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

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. CNi Rapid Research.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Sales Hacker

SEPTEMBER 18, 2020

Marketing Operations (MOPs) rose up in the wake of rising automation and omnichannel demand generation. Deal desk and discount approvals. Once you have this, you need to go out and do some good, old-fashioned vendor research. Here’s the rub: with this approach, each department requires its own optimization.

Engineering 121

Engineering Revenue Lead Rank Hiring 121

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. B2B Lead Generation Blog. CNi Rapid Research. They followed up in a week, and again a week later if they needed to. Book Notice. Book Review.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

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. B2B Lead Generation Blog. CNi Rapid Research. Haven’t a clue. What’s in Your Pipeline?

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

MAY 13, 2011

The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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. B2B Lead Generation Blog. CNi Rapid Research. The site, well check it out! Book Notice. Book Review. Business Acumen. Buying Process.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

The ROI Guy

JANUARY 15, 2013

The result: More competitive losses, as Buyers don’t properly frame your differentiating value and commoditize the offerings, Longer decision cycles as Buyers struggle to properly understand the “cost of doing nothing” and value of change, More discounting, as purchase price becomes the key differentiator. Click here to learn more.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

The ROI Guy

SEPTEMBER 21, 2010

The lack of preparation has been directly shown to drive inefficient conversion, longer sales cycles, more discounting, and higher competitive losses. Sources: Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc.,

Marketing 40

Marketing Sales Enablement Face-to-face Survey 40

The ROI Guy

NOVEMBER 29, 2010

Marketers are scrambling to address the power shift and overcome lead generation and conversion issues by delivering more content and tools over more channels to actively engage ever more empowered, skeptical and frugal buyers. Having the right content and tools to help fuel buyer’s decision making process is essential. Death of a Salesman?

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

DiscoverOrg Sales

APRIL 23, 2019

We asked Jake Shaffren, DiscoverOrg’s Director of Sales, and Nina Wooten, our Director of Demand Generation, about their favorite tips for generating sales leads at trade shows and events. Nina Wooten, Director of Demand Generation. To generate leads at trade shows, you have to start strategizing in advance.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

The ROI Guy

APRIL 21, 2010

In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools. In this research, we examine the monthly activity and usage reports of at least 15 Alinean customers to determine the tangible value these programs were delivering.

ROI 40

ROI Campaigns Lead Rank Lead Scoring 40

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. – Tamara Schenk , Research Director, CSO Insights.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96

Sales Hacker

OCTOBER 7, 2021

Anne is a principal analyst in the Sales Operations Research Service at Forrester. Everyone wants mentors, and they’re extremely valuable, but don’t discount what you can learn from others at the same career stage as you are, both within your own company or elsewhere. Anne Slough. Be yourself. Nobody wants to be sold to.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

The ROI Guy

SEPTEMBER 16, 2010

Research by IDC recognizes that sales enablement investments are significant, but may not be delivering on promises. The lack of preparation has been directly shown to drive inefficient conversion, longer sales cycles, more discounting, and higher competitive losses. Latest Research. SiriusDecisions Perspectives.

ROI 40

ROI Social Media Buying Cycle Sales Enablement 40