On Cutting Too Deeply

Alt text image of a barber cutting off too much hair

If you have a choice of adding value or cutting your price, find a way to add value. Adding value improves your performance and cutting your prices reduces the profit you have to create that value. If you have a choice of differentiating your offering or cutting your price, find … [Read more...]

Even More on Dissatisfaction in Sales Opportunities

alt text image of a road sign pointing to status quo

In theory there is no difference between theory and practice. In practice there is.     - Yogi Berra Pull up your pipeline report. Pick a live opportunity. It doesn't matter which opportunity it is, just pick one. Now, tell me why your prospective client is absolutely going to … [Read more...]