---
title: "Pricing in the first call closes 2.1× slower"
description: "What 1,400 recorded discovery calls say about when to talk price, and the two questions that keep a first call on the problem."
url: https://meridian.nexity.build/podcast/pricing-in-the-first-call-closes-2-1x-slower
published: 2026-09-09
updated: 2026-10-27
---

# Pricing in the first call closes 2.1× slower

*The Deal Record · Ep. 12 · Sep 9, 2026 · 31 min*

What 1,400 recorded discovery calls say about when to talk price, and the two questions that keep a first call on the problem.

- Guest: Marcus Johnson (Enterprise AE, Nexity)
- Hosted by: Mark Richards (Head of Revenue Research, Nexity)

Listen on: [Spotify](https://open.spotify.com/episode/deal-record-12), [Apple Podcasts](https://podcasts.apple.com/podcast/the-deal-record/id0000000000?i=12), [YouTube](https://www.youtube.com/watch?v=dealrecord12)

## Chapters

- 00:00 The number that surprised the sales floor
- 09:05 Why early pricing stalls the deal
- 21:40 Two questions that hold the line

What 1,400 recorded discovery calls say about when to talk price, and the two questions that keep a first call on the problem.

### In this episode

00:00 — The number that surprised the sales floor.

09:05 — Why early pricing stalls the deal.

21:40 — Two questions that hold the line.

Recorded for season 2 of The Deal Record. Episodes run about 31 minutes and are released every other Tuesday.