Jen Abel: evaluation

Transcript context

…Okay, cool. So you basically just tell them, "We'll figure out pricing once we understand what you're looking for." Yeah. This is in the pre-pilot stage, talk about pricing, okay? Now, if they're this far along, if they're really concerned about pricing, they would've brought it up by now. So these are the little cues like, "Okay, I think I could probably push them a little bit here or go a little bit further. " Two is, if they ask and they push, give them a ballpark. Well, it depends, but let's say it's somewhere between 150 and 250 and there's a lot of dependence on that, right? So you can give them a ballpark. But work with your champion and say, "Listen, here's what the price is. I know you know why we price it this way. Before you put this in front of anybody, how are you going to make the case? Where are you going to cut? How are you going to defend it? How can I build out a slide to defend this for you and show you the ROI?" They will tell you. You don't have to go blind into it. And then say, "Okay." And if they push back and they're like, "Listen, I don't know if I can go to bat for this." Be like, "I hear you. Let's work on this together. What do you feel comfortable going to bat with? And can we do a step up for year two to get to the actual full value of what we know we charge?" And do you include this slide or the price in the demo or is that a post-demo conversation?…

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