Alternatively, they know how to negotiate, or don't mind it, but given the bigger picture it's not worth their time to go back and forth through the intro emails -> demo conference call -> pricing negotiation loop with every company that has high prices, and they are faced with an information asymmetry as to which ones are worth it.
Oh, yes. When exploring a new domain, the "call us for pricing" people get put at the end of the line. We're not an enterprise, and we're not going to waste our time with sales small-talk before we've even seen what the product can do.
When I think of how much of my life sales people have wasted on meetings and calls and blah blah it makes me want to cry. Just tell me the goddamn price. I'll tell you if it's too much.
