SalesFolk

MARCH 2, 2021

Other firmographic information that determines how qualified a prospective customer is to buy or not ( are they hiring, are they growing or shrinking, did they raise money recently, what software they’re using…? ). More free Cold Email treats from my sold-out workshop . Finally, just make sure you’re subscribed ??

Ideal Customer Profile 64

Ideal Customer Profile Buyer Persona Prospecting Hiring 64

Apptivo

OCTOBER 3, 2022

Attracting usually targets and revolves around creating brand awareness through every channel of communication. However, in B2B marketing, finding specialized channels may be more fruitful, where the strategy should be to generate as many actionable leads as possible. The goal is to attract as many leads as possible. Strategies: 1.Awareness

Marketing 98

Marketing Lead Rank Lead Scoring Campaigns 98

Allbound

SEPTEMBER 12, 2018

As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” Every software company is different, and likewise, every partner program is different.

Commission 112

Commission Referrals Hubspot Marketo 112

Customer Centric Selling

JULY 28, 2014

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. They struggled to sell it, and when they did, it was often at a deep discount. Take a look at the sales training workshops available to get started and improve sales performance. They had an epiphany!

Epiphany 61

Epiphany Prospecting Discount Engineering 61

OnePageCRM

MARCH 8, 2017

One way to do this is to talk about the real-world value your product will deliver – If your HR management software can help your client save $200k on recruitment, use that as your price anchor. Why is Enterprise Software so Expensive? Should you offer discounts or go freemium? What to do if a prospect asks for a discount.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Insight Demand

MAY 12, 2014

So if salespeople don’t challenge what customers have learned online with insight, then sales will be forced to follow the customer down the road of commoditization and discounting, because the customer has a limited view of the value of your product. ” Jeff Everton, Sales Enablement and Productivity – Epicor Software.

Epicor 30

Epicor SAP Discount Up-Sell 30

OnePageCRM

MARCH 8, 2017

One way to do this is to talk about the real-world value your product will deliver – If your HR management software can help your client save $200k on recruitment, use that as your price anchor. Why is Enterprise Software so Expensive? Should you offer discounts or go freemium? What to do if a prospect asks for a discount.

Strategy 20

Strategy Discount Lead Rank Enterprise 20