Article · short read

When to discuss price and budget according to data

Devin Reed · Gong Labs Free Intermediate

Settles the most common argument in early sales: 11,331 opportunities show win rates rise when price comes up on the first call, and that waiting for the buyer to raise it does not help you. It also pins down when in the call to do it.

  • Discussing price on the first call goes with a 42 percent win rate, versus 5 percent when price never comes up.
  • Raising budget on call one lifts win rates to 49 percent, against 7 percent when budget is never mentioned.
  • Top performers introduce pricing around the 38 to 46 minute mark, not at the open.
  • Based on 11,331 B2B opportunities with at least three recorded calls each.
Open on gong.io ↗

It answers 3 questions

  1. My demos go well and then the deal stalls. How do I stop that?
  2. Buyers always ask for a discount. How much do I give, and how do I stop it eating my ARR?
  3. What separates the top ten percent of AEs from everyone else?

Read with it

  1. The reference explanation of all eight letters from the people who own the methodology, free to read. Use it as a deal... MEDDICC Article · long read MEDDIC / MEDDPICC Sales Methodology and Process MEDDICC
  2. Gives you numbers to aim at on your next call instead of vague advice: roughly 11 to 14 questions, spread through the call... Gong Labs Article · short read Effective strategies for successful sales discovery calls Chris Orlob
  3. Covers ICP definition, the PBC structure for running a sales call, pilot design and weekly forecasting in one place, with... First Round Review Article · long read The Most Common Go-to-Market Questions This Expert Gets from Early Founders First Round Review with Emery Rosansky
  4. Explains why the deck that impresses a VC actively repels a buyer: different positioning, different proof, different ask. If... aprildunford.com Article · short read Why Your Investor Pitch Is Ruining Your Sales Pitch April Dunford
  5. The pragmatic case for pricing so discounts are survivable instead of pretending you will hold the line: mark up by around 20... SaaStr Article · short read The Confounding Logic of Discounting Jason Lemkin
  6. Segments Indian pricing properly (metro enterprise, Tier 1 SME, Tier 2 and 3 SMB) with the discount each expects, and says the... upGrowth Article · long read Pricing and Packaging Strategy for GTM Success: Framework for SaaS Markets Amol Ghemud
eChai Partner Brands The partnership →