Partners in Excellence

MARCH 22, 2024

It was Spring of 2001. I started as a valuation analyst – building cash flow models, comps, arguing discount rates, trying to figure out what our client’s businesses were worth so we could take them to market. I’m reminded of a few stories from early in my career that set this tone. The dot com meltdown was a few months old.

Call-back 77

Call-back Construction Up-Sell Research 77

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. It was 2001, and I had just left a position in college administration for a brand-new career in commercial real estate. Related posts: Sales Prospecting: Office Phone or Cell Phone? discounting. prospecting. discounting.

Motivation 155

Motivation Real Estate Hiring Construction 155

Nutshell

JUNE 22, 2020

Cold calling is great—if your prospects actually pick up the phone. SMS sales, which is short for short message service sales, is an increasingly popular sales tactic that enables businesses to contact and sell to prospects and customers via text. Why should you text your prospects and customers? What Is SMS Sales?

B2B 123

B2B Closing Campaigns Follow-up 123

OnePageCRM

MARCH 8, 2017

Ways to pitch your price to a prospect (Behavioural economics). Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. Think about offering a 1-2 month discount for annual subscription plans to encourage a longer-term commitment. Should you offer discounts or go freemium?

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

OnePageCRM

MARCH 8, 2017

Ways to pitch your price to a prospect (Behavioural economics). Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. Think about offering a 1-2 month discount for annual subscription plans to encourage a longer-term commitment. Should you offer discounts or go freemium?

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Hubspot Sales

JULY 15, 2020

With this in mind, try to look beyond offering simple discounts and demonstrate that you understand your client’s needs and pain points by offering them something that benefits their business. For example, you might discover that prospects that attended a live product demo have a far higher conversion rate compared to those that didn’t.

Pipeline 127

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 127

The ROI Guy

AUGUST 4, 2010

This permanent shift towards frugal buyers has forced B2B vendors to fundamentally change the way they reach prospects and convert them to customers. Sell value vs. price - Traditional sales professionals focus on price, and therefore leave the discussion open to discounting. Here are the top six benefits: 1.

ROI 40

ROI Lead Rank Lead Scoring Social Media 40