When uncertainty strikes, most companies default to the same playbook: cut costs, protect margins, and wait for the storm to pass. It’s a survival instinct—but sometimes, the safest move isn’t the smartest one.
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I have gone through two economic downturns, the burst of the dot-com bubble in 2000 and the financial crisis in 2008. So, what are my top tips or hacks for managing your sales pipeline in an uncertain economic environment?
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Discounting reduces the value in the eyes of your customers. And that is terrible news mid- and long-term. And even worse, it is often meaningless for the short-term. If you are successful in closing a deal by offering a discount, the psychology that is at work when you do has detrimental effects.
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