The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

NOVEMBER 11, 2011

And they always needed to, because clients had figured out that if they wait to the last week of the month, the company would cave in a sell at a discount. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Book Notice. Book Review. Business Acumen. Proactivity.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

JULY 18, 2011

Every December the “Leadership”, would roll out the same special offer, an annual subscription for $30,000 if the customer committed before the all-important year-end, a $6,000 discount for those who bit. The other obvious lesson learned was not to sell at a discount. Demand Generation. Sales Compensation.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

JANUARY 13, 2012

If you spend the last week or 10 day of a quarter “closing”, limiting or skipping all other aspects of the cycle, what will you close 10 weeks after the quarter: Discounted deals. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Tibor Shanto.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

JULY 15, 2011

Discounting works on the Internet, too – but be careful. Discounting price also discounts value. Be careful about a blanket discount that can reduce the perceived value. This is one way in which discounting can work – sign up before midnight tonight to get 35% off. Demand Generation.

Pipeline 243

Pipeline Twitter Discount Hiring 243

The Pipeline

MAY 23, 2011

For a nominal monthly charge of $49 they will deliver 100 LinkedIn connections per month, you want 200, you get a discount price, only $89 per month. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. The site, well check it out! Book Notice. Book Review.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

Partners in Excellence

DECEMBER 24, 2012

Some inevitable restructuring, new territories and realignment. Always the new quotas and compensation plans. Are your demand generation, nurturing programs changing? Are you forced to discount more? We’re getting ready for the Holidays and New Year. New plans and programs. ” Have your margins changed?

Sales Process 93

Sales Process Demand Generation Targets Demand Generation Face-to-face 93