Jiménez: Early-stage sales discounts must always be traded for references or referrals
Lori Jiménez · Lori Jiménez: How to Increase Sales; Hiring Tips from Google; Best Way to Grow Sales Teams | E1043 · 20VC with Harry Stebbings · Aug 2, 2023 · at 39:58
Lori Jiménez, Chief Revenue Officer at WorkRamp, offers advice to founders on managing software price discounting and sales negotiations.
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“I think it's all about a trade-off. It's like, what are you demonstrating from a value trade for that? Is there something that, Hey, I'm going to give you this discount, but exchange for that especially in the early stages, I need references. You know, I need the folks that will speak on our behalf beyond just me said founder or sales leader or whomever the person is, is in the engagement. So I think you should just make sure you're preserving value through what that trade-off is with the discount. And I think in the early days, it's like customer stories, it's references, it's introductions to, you know, Hey, could you, are there referrals you can help me with?”
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