Most founders hear advice every day like this. “Do this, and you’ll get more leads . . .” “Make sure you always blah, blah, blah with every prospect . . .” “Do this in your demos, and you’ll convert more deals . . .” “Here’s how to write proposals to close more business . . […]
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“I listed out four things that we care about; volume; how much you buy, timing of cash; how fast you pay, length of commitment; how long you commit, and when you sign”. –Todd Caponi There are many benefits when you talk about pricing upfront as this creates some forms of transparency with your prospects. […]
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You know your prospect’s problem. You’re probably an expert in the problem. That’s why you started your company—to solve the problem. In many ways, you feel like the best-kept secret in the industry. “If they only knew what we did and how we did it.” Here you are, flailing your arms and screaming at the […]
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In this episode of the Startup Selling Podcast, I was interviewed by Andrew Verboncouer. Andrew is one of the Partners and CEO at Headway and has spent over 15 years in product design, product strategy, and development. Headway helps startups and corporate innovation teams launch and grow new digital products in FinTech, Healthcare, Logistics, […]
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“When we hide our price, it’s actually a form of not being transparent”. -Todd Caponi In this part of my conversation with Todd, we talked about pricing, deals, and transparent selling. Listen to the full podcast here: https://salesqualia.com/ep-109-pricing-negotiations-the-transparency-sale-an-interview-with-todd-caponi-part-1/
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