Jay Feitlinger and Sarah Shepard sit down for one of their longest-running arguments: should your pricing live on your website? Jay walks through the two fears that keep most founders from publishing a single number, and explains why he sees pricing transparency as a filter that strengthens sales pipeline management rather than a risk. Sarah pushes back from the buyer's seat, sharing how price-sensitive audiences behave differently and why a mismatched website can quietly damage trust. Along the way, they swap real client stories, from small accelerator-stage companies to complex mid-market sales, and land on a shared truth: confused internal pricing is really a symptom of shaky revenue operations. If your sales enablement resources still can't answer a basic pricing question with confidence, this conversation is for you.

Key Takeaways

• The two hidden fears that stop founders from posting a single price online
• Why a buyer who already knows your range walks into the sales call more qualified, not less
• How StringCan built enough confidence to publish a full pricing matrix for its accelerator program
• The quick internal test that shows whether your leadership team agrees on pricing
• What happens to customer trust when your website and your sales team tell two different stories
• Why a flood of underqualified leads might be the strongest argument for pricing transparency

Chapters

0:00 Jay and Sarah trade weather complaints before landing on a debate they have had for years

2:38 Jay lays out the two fears clients share most often about posting prices publicly

7:21 Sarah breaks down the buyer psychology behind knowing your budget before you shop

9:57 The disconnect between a website and a sales team that quietly wrecks customer trust

13:02 Why a wave of underqualified leads can build the case for pricing transparency

15:07 Inside StringCan's Growth Accelerator program and how its pricing page came together

20:33 Sarah makes her case for pricing as part of the very first sales conversation

22:17 What clients who swear off pricing pages are really avoiding

27:24 Jay and Sarah close with their biggest takeaway on consistency and internal alignment

SEO Keywords

b2b marketing strategy, sales pipeline management, revenue operations, mid-market sales, sales enablement, pricing transparency, B2B sales strategy, agency pricing model

Meet the Hosts

Jay Feitlinger is the CEO of StringCan Interactive. Connect with him on LinkedIn at https://www.linkedin.com/in/jayfeitlinger/

Sarah Shepard is the COO of StringCan Interactive. Connect with her on LinkedIn at https://www.linkedin.com/in/sarahshepardcoo/

About Revenue Rewired and StringCan Interactive

Revenue Rewired is a podcast built for B2B marketers, sales leaders, and business owners working at the intersection of sales and marketing. Each episode brings practical, real-world insight to mid-market companies that want to grow revenue with more structure and less guesswork.

Grab the Revenue Rewired book at https://www.amazon.com/Revenue-Rewired-Identify-Leaks-Costing-ebook/dp/B0FST7JCXQ

Read the newsletter at https://www.linkedin.com/pulse/youre-losing-price-before-comes-up-jay-feitlinger-0ac0c

Visit StringCan Interactive at www.stringcaninteractive.com

Questions or guest ideas?

Email podcast@stringcaninteractive.com