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<p>Discounting is usually a forecast problem wearing a pricing costume.

Reps cut price when the next step is weak, the buying group is thin, or the quarter is close. Governance that only says “no” slows deals. Governance that asks “why this discount, and what did we get for it” protects margin without freezing the motion.

Set a clear floor. Require a trade: term, scope, case study, multi-year, or executive access. If there is no trade, there is no discount.

The goal is not zero discounting. It is stopping unpaid concessions that train the buyer to wait.

@LNZVentures

#EnterpriseSales #Pricing #GTM #RevOps #SalesLeadership</p>

Discounting is usually a forecast problem wearing a pricing costume.
Reps cut price when the next step is weak, the buying group is thin, or the quarter is close. Governance that only says “no” slows deals. Governance that asks “why this discount, and what did we get for it” protects margin without freezing the motion.
Set a clear floor. Require a trade: term, scope, case study, multi-year, or executive access. If there is no trade, there is no discount.
The goal is not zero discounting. It is s

Discounting is usually a forecast problem wearing a pricing costume. Reps cut price when the next step is weak, the buying group is thin, or the quarter is close. Governance that only says “no” slows deals. Governance that asks “why this discount, and what did we get for it” protects margin without freezing the motion. Set a clear floor. Require a trade: term, scope, case study, multi-year, or executive access. If there is no trade, there is no discount. The goal is not zero discounting. It is stopping unpaid concessions that train the buyer to wait. @LNZVentures #EnterpriseSales #Pricing #GTM #RevOps #SalesLeadership

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