Stop Blaming Price: Positioning Is Your Problem
About this episode
Bill and Bryan discuss how weak positioning, rather than price, is often the real reason for lost sales deals.
Send us Fan Mail You didn't lose that deal on price. You lost it because your positioning wasn't strong enough to make you the obvious, can't-do-without-you choice. Bill and Bryan dig into a claim that gets argued in every sales meeting: is price really the reason deals slip away, or is it a symptom of weak positioning? They walk through a real audit of lost deals — 22 gone in six months, four of them deals that should have been won — and use it to unpack what separates a vendor from a "we ca...
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