Why offering promotions when you’re prospecting is stupid
APRIL 12, 2019
Marketing, your Director of Revenue, or maybe even your DOS came up with a “great idea.” They gave you a 25% off promotion that you can use when prospecting. When you prospect based on a discount, you devalue everything you offer. Top performers don’t prospect by discounting. They prospect by building excitement and value. Their thinking: We need business now. Yes (if you’re desperate). NO (in every other case!).