I have been looking into a survey into when pricing is most important in the sales cycle that the good people at LeveragePoint ran in the last few weeks on LinkedIn. Interesting that for instance pricing isn’t really as relevant in the Trial phase according to this survey: so maybe people should think about ditching the pricing info in the web pages or emails build around the Trial flow. This is great insight anyway mostly because it makes you think about your own product, your own sales cycles and when does pricing comes into play. Maybe the nature and timing of the conversation on pricing should have a greater impact on pricing as we always tend to focus on the two elephants in the room: cost and value.

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