A 35%+ Win Rate Means Your Price Is Too Low

The win rate for enterprise sales is actually probably going to surprise you. It's usually around 25 to 30. If your win rate is higher than that, your price is too low. There's a lot of part of the market that's just not in a maturity perspective to take you on, and that's healthy.

And the implication here is it's better off keeping your price high than winning more often.

Yes, because the market talks too. The worst thing you can do is charge somebody's friend $50K and somebody else $500K and Someone might just not be ready yet, and that's okay. The amount of deals that boomerang a year later of the ones that have lost, that's probably another 25%. So it is totally normal and natural for deals to not advance.