Every lost deal is marked “price”. Half of them never got to a price.

"Price" is the most common loss reason in most sales records and the least informative one, and acting on it costs margin that never needed to move.

By Steve 5 min read
Abstract bridge artwork for Every lost deal is marked “price”. Half of them never got to a price.

Pull the last fifty closed-lost records out of any sales system and one entry dominates: price. Too expensive. Went with a cheaper option. Budget. The conclusion drawn from that pattern is usually the obvious one, the business is priced above the market, and the response follows: more discount authority, a lower entry tier, a quiet trim to the rate card. The trouble is that the same data would look identical if price had nothing to do with it. “Price” is what gets recorded when the real reason is unknown, unflattering,…

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