“As a prospect you didn’t even need to put up much of a fight, you just had to exhale loudly at the right time and suddenly discounts are coming your way.”
Discounts ran from 10% to 60%, and the list price is a suggestion for anyone who sighs. The recorded calls sitting in Gong and Zoom are full of who has Covid, who is pregnant and who is having surgery. 90% of the teams ran Salesforce, a tool everyone hates. Sales reps talk too much, and the transcript shows it in walls of text.