Growth Insights for CEOs

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

What can Professional Services CEOs do Right Now?
Thu, Mar 19, 2020 — Industry Specific Advice in a Time of Crisis from the Chief Outsiders CMOs These are challenging times. The actions you take now and in the coming weeks will have a huge impact on what happens to your company, your customers and your employees. Some of the challenges we will face during this crisis will apply to all sectors, but some will be industry specific. To help you decide where your focus should be, we assembled panels of Chief Marketing Officers from our Tribe at Chief Outsiders who have spent their careers working in your industry with companies like yours, to discuss what CEOs need to think about doing, right now. The following summary encapsulates the highlights of our panel discussion for the Professional Services industry, hosted by Art Saxby. Featuring CMOs Paul Sparrow, Mark Coronna and Don Lee. For the full benefit, view the discussion video in its entirety (35 minutes). Short of time? See the discussion highlights (6 minutes).