Customer Experience News & Trends

5 hidden factors that hurt revenue

In his book The Sales Growth Imperative, best-selling author David Cichelli says there are five “strategic missteps” that hurt profits/revenue, and that most companies are unaware of the problems:  

  1. Innovation errors: Focusing on upgrades (or selling points) buyers have little or no interest in.
  2. Pricing errors: Raising or lowering price is a short-term solution that usually causes more problems than it solves.
  3. Business model errors: Consider whether you’re using the most effective means to divide, generate or attract new leads.
  4. Presentation errors: As markets shift, so do the overtures prospects respond to.
  5. Cost-control errors: The more freedom reps have to “cut deals,” the more potential those deals have of hurting the bottom line.


Subscribe Today

Get the latest customer experience news and insights delivered to your inbox.