Notes:
A few weeks ago a discussion started on LinkedIn about vendors providing pricing on their web page. Damian Tommasino was for (with nuance), and John Care was against (also with nuance).
So I thought it would be best to jump on a call with Damian and John to discuss their initial thoughts and the nuances of it.
In this chat, we dig into their insightful opinions on this “controversial” topic, the evolution of the sales engineer’s role, and the need for improved collaboration amongst sales engineers, account executives, and marketing teams.
Key Takeaways:
- Displaying Pricing on Websites
- Complexity of Pricing Models.
- Changing Role of Sales Engineers (SEs):
- Role of Sales Development Representatives (SDRs) now and in the future
- Sales Engineers in the Cycle
- Need for Improved Collaboration
- The Future of Sales Engineering
Quotes:
“I mean, if we look at where the industry is, is going, I would not want to be A BDR or SDR, whatever in four or five years.” – John Care
“You need to have a conversation to communicate with somebody to get data. Now whether that’s done, you know, face-to-face over, you know, zoom as we are now, um, bot to bot whatever you need to gather information.” -John Care
“I hate BANT” – Damian Tommasino
“So BANT, I think it’s important. Maybe not go out and ask, what’s your budget? Do you have the authority? What’s your need is? What’s the timeline? But throughout the conversations, you need to kind of gather that information.” Ramzi Marjaba
“I think was built as a model to train salespeople on how to qualify something in or out, right? That was the whole intent behind BANT. I think what I was getting at with Bant being dead is… it’s doing the tactic or following the framework in the same way that we did 10 years ago” – Damina Tommasino
“If you have to talk to anybody in a tech company who’s going to interact with you through a script, That’s usually a bad call, at least for the customer.” John Care
