Partners in Excellence

JULY 14, 2020

It seemed an inordinate part of the discussion focused on the competition. People went back and forth on their strengths relative to the competitors, the relationships the competitors had with the customer, strategies to deal with the competition. ” But we seldom develop competitive strategies to deal with this possibility.

Competition 107

Competition Cancellation Face-to-face Discount 107

SBI Growth

FEBRUARY 26, 2013

Many Sales VPs are innately aware of the competition. They even track their peers’ marketing and competitive messaging. Whether your industry is mature or rapidly evolving, you must remember: Change with your customers, not your competition. They lost 72% of all competitive deals during the year. So what to do?

Competition 323

Competition Customer Lead Rank Top of Funnel 323

MTD Sales Training

AUGUST 17, 2017

If you want to negotiate a discount and you’re a buyer then I’ll give you some phrases to use. Conversely if you’re a sales person I’m going to give you some phrases on how to counter buyers who are haggling and negotiating for a discount. So, firstly find out what why they are asking for discount. Aren’t they the same?

Discount 120

Discount Negotiation Buyer Face-to-face 120

Understanding the Sales Force

JANUARY 22, 2024

Enroll in Movie Night for Salespeople and enter discount code Jan23Blog at checkout to receive a $275 discount! You’ll watch the most entertaining scenes from great movies and TV shows, and learn how to ask more questions, better questions, tougher questions, and differentiate yourself and your company from your competition.

Closing 212

Closing Proposal Discount Decision Maker 212

DiscoverOrg Sales

AUGUST 29, 2017

This blog is more personal than business – it’s the story of how two companies pushed each other to be better, how that competition changed me as a leader, and why I couldn’t be more excited about our future. Third, never discount the staying power of determination and grit. I remember the first time I heard of RainKing.

Competition 251

Competition Hiring Enterprise Enterprise 251

SalesFuel

APRIL 8, 2024

By the time reps meet with a lead, the buyer has likely learned all about them and their competition. This includes pricing details, as well as offers and discounts. They might also have insight into any promotions or discounts you or competitors offered in the past.

Negotiation 115

Negotiation Buyer B2B Hiring 115

Force Management

MARCH 9, 2023

Today's sales environment is highly competitive. As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins.

Negotiation 112

Negotiation Margin Discount Competition 112

The ROI Guy

JUNE 29, 2015

By Mark Schlueter & Tom Pisello More sales execs are revealing that discount pressures are at an all time high, and as a result, they need more transactions than ever just to make the numbers. Procurement specialists’ incentive pay is now directly tied to the discounts they can extract from each vendor. So how bad has it become?

Discount 83

Discount Lead Rank Proposal ROI 83

Partners in Excellence

DECEMBER 15, 2015

” It was challenging, but I couldn’t go to my management complaining, “We need to give them a discount,” or “We are just too expensive.” I started to focus on TCO, total cost of ownership, recognizing, that even if I could do some discounting, often these had a relatively small impact on TCO.

Discount 48

Discount Competition Face-to-face Margin 48

The Sales Hunter

AUGUST 26, 2014

The argument the salesperson makes is that the competition has never […]. Blog pricing discount price sales discounting' To these salespeople, the only thing holding them back from making more sales is their company’s unwillingness to be more flexible with price.

Discount 264

Discount Customer Competition Sales 264

Zoominfo

AUGUST 18, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts. Talk About the Competition. Nevertheless, talking about your competition is a delicate science.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

Anthony Iannarino

SEPTEMBER 23, 2019

There were financial deals that didn’t improve their competitive situation, but there is a more fundamental failure here, and one I have been pointing to for some time. I have friends in the travel space who continue to grow while their competition shrinks. Thomas Cook, the U.K. government’s help to get home.

Competition 80

Competition Strategy Travel Airlines 80

The Sales Hunter

JANUARY 14, 2014

Sales are slow, the competition has never been tougher, and to top it off, customers are looking for a reason to buy. The discounted price you gave to the customer is now the price they expect every time they buy from you. The discounted price you gave to the customer is now the price they expect every time they buy from you.

Discount 247

Discount Competition Closing Up-Sell 247

The ROI Guy

FEBRUARY 21, 2012

Discounting is unfortunately a way of life for many of our sales professionals today. As a result of the late invite and competitiveness of this stage, our sales professionals are often forced to discount as the only way to win the business. without the answer having to rely on discounting.

Discount 69

Discount ROI Proposal Analysis 69

MTD Sales Training

JUNE 4, 2019

Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. Remember, discounts will never increase value; they will only cheapen the product in the prospect’s eyes. Happy Selling!

Case Study 255

Case Study How To Discount Decision Maker 255

No More Cold Calling

SEPTEMBER 25, 2014

Don’t discount. In this week’s guest post, Geoffrey James shares six ways to stand out from the cheaper options: “When you’re selling against a lower-priced competitor, you have two basic choices: discount or differentiate. Discounting is easy, but it reduces your profit, especially if you get caught up in a price war.

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

Hubspot Sales

DECEMBER 7, 2023

Anticipation of discounts: Buyers know that salespeople are more likely to discount the later it gets, so they wait in anticipation of discounts. Pull out the discount. You can always lean on a trusty discount. The discount can be used in conjunction with a note about urgency. Demo in bulk.

Data 117

Data Discount How To Quota 117

Partners in Excellence

JULY 3, 2023

My post, Games Sellers Play, Pricing/Discounting, generated a lot of interesting conversation and questions. ” Some of the discussions asked about matching prices or coming up with standard discounting, or how to find other ways to match or beat the competitors pricing. They will threaten and plead with you to discount.

Discount 62

Discount Competition Face-to-face Strategy 62

Partners in Excellence

JULY 5, 2021

Too often, pricing, moreover our willingness to discount, is the centerpiece of our sales strategies. Or in responding to competition, we focus on their price versus ours, yet what is more important is the customer experience and decision confidence we create in how we work with the customer. We Need To Discount." "How

Discount 131

Discount Objections Course Competition 131

Zoominfo

AUGUST 18, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts Find the right way to break a few sales call rules, and you can fast-track your company to a hefty market advantage.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Janek Performance Group

JANUARY 16, 2024

It can also foster a more collaborative and supportive team environment since there is no direct competition based on individual sales performance. This strategy is often employed to reduce discounting that may hurt the company’s bottom line. With no variable costs, payroll expenses are easy to forecast and budget for.

Compensation 118

Compensation Salary Commission Margin 118

Partners in Excellence

JANUARY 20, 2022

Sometimes, is a simple as a cost plus basis (I hope not), sometimes it’s based on value realization, sometimes it’s based on competition. Some of you may be smirking, saying, “Dave, you don’t get it, what about discounting–that’s sales taking pricing actions.”

Discount 95

Discount Negotiation Sales Cycle Sales 95

Hubspot Sales

JUNE 27, 2022

Competitive pricing is a fact of life for most businesses. But what happens when pricing low turns from competitive to malicious? Naturally, consumers start buying mattresses from the major retailer at a significant discount. In 2007, Walmart attempted to price out its competition by selling generic drugs at a loss in Minnesota.

Retail 83

Retail Discount Consumer Competition 83

Gong.io

AUGUST 14, 2018

In Michael Porter’s seminal book Competitive Strategy, he highlights three competitive advantage strategies: Cost leadership. While this is a great way to insulate yourself from competition, you often remain “stuck” in that niche. This post is for companies that rely on differentiation as their competitive strategy.

Competition 54

Competition Webinar Metrics Comparison Marketing 54

Bernadette McClelland

NOVEMBER 13, 2022

This is what sales teams need not just to bridge the competitive gap, but create the competitive gap with one leaders saying, ‘why didn’t I think of this approach myself’?’. Our External Stories. The result was an overwhelming ‘ It’s time we shifted the stereotypical sales narrative.

Ideal Customer Profile 195

Ideal Customer Profile Decision Maker Enterprise Enterprise 195

The ROI Guy

SEPTEMBER 4, 2013

“BDMs are most interested in the overall business impact your solutions can deliver - how they can quantifiably improve productivity, streamline business processes, drive operating efficiency, reduce business risks, and drive competitiveness and revenue growth”, says L.E.K.’s s Mark Arman. Source: L.E.K.

Discount 94

Discount Decision Maker Sales Cycle ROI 94

The Sales Hunter

AUGUST 27, 2013

I never cease to be amazed at the companies that become more consumed with having a price that is slightly lower than their competition than they are with having a price that is all about the outcomes the customer will gain. Discounting should be your nemesis, avoided whenever possible. There’s a big difference!

Discount 205

Discount Selling Skills Motivation Consumer 205

Sales Management Plus -- SMP

MARCH 5, 2024

Distribution is exceptionally competitive, and finding ways to maximize your sales opportunities can help you with that competitive edge. ” You could also consider creating bundled packages that combine the new product with their existing purchases, offering a discounted price or additional value.

Customer 52

Customer Distribution Analysis Discount 52

The Sales Hunter

MAY 21, 2013

They talk tough with regard to price and holding firm with the customer, but the second there is even the slightest hesitation on the part of the customer, the salesperson throws out a discount. The tendency to give a discount to close a deal is due to one simple thing. Blog pricing discount discounting price sales discounting'

Discount 204

Discount Call-back Up-Sell Benefit 204

Chorus.ai

FEBRUARY 20, 2020

Talk About the Competition You know that your product is a cut above your competition, and yet traditional sales wisdom is that you should keep mentions of direct competitors to a minimum. We've found that providing and taking charge of your competitive story can lead to selling success. State of Conversation Intelligence.

Discount 96

Discount Cold Calling Sales Qualified Lead Lead Rank 96

Partners in Excellence

JUNE 26, 2022

Unfortunately, most of our selling strategies focus on the smallest and most difficult piece of the pie, beating the competition. Don’t get me wrong, I want to dominate every sales situation, I want to beat my competition every time. We have all sorts ways for addressing this (and discounting isn’t one).

Competition 101

Competition Discount Vendor Up-Sell 101

Janek Performance Group

APRIL 15, 2024

In addition, sellers must be familiar with their own competition. This gives them a competitive advantage. Think of it this way, if you could lower your price by 10%, start out with a 2 or 3% discount to leave yourself some room for additional concessions. This includes their products, prices, warranties, and support.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Pipeliner

JANUARY 28, 2021

Track when your sellers are “ first in” to a customer’s buying process as a valued consultant … facilitating and shaping the buying process before the prospect invites competitive sellers in. Encourage competition between those two groups. Price Premiums Achieved or Discounts Avoided.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Pipeliner

APRIL 17, 2024

Introduction: Maximizing Your Airbnb’s Appeal Through Strategic Marketing In the competitive world of short-term rentals, standing out on platforms like Airbnb is crucial for attracting more guests and maximizing profits. Remember, the right price can make your listing irresistible.

Lead Rank 52

Lead Rank Strategy Social Media Lead Scoring 52

The Sales Readiness Blog

OCTOBER 18, 2022

Sales training is proven to help your team close more business deals, stay competitive, avoid discounting, win bigger deals, and boost productivity. A well-designed sales training program gives your team the skills, tools, and techniques they need to become top performers.

Benefit 52

Benefit Training Discount Competition 52

BuzzBoard

APRIL 19, 2024

The stiff competition calls for leveraging only the best digital ad platforms to keep local businesses competitive. To stay ahead of the competition, local businesses need to invest in digital advertising engines that present measurable results.

Paid Content 52

Paid Content Advertising Advertising Ideal Customer Profile 52

Distribution Pricing Journal

OCTOBER 2, 2023

Rebate automation helps you keep your customers loyal through cost savings while remaining competitive and maximizing your own profits. These might involve price reductions, special discounts and rebates. Competitive Pricing Strategy : Pricing competitively doesn’t mean cutting your prices.

Margin 52

Margin Distribution Face-to-face Incentives 52