Companies with large sales teams tend to negotiate more on pricing

Another insight from Tim Thyne around pricing:

If a company has a large sales team, they have more capacity to work 1:1 with potential customers to close deals, even small ones. That means that they will tend to negotiate more on pricing compared to a company without a large sales team. Remember that when you see the pricing they display on their website: the actual price that their customers pay is likely less than that.

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