The sales community tends to believe one of the easiest ways to close a sale is by offering a discount. Standard thinking says if you have a customer who is on the fence of making a decision, then offer a lower price and you’ll convince them to buy. There are several huge problems with this thi...

Today's blog post is by Chris Jones, chief sales officer for PROS, a big-data application software provider that gives salespeople the confidence to compete and win by taking control of their deals and directing them to opportunities that will close, products that will sell, and pricing that w...