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How to add value by ditching the discount

Trinity Perspectives

Vendor A and vendor B have given us a discount, but vendor C has not, so we’ll remove vendor C from the short list. What are their prior experiences with other solutions and vendors? If you can construct a perfect solution for their needs, you can be the most expensive and still the best deal.

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Convince IT Management that Modernizing Your Customer Communications System Is a Top Priority

Cincom Smart Selling

For many insurers, the approach toward IT budget construction and the measurement of IT value remains rooted in a traditional approach of centrally planned budgets and top-down portfolio metrics that can mask where IT value is really being delivered. Customer communication solutions can have a significant impact on key business outcomes.

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8 Ways Modern CRM is Reshaping The Manufacturing Industry

SugarCRM

By deploying best practice sales playbooks, automated workflows, quote and proposal automation, sellers will have tools to execute new customer sales cycles quickly and accurately. The manufacturing industry is under a big tent and there are many other specialized needs that require configuration flexibility from the CRM vendor.

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Collaboration for Mid-Market Sales Growth

Score More Sales

Be open to criticism and ask for it to be constructive. It’s always easy to say why something is not going to work – it is quite another to propose an alternative. Collaborate with vendors and business partners to differentiate and diversify. Become more focused on new ideas than being stuck on one specific one.

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Quote Configurator Answers the Question: How Much Does It Cost?

Cincom Smart Selling

It can be a simple, casual request for a ballpark number, a price check to see if there is any point to continuing the discussion or a full-blown request for a quotation and proposal. This is typically driven by a need for column fodder for someone else’s proposal. Formal Proposals. Price Quotes Are Serious Business.

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8 Ways to Respond to the Objection "I Want to Think It Over"

Hubspot Sales

Use any of these five questions to identify your prospect’s reservations and propose a mutually beneficial agreement. It's not constructive for them to do this on their own. In the final stage of the decision making process, your prospect will likely convene with other key stakeholders to make a final vendor choice.

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Why Best Alternative to a Negotiated Agreement (BATNA) Matters for Sales, According to Dropbox's Head of Customer Solutions

Hubspot Sales

Essentially, it's the best offer you're willing to accept when negotiating if the initial proposal fails to draw agreement from both parties. That's how you'll construct your BATNA.". They are going to take our bid right across the street, and say, 'Here's the best price we're able to get from the vendor. What can you offer?'