The Sales Hunter

JANUARY 14, 2012

Sales Articles. The Slippery Slope of Discounting. If you as a salesperson — or worse, if you as a sales manager — do not believe in the price of what you sell, then that is a bigger problem than whether you have a tendency to offer a discount. of your sales are happening at a discount. FREE Resources.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

SBI Growth

MARCH 18, 2019

If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.

Revenue 267

Revenue Discount Follow-up Sales Cycle 267

SalesFuel

APRIL 8, 2024

This includes pricing details, as well as offers and discounts. 2 Rules To Successfully Negotiate Pricing This article from GrowthAspire emphasizes that sellers can’t win a negotiation if they don’t believe in their solution. They might also have insight into any promotions or discounts you or competitors offered in the past.

Negotiation 115

Negotiation Buyer B2B Hiring 115

Understanding the Sales Force

JULY 20, 2012

Understanding the Sales Force by Dave Kurlan I was asked to comment on an article called The End of Solution Selling , which appeared in Harvard Business Review. The article was generally right on, but it also included several things that irritated me enough to question them and the article.

Face-to-face 169

Face-to-face Solutions Selling Discount Consultative Selling 169

The Sales Hunter

APRIL 7, 2012

Below are 7 articles I’ve written that dig into the unique dynamics of working with buyers and purchasing departments. Discounting to Create Cashflow? In recent blog postings, I have talked a lot about sales prospecting. I encourage you to take the time to read these. Selling to Purchasing Departments. Be Careful.

Buyer 176

Buyer Discount Up-Sell Motivation 176

Customer Centric Selling

DECEMBER 10, 2014

Sales Tips: How to Avoid the Discounting "Squeeze". After asking a few questions it seemed clear that they were the vendor of choice and were in a death spiral of discounting. Once discounting starts, it’s difficult to stop as you are continuously squeezed to make further concessions.

Discount 81

Discount Negotiation Face-to-face Vendor 81

Customer Centric Selling

JUNE 11, 2014

Sales Tips and Techniques: How to Avoid the Death Spiral of Discounting in Sales Negotiations. Parachuting in from the outside, it seemed clear they were the vendor of choice and that they were in a death spiral of discounting. Once you begin to discount, it is difficult to stop the bleeding. Need some help to increase sales?

Discount 84

Discount Negotiation How To Vendor 84

Zoominfo

SEPTEMBER 30, 2020

If she were accepted, she’d get a lifetime discount — all she had to do was promote the brand on her social media pages (and hopefully make some sales). Even better, the email had a 35% discount code for her first purchase, which she had to make in order to activate her ambassador status. Become a Rep,” it read.

Hiring 246

Hiring Loyalty Discount Social Media 246

Understanding the Sales Force

MAY 10, 2023

Instead of discounting, get better at selling value. As I mentioned earlier in this article, the new salespeople you attract, assess and hire must be able to sell value over price and sell consultatively to decision makers instead of transactionally to underlings. Yes, but it’s counter-intuitive.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

Sales Hacker

DECEMBER 14, 2018

As such, steep discounts are often on the table in a way that can feel as thrilling as a 50% off Apple Watch on Cyber Monday. For example, in the reference above, Apple doesn’t technically discount their technology on Cyber Monday. And sometimes, a discount is just a discount, and you should grab it while it’s hot and save that money.

Discount 66

Discount Software Software Vendor 66

SBI Growth

SEPTEMBER 3, 2018

How do you influence sales people when you don’t directly impact their compensation? This is an age-old struggle many firms have had with the indirect channel…. The key we have found is to understand two key factors important to indirect.

Channels 153

Channels Discount Compensation Strategy 153

SalesFuel

MARCH 21, 2024

In the mind of the consumer, discounts and rebates loom large with 48%. Helpfully, the article reveals five elements that must strike the right balance to satisfy a diverse clientele. PwC’s customer loyalty surveys provide insight to customer loyalty best practices.

Lead Rank 115

Lead Rank Lead Scoring Loyalty Health Care 115

Distribution Pricing Journal

SEPTEMBER 21, 2023

Understanding Price Reduction Discounting is a familiar tactic when trying to win large jobs in distribution. You also risk creating an expectation with all your customers that another discount is around the corner. It also gives you a chance to take advantage of supplier discounts without lower other prices.

Discount 52

Discount Distribution Customer Tourism 52

No More Cold Calling

APRIL 26, 2018

More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. We’ve trained our buyers to expect discounts and that everything is negotiable. Read the rest of Sandy’s article.). Price isn’t an issue with referral business. Prequalify with Referrals.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

Pipeliner

APRIL 17, 2024

This article will delve into top marketing strategies that can elevate your listing’s visibility and desirability. Additionally, offering timely promotions and discounts can attract guests looking for value, ensuring your occupancy rates stay high even during slower periods.

Lead Rank 52

Lead Rank Strategy Social Media Lead Scoring 52

Janek Performance Group

JANUARY 16, 2024

This strategy is often employed to reduce discounting that may hurt the company’s bottom line. On the downside: Sometimes, avoiding expenses (even discounting) can make selling a lot more challenging and possibly put your organization at a competitive disadvantage.

Compensation 118

Compensation Salary Commission Margin 118

Cincom Smart Selling

MAY 8, 2023

In this article, we’ll look at a quantitative approach to CPQ ROI. To achieve the CPQ benefits mentioned in the article discussed previously , a customer has to ensure that the following three tasks have been done: 1. They determine that the sales team requests a 30% or higher discount on 60% of all quotes.

ROI 62

ROI Discount Licensing Vendor 62

Cincom Smart Selling

MAY 8, 2023

In this article, we’ll look at a quantitative approach to CPQ ROI. To achieve the CPQ benefits mentioned in the article discussed previously , a customer has to ensure that the following three tasks have been done: 1. They determine that the sales team requests a 30% or higher discount on 60% of all quotes.

ROI 62

ROI Discount Licensing Vendor 62

Partners in Excellence

JUNE 17, 2015

There are all sorts of articles on creating superior differentiated value. Going over and above that can be creating value the customer doesn’t want or need, or can be tantamount to giving value away and providing huge discounts. In truth, I’ve been raised in this camp and have espoused some of these concepts myself.

Discount 48

Discount Analysis Relationals Buyer 48

Smooth Sale

AUGUST 31, 2022

When he is not working on his blog or writing articles for Husky Hamster, he enjoys cooking, hiking, and spending time outdoors. You can also use social media platforms to run promotional campaigns or offer discounts. Offer Discounts and Deals. Ensure that your discounts and deals appeal to your target market.

Small Business 78

Small Business Small Business Hiring Discount 78

SBI Growth

JANUARY 2, 2019

3 Tips to Avoid Teaching Your Buyers to Expect a Q4 Discount Learn three best practices for Finance to enable Sales to close year-end deals without the use of heavy discounting… Ways to Use Bundling to Drive up Your Average Sales.

Discount 185

Discount Buyer Closing Revenue 185

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? The best outcome is getting orders, but often sellers have to give discounts to incent early decisions. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.' Whatever the reasons, buyers feel pressured when they aren''t ready to buy.

Closing 61

Closing Training Buying Cycle Incentives 61

Pipeliner

FEBRUARY 9, 2020

In the second article , I discussed one domain, organizational alignment around customer value, and described successive achievement levels. Another key indicator of maturity is the organization’s discounting process and behavior, from subjective/”squeaky wheel” management to objective, value-focused and tracked/analyzed.

Customer 94

Customer Scale Discount Hiring 94

Hubspot Sales

JANUARY 12, 2022

A company's gross sales is the most fundamental measure of the income it generates — without accounting for allowances, discounts, and returns. Discounts — Reductions in price a seller offers a buyer in exchange for immediate or early payment. For more information on the difference between gross and net sales, check out this article.

Revenue 113

Revenue Discount Salary Account 113

Zoominfo

JANUARY 14, 2019

Exclusive offers and discounts. Offer a unique discount code, an exclusive free trial, early access to a new product, or some other promising incentive. The email also includes a clear expiration date which creates urgency and encourages inactive subscribers to take advantage of the discount before it expires.

Campaigns 166

Campaigns Discount Segment Email Marketing 166

Cincom Smart Selling

AUGUST 18, 2020

In this article, we’ll extend that conversation to include a more quantitative approach to CPQ ROI. To achieve the CPQ benefits mentioned in our last article, a customer has to ensure that the following three tasks have been done: 1. They determine that the sales team requests a 30% or higher discount on 60% of all quotes.

ROI 118

ROI Discount Licensing Vendor 118

Smooth Sale

MARCH 10, 2024

Informative awareness articles, for instance, can highlight specific product advantages and industry trends. Likewise, evaluation articles, reviews, and testimonials can help prospects compare your products with alternatives. Personalized discount offers for new and existing buyers can also help improve sales.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

Smooth Sale

NOVEMBER 28, 2023

Improved Promotions Processes Promotions and discounts can help drive online sales. Companies can set up promotions, create vouchers, and set discount rules using APIs. For example, organizations can define criteria to receive discounts, such as signing up for a free account, and then track the number of users that complete this task.

Discount 106

Discount Lead Rank Promotion Hiring 106

Distribution Pricing Journal

OCTOBER 31, 2023

The Distribution Pricing Journal includes articles from our editors, industry news as well as information and features from price optimization solution providers on our editorial board.

Journal 52

Journal Distribution Social Media Discount 52

Customer Centric Selling

DECEMBER 12, 2012

Sales Training Article: Responding to "I Need Your Best and Final" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company A common in phrase I use when teaching workshops is that “always and never” seldom apply to sales. A week prior, they were ready and willing to discount the price by $110K.

Training 53

Training Discount Vendor Negotiation 53

SBI Growth

AUGUST 12, 2018

This variance in pricing leads to poor sales behaviors, customers who expect discounts and most. Business service firms can make significant gains if they have pricing discipline, unfortunately most do not. In fact, 30% of companies reduce pricing by 10-24%.

Discount 159

Discount Leads Marketing Qualified Lead Customer 159

Hubspot Sales

MAY 16, 2022

Consider tinkering with any discounts you might offer. In many cases, a "discount reduction" comes off as less imposing than a "price increase." If you want to thoughtfully and effectively address your pricing during inflation, you should start by auditing the discounts you're currently offering.

Discount 101

Discount Compensation Face-to-face Distribution 101

Cincom Smart Selling

JULY 18, 2023

In this article, we will explore the importance of quote software for businesses and the top features you need to look for. Automated Pricing and Discounting Automated pricing and discounting are crucial features to look for in quote software. This will save you time and reduce errors, ensuring accurate pricing and discounting.

Software 62

Software Software Discount Lead Rank 62

Cincom Smart Selling

JULY 18, 2023

In this article, we will explore the importance of quote software for businesses and the top features you need to look for. Automated Pricing and Discounting Automated pricing and discounting are crucial features to look for in quote software. This will save you time and reduce errors, ensuring accurate pricing and discounting.

Software 62

Software Software Discount Lead Rank 62

Smooth Sale

DECEMBER 1, 2023

Consider introducing a mobile app for your business to cater to those who may want to benefit from any additional discounts and exclusivities you could offer through this platform. You may consider exclusive discounts for client loyalty, ongoing business, and client referrals. Improve Your Online Presence.

Automotive 106

Automotive Paid Content Customer Advertising 106

Customer Centric Selling

MAY 22, 2013

Sales Training Article: Premature Closes. In such cases, sellers must ask for the business early, but it''s risky and the following outcomes are likely: You get the business, but often have to discount to incent the buyer. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.'

Closing 45

Closing Training Buying Cycle Incentives 45

Pipeliner

DECEMBER 18, 2019

In this article, we are going to give you some of our tips to help you maximize your in-store sales. Digital signage can feature everything from new products to discounts and more. It can be easy to have online discounts that are not applicable in store but have you ever thought about doing this the opposite way around?

Maximizer 72

Maximizer Discount How To Face-to-face 72