Once you start getting to large scale purchases you'll tend to need to do a lot more hand-holding to close the sale in any case. It's not about pulling out a c

Once you start getting to large scale purchases you'll tend to need to do a lot more hand-holding to close the sale in any case. It's not about pulling out a credit card and just paying for the service, but about multiple people in the customers company having to approve of the purchase (including the team manager, their manager, the CIO, the purchasing department, legal, etc.) One of the key parts of an enterprise salespersons job is to help the individual at the company who wants to purchase the product to navigate their own internal purchasing process. Enterprise sales can often involve more work in-term of onboarding and ensuring your capacity scales to handle them correctly. Enterprise customer will also often want to negotiate pricing and have custom legal terms drawn up (NDAs, etc.). Because of all these factors it doesn't make sense to have an upfront price because the sales price will vary from customer to customer.