2013 Discount Prospecting Software 
The Sales Hunter
AUGUST 20, 2013
Recently, I began searching for a new software package for my company. Hands down it had what we were looking for and now comes the clincher — these guys will discount! First, you have to demonstrate to the prospect the system is the solution they’re looking for. Problem is they’ve told the market they discount!
Pipeliner
MAY 22, 2020
Discounting gets a bad rap. Critics consider it an act of desperation, a last-ditch knee-jerk tactic vendors try when prospects get nervous and jittery about buying. Discounting is a Sure Sign of Sales Failure , proclaims one recent headline. Done right, discounting is hardly a mark of shame. Net worth: $16.7
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The Sales Hunter
SEPTEMBER 3, 2013
The typical response is, “I’m too busy with paperwork to follow-up with the prospect.” They give everyone a discount. Yes, in their opinion, list price is only a starting point from which to discount and the masquerading salesperson always believes the price is way too high right from the start. In yourself?
The ROI Guy
JANUARY 8, 2013
Most of the true spending increases are focused on select strategic initiatives, especially in Enterprise Software, the Cloud, Mobile Computing and Big Data. So will Gartner’s rosier IT spending growth predictions ring true into the New Year, or will the figures again be discounted as the year progresses?
The ROI Guy
JULY 9, 2013
To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity.
SBI Growth
DECEMBER 16, 2012
Last minute deals are being pushed through with discounts. Prospects aren’t responding to phone calls. And Sales Leaders are handed their 2013 goals by the CEO. Consider one catastrophic scenario we witnessed: Jeff was the newly appointed CSO at a rapidly growing Software firm. It’s that time of year again. He asked. “We
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. Why is Enterprise Software so Expensive? When broadband connectivity and the cloud arrived, it completely rewired the distribution model for software.
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