pete Caputa, VP of Sales at HubSpot, recently wrote an interesting blog post about what buyers and sellers want to talk about during the first call. As it turns out, buyer and sellers aren't on the same page. On the first sales call, 58% of buyers want to discuss price but only 23% of sellers do.