Customer Centric Selling

DECEMBER 10, 2014

Sales Tips: How to Avoid the Discounting "Squeeze". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. I was working with a client a few years ago and saw the CEO and CFO in a meeting to discuss pricing on a transaction for a large prospect.

Discount 81

Discount Negotiation Face-to-face Vendor 81

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Still, other than those opportunities you bring with you, where will your 2015 business come from? Discounting - what has it cost you in 2014?

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged. Why Change Now? – Why Your Solutions?

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged, with little reason for optimistic spending growth predictions. YoY decline from 2014. increase compared to 2014.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

JANUARY 11, 2017

Build trust – Providing 3rd party insights and research, customer case studies and proof points helps validate potential results with prospects and drive credibility. competition and “do nothing”), reduced discounting / deal size improvements, sales cycle acceleration, quota achievement and on-boarding acceleration.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

The ROI Guy

FEBRUARY 23, 2015

The ability for your reps to “handle objections” is a key to achieving 2015 sales success, this according to a recent interview of Jim Ninivaggi, Sales Enablement Practice Director for SiriusDecisions. This objection typically occurs in the middle to later phases of the journey.

Objections 87

Objections Real Estate Face-to-face Buyer 87

Sales Hacker

DECEMBER 2, 2019

If you’re not prospecting, you’re losing money [9:55]. See why more than half a million businesses use DocuSign with a free trial and discount exclusively for Sales Hacker listeners at go.docusign.com/saleshacker. She worked at HubSpot from 2009 to 2015 and was part of the enterprise scale up from 2011 through the IPO in 2014.

Scale 52

Scale Hiring Hubspot Ideal Customer Profile 52