'I Won't Pay More Than $X!'
Business 2 Community, April 10th, 2019
April 10, 2019,
Volume 253, Issue 2

Dave Brock writes, "We were doing a deal review. It was a big deal with a prestigious customer. Procurement was involved. As we discussed the deal, the sales person said:

'Procurement thinks this is a good solution, but they aren't willing to pay more than $X and we are a whole lot more at Y.'

'Have you presented the business case to the procurement folks?' I asked.

'We've talked about how much this improves productivity and reduces costs, we've provided some industry data.' replied the sales person.

'But have you provided a specific business case to them?' I asked.

'No, they're stuck on the huge price difference ... the deal is stalled!' the frustrated sales person replied..."

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