--- title: Chasing the Bottom | The Sales Blog description: Lately I have spent a lot of time thinking about how many sales organizations sell price and why they do so. Here are a few of those observations. A big box retailer sells at the unconditional lowest prices. To do so, they require that all of their suppliers sell to them at the supplier’s absolute […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_65480170-copy.jpg --- ### [Now booking SKO meetings for 2026/27! 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Here are a few of those observations.   **Who Is to Blame** When it comes to chasing the bottom, there is plenty of blame to go around. Certainly[ poor salesmanship](http://thesalesblog.com/2010/06/is-what-you-are-doing-really-consultative-selling/) shares in this blame, especially when salespeople can’t move the deciding factors from price to cost. But salespeople alone aren’t to blame. Company leaders who chase revenue at any cost—even the cost of destroying their strategy—are to blame. Market share goals that are out of line with the realities of the marketplace put companies—and their salespeople on the slippery slope to chasing the bottom.   1. At some point, you have to start creating real value and [start chasing the top](http://thesalesblog.com/2011/03/can-you-build-sales-with-only-dream-clients-the-sales-blog-mailbag/). **Questions** Are you selling price? If so, is it because it is your company’s strategy? What impact does selling price on all of the decisions you make as a business? Do lower–or too low–margins impact the way you run your business? How do you compete and win when you have competitors that will easily beat your price? What does this take in the way of sales skills? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2011](https://www.thesalesblog.com/blog/tag/2011) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on March 29, 2011 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-07-15T2:59:55 PM", "datePublished" : "2011-03-29 21:39:40", "description" : "Lately I have spent a lot of time thinking about how many sales organizations sell price and why they do so. Here are a few of those observations. A big box retailer sells at the unconditional lowest prices. 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