The deal was lost on price. The buyer never bought anything.

Most CRM loss reasons say price. A large share of those deals never went to a competitor at all, and the difference changes what you do next.

By Steve 5 min read
Abstract bridge artwork for The deal was lost on price. The buyer never bought anything.

Open the closed-lost report for the last twelve months and one reason usually dominates: price. It is the most common entry in the field, it is rarely questioned, and it quietly shapes the following year’s discount policy. Yet in a meaningful proportion of those deals, nobody won. The buyer did not choose a cheaper supplier. The buyer chose to carry on as they were. These are two entirely different failures wearing the same label, and conflating them is expensive in a specific way: the remedy for one actively worsens the…

Keep reading for free

Create an account to read the rest.

The whole library is free. No card, no subscription, no trial that quietly ends. An account simply lets us know who we are writing for, and opens every article from here on.

  • Every article, in full, at no cost
  • New articles published every weekday
  • Takes about twenty seconds
Create a free account I already have one

Free means free. We will not charge you for the library, and you can read as much of it as you like.

Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

More on Growth strategy

Scroll to Top