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

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.” Pricing can be a problem.

Discount 95

Discount Negotiation Sales Cycle Sales 95

Cincom Smart Selling

FEBRUARY 21, 2017

Even with the most advanced sales tools available, it’s expensive to sell stuff. It doesn’t matter if you are a hobbyist selling hand-tooled belt buckles on eBay or if you are a multinational corporation moving million-dollar earthmoving machines, the cost of selling is significant. Sales Tools Are Efficiency Tools.

Margin 66

Margin Sales Tools Tools Sales Qualified Lead 66

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

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

The ROI Guy

AUGUST 20, 2018

And this is having a significant and tangible impact, leading to more stalled deals, elongated sales cycles and steep discounting. These self-service tools need to replicate the discovery, engagement and intelligent advice of the best sales reps and specialist.

Buyer 45

Buyer Tools Comparison Channels 45

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

Hubspot Sales

OCTOBER 10, 2023

Recurly Source Recurly is a tool that allows businesses and organizations to accept recurring payments and manage subscriptions. With the tool, you can set custom pricing plans for one or many clients that can include discounts and coupons. Price: Pay-as-you-go pricing. 2.9% + 30¢ per successful card charge.

Software 111

Software Software Hubspot Lead Rank 111

Pipeliner

FEBRUARY 16, 2022

As the industry becomes saturated with new firms, the only way to gain a competitive edge is to maintain customer loyalty. Your marketing team can leverage this data for an effective outreach; for example, reaching out to customers with a discount deal on their birthday. Undoubtedly, that can only come from sustaining customers.

CRM 98

CRM Benefit Customer SalesForce 98

BuzzBoard

JANUARY 23, 2024

From the entrepreneurial spirit that fuels their inception to the resourcefulness required to navigate a competitive landscape, small businesses embody resilience and innovation. Utilizing tools, like Google My Business, Yelp, and local directories can provide valuable insights into businesses seeking online visibility.

Paid Content 52

Paid Content Small Business Small Business Strategy 52

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. Summing Up. We act as we’re measured.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Pipeliner

FEBRUARY 15, 2024

Use tools like automated emails post-purchase, asking for reviews, or engaging with customers on social media to share their experiences. Tools like Google Analytics and social media insights help you understand your audience’s demographics, interests, and online behavior.

Social Media 52

Social Media Buyer Persona GoldMine Google Analytics 52

SBI Growth

NOVEMBER 24, 2012

The post offers tools to make longer-lasting corrections, too. Reps reworking discounts and promotions endlessly to game the comp system. The rep bakes it in using discount dollars just to score the incentive. Competitive Knockout Incentive. Reps wasting time to document a pseudo-competitive win. Mystery Shopping.

Incentives 267

Incentives Incentive Customer Compensation 267

Partners in Excellence

FEBRUARY 5, 2021

It was a very complex tool, the customer had some understanding of the area–but not nearly the depth of knowledge the sales team from my client. The customer had a surface level of knowledge, some of what they asked made it apparent they had been talking to the competition. We Don't Create Value By Discounting It!

Customer 100

Customer Call-back Competition Discount 100

The Pipeline

OCTOBER 22, 2012

I looked at her hoping she would continue, and asked her why she started there, especially when I had shared with her and the other fellow involved the form/tool I use of our reviews, exploring many factors beyond price. Price is easy, in fact it is addictive; sellers need to be value competitive, not price competitive.

Discount 303

Discount Margin Commission Trends 303

Smooth Sale

MARCH 10, 2024

Intense competition in the business-to-business (B2B) landscape often makes it challenging for brands to win potential customers. Moreover, your sales representatives require the right tools to build rapport and close deals. Personalized discount offers for new and existing buyers can also help improve sales.

B2B 106

B2B Top of Funnel How To Sales Qualified Lead 106

Smooth Sale

MARCH 21, 2024

Trade shows are powerful marketing tools because they can immerse potential clients in the brand experience. The allure of freebies and the competitive spirit in contests can lead to a surge in user interaction on your social platforms. Use branded merchandise giveaways to grow your following and increase brand recognition.

Trade Show 91

Trade Show Marketing Social Media Referrals 91

SalesFuel

MARCH 20, 2024

Solution: Turn to AdMall’s Local Account Intelligence Report It didn’t take long for Wauneka to get accustomed to AdMall, so she knew its vast sales enablement tools, specifically the Local Account Intelligence Report, could help the real estate agent grow their customer base. “I

Real Estate 52

Real Estate Hiring Licensing Demographics 52

BuzzBoard

FEBRUARY 27, 2024

Specifically, the struggle lies in crafting a competitive pricing strategy that can compete with larger agencies without compromising the value proposition. The common traditional path typically involves a pricing competition to the bottom. However, this method doesn’t equate to gaining a competitive advantage.

Competition 52

Competition Small Business Small Business Case Study 52

Apptivo

OCTOBER 24, 2023

Undеrstanding CRM and Email Markеting Bеforе wе divе into thе ways thеsе two tools can work togеthеr, lеt’s briеfly clarify what CRM and Email Markеting еntail. It’s a powеrful tool for building and maintaining connеctions with customеrs. Thе chancеs of convеrting thеsе customеrs into rеpеat buyеrs would bе sky-high!

Email Marketing 52

Email Marketing Campaigns CRM Marketing 52

Partners in Excellence

FEBRUARY 28, 2022

In the past, where there had been significant product based differentiation, over time, with more competition and market changes, everty thing changed. Today, there is virtually no differentiation between products offered by his company and those offered by the competition. We see this in virtually every product. (We

Lead Rank 85

Lead Rank Lead Scoring Discount Competition 85

Sales and Marketing Management

JUNE 22, 2018

Competition keeps you on your toes, which is a good thing. If, for example, a customer typically buys more supplies in advance of the winter season, you can get in there before the competition to offer well-timed bundled offers or discounts. Follow up on better sales opportunities. Once again.

Sales Management 196

Sales Management B2B Fashion Call-back 196

BuzzBoard

APRIL 18, 2024

These tactics provide essential tools for salespeople at digital marketing agencies, enabling them to help local businesses flourish. Example of Targeting Local Markets Using Audience Segmentation and Paid Ads In the hyper-competitive landscape of digital marketing, having a comprehensive understanding of your audience is vital.

Paid Content 52

Paid Content Segment Advertising Advertising 52

BrainShark

AUGUST 15, 2023

Sales readiness platforms with video coaching capabilities , as well as video conferencing and collaboration tools , can ensure there’s no interruption to facilitating effective role plays. 6 key role play exercises to try with your sales reps Objection handling Negotiation Discovery Competition Buyer personas Getting to power #1.

Exercises 62

Exercises Ideal Customer Profile Buyer Persona Decision Maker 62

Hubspot Sales

APRIL 26, 2018

Avoid Discounts of More Than 50%. Avoid Discounting Outside Traditional Guidelines. You might be considering discounts, extended payment terms, bundles, add-ons, coupons, or extended-use terms. And I’ve seen an orange ping pong ball reveal a coworker’s long-hidden competitive spirit. Avoid: Discounts of More Than 50%.

Promotion 124

Promotion Discount Negotiation Guidelines 124

Partners in Excellence

APRIL 8, 2022

I was on the founding team of an AI software tool. You have to have a competitive vehicle, but this is table stakes. (In They studied the course, they walked the tracks, they understood their vehicles, they studied the competition. I’m struggling for the F1 analogy around discounting, can’t figure one out.

Face-to-face 107

Face-to-face Competition Course Study 107

Pipeliner

APRIL 7, 2023

As an effective salesperson , you must monitor your competition to stay current on industry trends and demands. On Audible, many listeners are convinced to complete a transaction with a discount or a special offer like a bonus mini magazine. You can also give them a personalized discount on their next purchase.

Discount 98

Discount Demographics Follow-up Referrals 98

Hubspot Sales

FEBRUARY 12, 2024

A cleaning business addresses these concerns, especially if your area lacks competition. Source: Business Hue Supplies make up the bulk of a cleaners’ expenses, including tools like power washes, vacuums, mops, and cleaning chemicals, depending on your specialty. We betcha these peeps aren’t scrubbing their own roofs.

Industry 85

Industry Chemicals ROI Lead Rank 85

The ROI Guy

SEPTEMBER 6, 2013

We recently asked the developer of a very successful ROI/TCO tool what it took to get the tool to have such a big impact on driving incremental business, increasing competitive win rates and reduced discounting. So what did Mark and his team do to get this TCO sales tool well adopted and used so effectively?

Sales Tools 56

Sales Tools Tools Guarantee Customer 56

The ROI Guy

JANUARY 3, 2012

I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

Chorus.ai

APRIL 13, 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 You know that your product is a cut or two above competing services elsewhere in the market.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Leads 62

Crunchbase

JANUARY 26, 2021

With a new sales journey to consider and more competition for customer attention than ever before, a lot of in-depth planning is a must-have for any sales team. Discounts are a brilliant way for companies to connect with clients who are struggling with the extra pressures imposed by 2020. AI plays a bigger role.

Trends 98

Trends Social Media Discount Decision Maker 98

BuzzBoard

FEBRUARY 8, 2024

Understanding the Role of Email Marketing in Lead Generation for Small Business In today’s highly digital world, small businesses often find it challenging to stand out amidst the stiff competition. You can implement strategies such as offering a free eBook, webinar, or discount coupon to incentivize clients to opt-in.

Small Business 52

Small Business Small Business Email Marketing Marketing Qualified Lead 52

Hubspot Sales

MAY 28, 2019

Competition-Based Pricing Strategy. Competition-based pricing is also known as competitive pricing or competitor-based pricing. Instead, a competition-based pricing strategy uses the competitors’ prices as a benchmark. Discounts, clearance sections, and year-end sales are examples of high-low pricing in action.

Strategy 140

Strategy Penetration Hubspot Buyer Persona 140

Braveheart Sales

MAY 26, 2023

In the fast-paced and fiercely competitive world of business, sales serve as the lifeblood that drives an organization’s growth and success. Lost Competitive Edge: In a competitive marketplace, businesses must continually strive to gain a competitive edge.

Sales Management 52

Sales Management Competition Coaching Lead Rank 52

Braveheart Sales

MAY 26, 2023

In the fast-paced and fiercely competitive world of business, sales serve as the lifeblood that drives an organization’s growth and success. Lost Competitive Edge: In a competitive marketplace, businesses must continually strive to gain a competitive edge.

Sales Management 52

Sales Management Competition Coaching Lead Rank 52

Partners in Excellence

NOVEMBER 22, 2022

Shouldn’t we be spending our time pitching our solutions, showing how superior we are to the competition? Our tools reinforce this, we have the capability to send 1000s of emails and make 100s of calls. ” The answer is, “We don’t get the order—but we will offer them a discount to try to get it.”

Customer 76

Customer Promotion Commission Inbound 76