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>Here's the thing: most of our clients LIKE the fact that we don't discuss price upfront.

Sorry, but absent reliable data, I'm calling BS here: I've never, ever met someone who likes having to call some random salesman to get a price and figure out if the service is even within a order of magnitude of their budget.

In fact, most people I know detest those kinds of games.

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My experiences mirror the OP, in fact I even had a prospect tell me recently they were thrilled I didn't jump right into pricing/licenses.

Most are not calling to get a price, they're calling to learn more about the software to make sure it's a fit.

Have you considered that your customer might have just been telling you what you wanted to hear in the hopes of getting a discount?

or the customers that just skip them to a supplier with less contempt for their users

I'm bugged if I have to hop on the phone to talk to someone about something I saw on their website. That's about as un-Internet as you can get. You might as well ask me to send you a postcard.

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