[hinkley]

If the sale is easy it’s because the lead thinks like your existing customers. If the sale is hard, it’s because they don’t.

Any feature you use to entice a new customer isn’t necessarily going to please your existing base. It might, as someone else suggested, actually be a considered a liability.

So the idea of building a new expensive feature, or a new feature in an expensive way, is suspicious. There’s no guarantee you can amortize that cost across all of your customers. And the times we really butted heads with sales? The features cost us more than the value of the sale, reducing margins.

But I suppose that’s the sort of metric dysfunction you invite in when you measure salespeople by sales.