The nature of estimates that end in a zero should raise suspicion. My rule: any estimate that ends in a zero could be off by a zero.

Do more features make more sales? I’ve recently come to the awareness that a sales force can produce greater revenue with a smaller, tighter feature set. The shape of the product bullet tree must match the buyers choice set. Realize that the sales force must also deliver a conclusive pitch. A presentation with fewer, stronger points persuades more often than one that provides choice after endless choice. Don’t let the prospect become indecisive, you are pitching for action.