Tim J Smith of Wiglaf pricing shares my view that discounting is a sin. Giving away margin because your reps have a bad money concept is unforgivable.
How often does a founder or leadership team encourage discounting? Do you ever calculate what the true, full hidden cost of an initial discount will be over a customer's lifetime? It'll make your FD or CFO weep.
Tim and I don't pull any punches. This will be an uncomfortable listen for many of you.
Websites:
Phone: +1 8728292495 (Work)
Twitter: timo437
--
Contact me to chat about coaching and training https://calendly.com/marcuscauchi
Sales: The Divine Comedy And The 7 Management Virtues
Pick Up The Bloody Phone And Speak To People!
Your Time Is A Precious Currency; Invest It Wisely
Are You And Your Salespeople Acting Dumb As A Box Of Bricks?
Do You Have A Mind For Sales?
What Is Radical Value And How Do You Deliver It?
Welcome To The Death To Fluff
How Do You Make Sure Every Employee Has A Window Into The Customer?
Why My Podcast Is A Massive Ego Trip And You Should Be Pissed Off With Me
Education Is The Root Source Of All Problems: Building a Modern Sales Organisation
How Is Your Lack Of Imagination Holding You Back?
The Power of Authentic Communication
Why You MUST Stop Preparing To Fight The Last War In Your Sales
What Can Sales Enablement Deliver If It Is Done Well?
How Do Owners Free Themselves From Having To Be The Top Salesperson?
How To Build Your Business Faster Without Losing Control?
Why Commission Plans and Competitions Hurt Your Performance
Make Every Word Count
How Does Your Management Get Between Sales And Hitting Quota?
Why Sales Is A Wicked Problem That Cannot Be Fixed With Linear Thinking?
Create your
podcast in
minutes
It is Free
Pharmacy Podcast Network
Aktörspodden
The Power of Storytelling
The Ramsey Show
Planet Money