I've always agreed with this take but now as a B2B founder doing sales, I think it can honestly be interpreted a lot more charitably.

I get on an initial discovery call to learn a few things, like:

* How much will it cost us to support you based on what you're using our platform for?

* How expensive is this problem for you today?

* From there, how much money could we save you?

My goal is to ensure a (very) positive ROI for the lead, and that we can service them profitably. That's how I put pricing together. It seems pretty reasonable.

Our platform is also rather extensible, and I want to make sure that they'll understand how to use it and what it's for, instead of becoming an unhappy customer or wasting their own time.