Business Growth Strategies For CEOs: Top CMOs On Marketing Strategy Implementations

Vistage Chairs: The Most Dangerous Sales Answer a CEO Can Accept: “We Lost on Price”

Tue, Oct 13, 2026 | Posted by Karen Hayward

Executive Takeaways

When a buyer says “too expensive,” research shows price is rarely the real reason, especially as deal size grows.
Your CRM loss-reason field reflects your sales team’s view of the decision, not the buyer’s.
“Price” is often a stand-in for unclear value, implementation risk, or low confidence in the outcome.
A few points of win-rate improvement can unlock real revenue from the pipeline you already have.

Outsider Insights | Beyond the Sale—Why CEOs Are Turning Attention to Retention and Expansion

Wed, Jan 14, 2026 — Outsider Insights Across Chief Outsiders, we talk to hundreds of CEOs every month. In this series, we explore the trends and challenges we’re hearing from these discussions – and what you can do if you’re facing the same issues in your business.

Positioning Mistake No. 365 -- Treating Prospects Better Than Existing Customers

Wed, Jun 22, 2022 — From the world of “shocking but true”: There are real, actual companies out there that are turning away revenue. Literally, they have customers shaking fistfuls of dollars in their direction and walking in the opposite direction. Before you shake your head, thinking this is blasphemy, the stark reality is this: You, too, could be guilty of the same offense.

Growth Insights for CEOs

Vistage Chairs: The Most Dangerous Sales Answer a CEO Can Accept: “We Lost on Price”

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Outsider Insights | Beyond the Sale—Why CEOs Are Turning Attention to Retention and Expansion

Positioning Mistake No. 365 -- Treating Prospects Better Than Existing Customers

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