BizSugar.com › Sales › Price Is Meaningless Until You Establish Business Value

We focus entirely too much on pricing. We leave far too much money on the table because we fail to establish business value and tie our pricing to the business value! If you have great business value, if you can create a business case that exceeds any financial hurdles your customer may have (e.g. desired payback, ROI, IRR, risk, etc.), then there is never a reason to discount!