A sure sign that things are “going south” is when sales people are discounting to get the deal or having to pad the proposition with all manner of “bolt on” add-ons in an attempt to differentiate.
How often is that happening in your organisation?
Marketing’s job is to maintain the margin by differentiation – really, that’s it.
Adding more stuff confuses the customers (and confused customers don’t buy) it also erodes the margin. Discounting is a mug’s game and it’s only a matter of time before you’re out of the game all together.
If you spot any of these two things happening, you need to act fast.
Good old-fashioned marketing will do the trick…remember that?