Selling value over price is so powerful that even procurement and HR may choose to buy in. If you have any doubts, listen to what Jen, one of my clients, had to say just a few days ago:



“You had suggested we go back to procurement and share the value we added and not drop our price as they wanted to see. They said our competitor, who was bidding for the business as well, was lower across the board. We did that and we just got word on Friday afternoon that we won the account This is… Continue