Unable to rely on a discount to close a deal, our salespeople actually became even better. Instead of waiting to push extra hard at the end of the quarter, they pushed to close deals immediately all year. The urgency to sell became about the customer’s need for our service, not about the salesperson’s need to make a quarterly quota. Our selling strategy—to be priced to the value of the market, keep costs low, and not favor anyone—not only was effective at closing deals but also became an essential part of our brand.
