IN THIS EDITION
Everyone's telling you to discount. Don't, at least not first. We went back through a stack of real sales calls to see what the reps who held their price actually did differently. Plus a new video on the follow-up agent, five product updates, and where we'll be this autumn.
01 · Deep dive
How to hold your price (without losing the deal)
The buyer goes quiet on value and loud on price. Procurement floats a number that would make a summer intern blush. The incumbent, the one who was 80% more expensive three weeks ago, suddenly matches you to the dollar and puts their CRO on the phone. The easiest thing in the world is to discount. Don't. Or at least, not first.
The reps who held the line kept doing the same few things. They brought in a bad cop who wasn't them, the "no" came from the deal desk or finance, a neutral function protecting the margin, so the rep stayed the good guy and the champion stayed engaged.
They won on proof, not price. On one fleet-safety deal the incumbent matched on the final day and wheeled in their CRO to save it, and the buyer still said no, because a live side-by-side test had already settled it. Once the product proves itself, a late discount doesn't read as value. It reads as panic.
And they reframed the number before it did the talking, not a scary gross annual figure, but a couple of dollars a day against 45 minutes saved before every call. Underneath all of it: a genuine willingness to walk. The moment the buyer senses you need the deal more than they need the product, the price only goes one direction.
The reflex discount's real cost isn't the margin you gave away. It's that you've taught the buyer the number was soft all along, and told them, in the one language they were listening for, that you didn't believe in the value either. The price isn't the product. Stop selling it as though it were.
Read the full piece → How to hold your price (without losing the deal)
02 · Using Airspeed
Less email, more selling: the follow-up agent
The hardest part of follow-up is the blank compose window. Anthony Abrew walks through how the follow-up agent drafts the right next email straight after a call, pulling in what was actually said, keeping the thread moving, and handing you something ready to send instead of a cursor blinking at you.
Watch the walkthrough → https://youtu.be/JYDX9CaHiew
03 · Product updates
OUTREACH: Assign sequences to other users When you build an Outreach sequence in the agent, you can now set the assignee and create sequences for other users, not just whoever made the original connection, then edit and adjust them directly in Outreach.
AGENT: Feedback buttons on agent responses You can now give a thumbs up or down on any agent response, so it's easier to tell the agent what's landing and what isn't.
DEALS: A cleaner close-probability column The close-probability column on the deal table used to hand you a long, wordy paragraph no one wanted to read. It's more structured now, and hopefully much easier to scan.
ACTIVITY: Updated agent activity history A refreshed view of everything the agent has been doing across your account, so it's clearer at a glance what ran and when.
INTEGRATION: RingCentral call recorder We now have a RingCentral call-recorder integration. It's behind a feature flag for now, if you've got someone who'd like to test it, just reply and we'll switch it on for them.
04 · From the field
"They came in on the last day. 'We'll match the price.' We just said no. There were other reasons."
Enterprise buyer, on why a last-day price match didn't land.
05 · What's coming up
LIVE WEBINAR: How to Build an Agent-Native Revenue Organization What it actually takes to run GTM with agents in the loop, not the theory, the operating model. Register → How to Build an Agent-Native Revenue Organization
19 AUG: Pavilion Exec August Drinks · London 6:00 PM BST, the Lighterman terrace. A summer evening with Pavilion Exec members, bubbles on arrival, burgers later, no agenda, just good people. Register → Pavilion Exec August Drinks
1 OCT: GTM Takes Flight · New York GTM leaders and hiring managers gather in NYC to talk about building and scaling go-to-market teams. Co-hosted by Airspeed and Captivate Talent. Details → GTM Takes Flight
14 OCT: Revolt 2026 by RevGenius · Virtual Airspeed is one of the first two sponsors of Revolt 2026. Two days, fully digital, October 14 to 15, focused on AI-led GTM. Registration is free. Register → Revolt 2026
