Your SEs Don't Need the Price List. They Need the Metric. [57]

Show notes

Ava's SE told a customer the product "just scales" - and missed a ten-x volume question. She and Nate split pricing knowledge into two very different skills and show which one every SE has to own.

What Nate and Ava discuss

• Why knowing current prices isn't the SE's job - but knowing the metric behind them absolutely is
• A 40-minute, per-business-model session: what we sell, which line item, what moves the number
• Teaching the volume muscle for consumption models - and why signature is the kick-off, not the finish

The move

Pick one business model this week and run 40 minutes with your team: what we sell, which line item it lands on, what moves the number. Then have every SE estimate the volume math on one live deal out loud - in ranges, never precise figures.

🔗 Resources & Links: paths.to/presales

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