Scope Insensitivity & Neglect: Understanding the Problem with Large Numbers

On Season 1 Episode 3:
Scope insensitivity is that look that comes across the face of your prospect as soon as they hit the proposal amount. You know the one... *Blank stare*. Then all of a sudden you find yourself locked in a negotiation, debating your value compared to the other guy's, start dates are dragged out, proposals go unsigned, revenue sinks.

In this episode we learn how scope insensitivity - the problem of large numbers - is costing you business, sales and revenue. We'll take some principals from our research to build some simple indicators, frameworks and ideas of how to avoid this phenomena in the future to speed up the proposal process, get you more yeses, and drive a higher amount of revenue across your business.

Full episode transcripts includes link to all research and reviews can found on my website:

https://bit.ly/unconsidered-podcast

----

As a 12-year veteran of ad agencies, Dallas has had the pleasure of working on and with hundreds of businesses and marketing teams across travel, hospitality, ecommerce, retail, finance and non-profit. From single person start-ups to national franchises, he's led the strategy, managed the teams and personally executed full-funnel digital marketing strategies to help businesses meet their annual growth goals.

Arizona Innovation Marketing Association recognized him with its “Rising Star” award because of my expertise and leadership in the advertising industry. He was also named to AZ Central’s “Who’s Next” list honoring outstanding young leaders in Arizona. Along the way, he's been a featured contributor on major industry sites such as Entrepreneur, Inc., Simply Measured, Kissmetrics and appeared on the TED Original podcast, WorkLife with Adam Grant, New York Times #1 Best Selling author of “Originals: How Non-Conformists Move the World."

Learn more about Dallas at https://dallasmclaughlin.com