Mental Accounting in B2B Pricing: Why Buyers Say “Too Expensive”
The deal had been in the pipeline for eleven weeks. Three demos. Two proposals. One revised scope document that nobody asked for. David, the head of sales, was on the leadership call with a simple request: “They keep saying the price is too high. I think we come down thirty thousand and we close this […]
The Confirmation Bias Boardroom: When Data Becomes an Echo Chamber
In the high-stakes realm of executive decision-making, even the savviest CEOs and founders can fall prey to subtle cognitive traps. One of the most insidious is confirmation bias—the tendency to favor information that reinforces our existing beliefs while disregarding contradictory evidence. This bias isn’t a sign of poor intellect; it’s a human default that helped […]