pricing

  • Sales 102 – The Pitch Deck, the Price Reduction and the Data

    • September 29, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Recently I met with a CEO whose salespeople were not closing enough business.  We had just evaluated their sales force and I had the answers as to why their sales were so underwhelming.  Before we could explain what was causing their problem, the CEO said something along the lines of, “We are going to create a new pitch deck and reduce our prices. That will solve the problem!”  

    They weren’t suggesting a small price change either.  It sounded like an 80% reduction and their reasoning overlapped with one of the contributing issues that we identified.  Their salespeople weren’t reaching decision makers which raises more questions.  Why weren’t they reaching decision makers and could anything be done about it?  Would lowering their prices solve the problem or did the issue go deeper than that?

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  • Differentiating a Pricing Strategy from a Sales Strategy

    • May 1, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Do you subscribe to Verne’s Insights – 10 Minutes with the Growth Guy – Verne Harnish?  You should.  It’s the best newsletter I get – one I actually read each week!  In today’s issue Verne wrote that his favorite quote from last week’s Sales & Marketing Summit was Mark Burton’s, “Discounting is the crack cocaine for business today”.  He also shared that “instead, Burton says companies can use a ‘good, better, best’ strategy to provide various pricing levels without simply giving away margin.”

    Wait a minute!!!

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