The price positioning catastrophe!

What We Find: How Superior Products Lead to Inferior Price Positioning

Here's an irony that costs millions: companies with the best products often have the worst pricing confidence. They suffer from "price positioning catastrophe" - the inability to justify premium pricing despite having premium products, leading to margin destruction and commodity positioning.

The Pattern We See:

Sales teams with superior products panic when prospects mention price. They discount immediately instead of defending value. They compete on features instead of outcomes. They apologize for premium pricing instead of confidently justifying it. Worst of all, they lose deals to inferior products simply because they can't articulate why their solution is worth more.

What Most Companies Try:

• ROI calculators that prospects ignore

• Feature comparison charts that commoditize the conversation

• Case studies showing results (that prospects don't believe apply to them)

• Cost-per-use breakdowns that focus on price instead of value

Why This Doesn't Work:

These approaches reinforce price-focused conversations instead of value-focused ones. They defend pricing instead of demonstrating worth. They use logic when buyers make emotional decisions supported by logic.

What We Find Works:

Outgrow's systematic approach helps sales teams position value through consistent customer success stories and systematic expansion of existing relationships. When your people systematically follow up, constantly expand orders, and regularly ask for the business, they build value-based relationships that support premium pricing.

The "Did You Know" Question (DYK) offers additional products or services in the context of ongoing value delivery, while the "Reverse Did You Know" Question (rDYK) uncovers additional needs where your superior solution provides measurable impact.

The Bottom Line: Superior products deserve superior pricing, but only with superior value positioning. Outgrow provides the systematic framework that builds value-based customer relationships supporting premium positioning.