Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Teams Use Shadow Pricing To Win Deals
Sales teams often rely on discounting to close deals, but this strategy erodes margins and trains buyers to haggle. In this episode, Lucas and Luna explore the concept of shadow pricing—a structured framework for offering non-monetary value instead of price cuts. We look at how leading revenue organizations use service upgrades, extended warranties, and priority support as currency. The conversation drills into a specific case where a mid-market software company increased gross margins by twelve percent simply by shifting their negotiation toolkit. Learn why giving away product features is…
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