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Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. Blog pricing Professional Selling Skills discount discounting price salesA few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […]. MORE
Blog pricing discounting discounts priceThe customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just bought a new suitcase and I paid […]. MORE
If you know much about me, you know I’m not a big fan of discounting. If you find yourself having to discount, you MUST pair it with a reduction in service. How to discount correctly: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Customer Service pricing Professional Selling Skills discount discounting price I rarely think it should be done. BUT, I know that sometimes it has to be done. MORE
Every year, at about this time, salespeople and their companies begin the process of offering discounts to their prospective clients as a way to compel them to sign a contract before the end of the year. Obtaining a discount doesn’t often outweigh their broader priorities. MORE
Reps discount to make their number. Sometimes they discount because they believe it is the only way to close a deal, sometimes they discount because it is the fastest way to close a deal, but either way they do so. Article Sales Strategy coaching training Configure Price Quote discounting make the number make your number Matthew O'Connor sales enablement sales training MORE
Episode 41: Is there a good time to offer discounts? In this episode we look how giving discounts can actually be beneficial. The post Is There A Good Time To Offer Discounts? Episode 41: Is there a good time to offer discounts? MORE
Blog pricing discount discounting price sales discount What is the right level of authority a salesperson should have when it comes to price? This question comes up frequently when I’m meeting with sales managers. What they are wondering is when does it make sense for salespeople to have control of the prices they charge customers and how much flexibility should they have? […]. MORE
One of the most frequent topics I get questions about is price and, in particular, how to avoid discounting. Salespeople want to avoid discounting (or at least most do), yet they say they can’t close a sale without discounting. Blog Closing a Sale pricing Professional Selling Skills close closing the sale confidence discount discounting price The issue comes down to not having a focused sales process and the confidence in themselves […]. MORE
Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons. Blog Breakthrough Sales University pricing breakthrough sales university discount discounting price MORE
It’s the one where the salesperson argues they could close more sales if only they could discount the price. Blog pricing Professional Selling Skills discount discounting price sales price The argument is about as old as the oldest profession. You know the argument I’m talking about. In fact, I contend it’s more than an argument – it’s a disease that inflicts a high number […]. MORE
It’s time for me to rant about salespeople and discounts. When a salesperson offers a customer a discount, what they’re saying is they have not been able to do a good enough of a job demonstrating value to the customer. To offset their inability to do what they’re supposed to be able to do, they feel the way to close the sale is by offering a discount. My view when it comes to salespeople using a discount to close a sale is they are not a salesperson at all. MORE
But I started noticing a problem, 100% of the deals required a “discount.” ” “What’s the problem, why do we need to discount in each of these deals?” Fewer than 10% of the deals won required a discount (outside of normal volume discounts or quarter end incentive programs). I went back to the sales person, “I’m confused, why do all your deals need discounts? It was a morning of deal reviews. MORE
Discounts become the primary weapon of sales reps. We all know the famous saying, “you can’t teach an old dog new tricks” This can be applied to the way many organizations have trained their Buyers to buy, particularly in Q4. Article Pricing Strategy a losing battle achilles heel adam sheehan and quote bad behavior BDT buy buyers buying decision team configure CP! MORE
Never discount your price. You do not want the customers you attract by discounting. Blog pricing Professional Selling Skills discount price sales discounting The prospect or customer who wears you down on price will wear you down on everything else. You will set yourself up for dismal failure, because low prices create lousy customers. Build your business around quality customers who see value in what you offer. MORE
Blog Closing a Sale Consultative Selling pricing Professional Selling Skills discount discounting price profit sales discountingIf you don’t think you can, you’re wrong. You CAN ignore the customer’s request for a lower price. When I share this with salespeople, I first get a comment back, “No, you can’t do that.” ” Why can’t you ignore it? The strategy may seem like it won’t work, but it can and does work. MORE
Every salesperson was complaining how customers were being adamant about receiving a discount if they were going to buy. Blog pricing Professional Selling Skills closing closing techniques discount discounting priceI was speaking to a sales organization that was under a full throttle “price attack.” It was clear they needed a solution and one they could put into place immediately. I shared with them what […]. MORE
Hands down it had what we were looking for and now comes the clincher — these guys will discount! Yes, you can say for a moment that would be the type of company you would want to sell for because they’re willing to discount to close the deal. Problem is they’ve told the market they discount! Are you or your company signaling the marketplace you will discount? Blog pricing Professional Selling Skills discount discounting price MORE
I encourage you to check it out at the below link: High-Profit Selling: Why You Can Never Un-Discount a Discount Discounting changes your relationship with your customer and NOT in a good way! This is the question that Andy Paul and I dig into in a recent podcast on his site! I would rather […]. Professional Selling Skills MORE
Blog pricing discount discounting mary poul price sales discounting sales mastery summit video sales tipAre you prepared to walk away instead of lowering your price? You should be! Below is a short video sales tip that explains this vital sales skill more. I did this video as part of the Sales Mastery Summit that Mary Poul hosted several weeks ago. Check it out: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . MORE
Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons. Blog pricing Professional Selling Skills discount discounting price price strategy MORE
Does it make sense to discount your price to make a sale? Does discounting your price lead to more business? I could give you any number of reasons why discounting your price does not make sense, but let me say the number one reason is your integrity. When you offer someone a discount that you have not offered to someone else, what does that say about you? Once you discount for one customer, I guarantee you’ll come back and discount it again to another customer. MORE
Blog pricing discount discounting price sales discounting I once received a phone call from a salesperson complaining about the customers he had to deal with. His issue was that no matter what he did, it seemed like the customer was rarely happy. I asked him one question which told me immediately what his problem was. The question I asked was: “What % […]. MORE
Why are you discounting your price? I sat down with the folks from Salesforce and shot the below video dealing with this issue of why we feel we need to offer a discount: Discounts are given for two reasons, and if we look deep enough, the two are the same. Blog pricing Professional Selling Skills discount discounting price price pricing strategies profit quotable sales tips MORE
In other words, make them aware that discounting comes at a price to them too. If you do find it necessary to lower your price, use these phrases to ensure you still maintain the value in the prospect’s eyes: 1) ‘Just to be clear, can I ask you why you are requesting a discount? 3) ‘Ok, can you tell me how much discount you’re asking for, and why exactly that amount?’. 5) ‘I can offer a discount, but only if there’s an increase in volume or a change to the payment terms. MORE
Start of another week and I’m going to challenge you to make it a “NO Discount Week!” Believe in yourself that you can go this entire week without offering a discount. You never know… one week of “No Discounts” could lead to another. Blog pricing Professional Selling Skills discounting sales discounting ” That’s right! And that would mean more money for you and your […]. MORE
I’m not a fan of discounting in the least, as I don’t think it gets you anywhere. But if it is necessary to offer a discount, make sure it has a very tight expiration date. If somebody is going to get a discount, then they have to be putting something up on the table for you. Blog Closing a Sale Consultative Selling Customer Service pricing discount discounting price sales discount MORE
One of the most frequent complaints I hear from sales directors, VPs, and CEOs is that their sales team—whether it’s internal or their distribution channel—discounts too much and too often. Sales business CEO coaching discount discounting negotiating prospect seminar speaker trainer training VP MORE
Poor Examples discounting products effects of discounts Offering DiscountsI always enjoy reading true stories that readers send in. They offer a real perspective on how life is like for sales guys out there in the big world. Sometimes these stories highlight points that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. MORE
When I’m asked to assist sales teams with pricing and moving away from their discounting habits, I start by asking questions. If discounting is a standard practice in your company, I urge you to ask yourself the below 20 questions: 1. What % of your sales are made only because a discount is offered? Blog pricing Professional Selling Skills discount discounting price sales discount MORE
The post What’s Your Margin On That Discount? 03 - Sales Leadership Change Management discounting Quota Tibor ShantoBy Tibor Shanto. A dollar here a dollar there, whatever it takes to get the deal and hit quota, right? MORE
SEPTEMBER 17, 2015
Blog Breakthrough Sales University pricing Professional Selling Skills discount discounting price value value addedWhy would you want to cut your price? Just because your customer is looking for you to reduce your price does not mean you need to do it! Lowering your price is never a “one-time” event. It’s permanent. The money you give up is gone for good and, worse yet, you’ve established in the customer’s mind […]. MORE
One of the biggest reasons I don’t like discounting is that it not only destroys the value proposition, it also attracts lousy customers. The general feeling is that discounting the price to get a sale is better than no sale at all. The result is the sale that was already discounted becomes even more discounted due to the additional work involved. If your goal is to attract cheap customers, then by all means, discount your price. MORE
Now, what if your prospect that you’re dealing with wants a bigger discount ? What if you’ve already offered a discount and the prospect says ‘you’ve got to increase that discount?’. Firstly, ask why the discount is necessary. A prospect asking for a bigger discount than already on offer can be a warning sign to you that this particular person will always be looking for higher reductions, now and in the future. Offering Discounts offering discount MORE
You think about it and decide discounting the price is ultimately the only way you’re going to get the sale. Blog pricing discount discounting price sales discounting Panic stricken to close the sale, you rationalize in your mind how the only way you’re going to get the sale is by making the deal a little better. Without anymore hesitation, you offer a […]. MORE
You’re trying to close the sale, and the customer stops you in your tracks demanding a discount. Blog pricing Professional Selling Skills discount discounting price value proposition We’ve all been there. The rationale or the way they ask for it may vary, but the demand is the same — they want a lower price. First of all, keep in mind something I feel very […]. MORE
There is a pricing strategy that you can use that will help you avoid giving a discount. Blog pricing Professional Selling Skills discount discounting price pricing strategies sales pricing video sales tip You have to use the power of contrast in the way you make your offer. Once you get the hang of it, you will find this to be one of the most effective ways to secure the […]. MORE
Do you really believe you can’t sell without a discount? I argue that if you are always defaulting to using a discount, then you are not really selling. I hear from people all the time who ask me, “How do I sell without discounting?!” Blog Closing a Sale pricing discount discounting price video video sales tip ” You have to stop thinking that your customers are buying, when […]. MORE
You’re thinking, “If I just discount the price, I will be able to close the deal.” Blog pricing Professional Selling Skills Prospecting discount discounting price valueLet’s face it — there’s not one salesperson who has not struggled with this issue. ” Does this hit home with you? I suspect it does, as it’s one of the most common issues thrown at me when I’m speaking […]. MORE
One way they do this is to keep negotiating a discount , no matter what figure you have dropped or discounted to. Some prospects like to see how much discount they can get and will be like a dog with a bone. MORE
Have you come to believe you can only sell if you offer a discount? You need to stop relying upon the discount. A better approach is a policy of NO discounting. That’s right… make it a policy that you don’t offer a discount. Blog pricing Professional Selling Skills discount discounting price That’s crazy. What?! You don’t need to be freaked out about […]. MORE
If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a. MORE
Discount Related Topics The Pipeline
JULY 9, 2020
The post What’s Your Margin On That Discount? 03 - Sales Leadership Change Management discounting Quota Tibor ShantoBy Tibor Shanto. A dollar here a dollar there, whatever it takes to get the deal and hit quota, right?
Sales Benchmark Index
DECEMBER 3, 2018
Discounts become the primary weapon of sales reps. We all know the famous saying, “you can’t teach an old dog new tricks” This can be applied to the way many organizations have trained their Buyers to buy, particularly in Q4. Article Pricing Strategy a losing battle achilles heel adam sheehan and quote bad behavior BDT buy buyers buying decision team configure CP!
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The Sales Hunter
SEPTEMBER 17, 2013
One of the biggest reasons I don’t like discounting is that it not only destroys the value proposition, it also attracts lousy customers. The general feeling is that discounting the price to get a sale is better than no sale at all. The result is the sale that was already discounted becomes even more discounted due to the additional work involved. If your goal is to attract cheap customers, then by all means, discount your price.
The Sales Hunter
JULY 24, 2015
Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons. Blog Breakthrough Sales University pricing breakthrough sales university discount discounting price
The Sales Hunter
JULY 24, 2015
Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons. Blog pricing Professional Selling Skills discount discounting price price strategy
MTD Sales Training
FEBRUARY 11, 2019
Now, what if your prospect that you’re dealing with wants a bigger discount ? What if you’ve already offered a discount and the prospect says ‘you’ve got to increase that discount?’. Firstly, ask why the discount is necessary. A prospect asking for a bigger discount than already on offer can be a warning sign to you that this particular person will always be looking for higher reductions, now and in the future. Offering Discounts offering discount
|
MTD Sales Training
AUGUST 13, 2018
One way they do this is to keep negotiating a discount , no matter what figure you have dropped or discounted to. Some prospects like to see how much discount they can get and will be like a dog with a bone.
The Sales Hunter
NOVEMBER 10, 2015
I encourage you to check it out at the below link: High-Profit Selling: Why You Can Never Un-Discount a Discount Discounting changes your relationship with your customer and NOT in a good way! This is the question that Andy Paul and I dig into in a recent podcast on his site! I would rather […]. Professional Selling Skills
The Sales Hunter
JULY 8, 2014
Blog pricing discount discounting price sales discount What is the right level of authority a salesperson should have when it comes to price? This question comes up frequently when I’m meeting with sales managers. What they are wondering is when does it make sense for salespeople to have control of the prices they charge customers and how much flexibility should they have? […].
The Sales Hunter
JULY 18, 2017
Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. Blog pricing Professional Selling Skills discount discounting price salesA few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […].
The Sales Hunter
NOVEMBER 1, 2016
Why are you discounting your price? I sat down with the folks from Salesforce and shot the below video dealing with this issue of why we feel we need to offer a discount: Discounts are given for two reasons, and if we look deep enough, the two are the same. Blog pricing Professional Selling Skills discount discounting price price pricing strategies profit quotable sales tips
|
The Sales Hunter
JULY 15, 2014
One of the most frequent topics I get questions about is price and, in particular, how to avoid discounting. Salespeople want to avoid discounting (or at least most do), yet they say they can’t close a sale without discounting. Blog Closing a Sale pricing Professional Selling Skills close closing the sale confidence discount discounting price The issue comes down to not having a focused sales process and the confidence in themselves […].
The Sales Hunter
OCTOBER 24, 2017
You’re thinking, “If I just discount the price, I will be able to close the deal.” Blog pricing Professional Selling Skills Prospecting discount discounting price valueLet’s face it — there’s not one salesperson who has not struggled with this issue. ” Does this hit home with you? I suspect it does, as it’s one of the most common issues thrown at me when I’m speaking […].
MTD Sales Training
MAY 16, 2018
In other words, make them aware that discounting comes at a price to them too. If you do find it necessary to lower your price, use these phrases to ensure you still maintain the value in the prospect’s eyes: 1) ‘Just to be clear, can I ask you why you are requesting a discount? 3) ‘Ok, can you tell me how much discount you’re asking for, and why exactly that amount?’. 5) ‘I can offer a discount, but only if there’s an increase in volume or a change to the payment terms.
The Sales Hunter
SEPTEMBER 17, 2015
Blog Breakthrough Sales University pricing Professional Selling Skills discount discounting price value value addedWhy would you want to cut your price? Just because your customer is looking for you to reduce your price does not mean you need to do it! Lowering your price is never a “one-time” event. It’s permanent. The money you give up is gone for good and, worse yet, you’ve established in the customer’s mind […].
The Sales Hunter
JULY 1, 2014
When I’m asked to assist sales teams with pricing and moving away from their discounting habits, I start by asking questions. If discounting is a standard practice in your company, I urge you to ask yourself the below 20 questions: 1. What % of your sales are made only because a discount is offered? Blog pricing Professional Selling Skills discount discounting price sales discount
The Sales Hunter
JULY 24, 2014
Blog pricing discount discounting price sales discounting I once received a phone call from a salesperson complaining about the customers he had to deal with. His issue was that no matter what he did, it seemed like the customer was rarely happy. I asked him one question which told me immediately what his problem was. The question I asked was: “What % […].
Sales Benchmark Index
MAY 27, 2018
Reps discount to make their number. Sometimes they discount because they believe it is the only way to close a deal, sometimes they discount because it is the fastest way to close a deal, but either way they do so. Article Sales Strategy coaching training Configure Price Quote discounting make the number make your number Matthew O'Connor sales enablement sales training
The Sales Hunter
APRIL 27, 2014
Start of another week and I’m going to challenge you to make it a “NO Discount Week!” Believe in yourself that you can go this entire week without offering a discount. You never know… one week of “No Discounts” could lead to another. Blog pricing Professional Selling Skills discounting sales discounting ” That’s right! And that would mean more money for you and your […].
The Sales Hunter
MAY 12, 2015
Every salesperson was complaining how customers were being adamant about receiving a discount if they were going to buy. Blog pricing Professional Selling Skills closing closing techniques discount discounting priceI was speaking to a sales organization that was under a full throttle “price attack.” It was clear they needed a solution and one they could put into place immediately. I shared with them what […].
The Sales Hunter
APRIL 4, 2015
There is a pricing strategy that you can use that will help you avoid giving a discount. Blog pricing Professional Selling Skills discount discounting price pricing strategies sales pricing video sales tip You have to use the power of contrast in the way you make your offer. Once you get the hang of it, you will find this to be one of the most effective ways to secure the […].
MTD Sales Training
FEBRUARY 25, 2013
Poor Examples discounting products effects of discounts Offering DiscountsI always enjoy reading true stories that readers send in. They offer a real perspective on how life is like for sales guys out there in the big world. Sometimes these stories highlight points that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
AUGUST 20, 2013
Hands down it had what we were looking for and now comes the clincher — these guys will discount! Yes, you can say for a moment that would be the type of company you would want to sell for because they’re willing to discount to close the deal. Problem is they’ve told the market they discount! Are you or your company signaling the marketplace you will discount? Blog pricing Professional Selling Skills discount discounting price
The Sales Hunter
NOVEMBER 4, 2014
You’re trying to close the sale, and the customer stops you in your tracks demanding a discount. Blog pricing Professional Selling Skills discount discounting price value proposition We’ve all been there. The rationale or the way they ask for it may vary, but the demand is the same — they want a lower price. First of all, keep in mind something I feel very […].
The Sales Hunter
JULY 5, 2014
Do you really believe you can’t sell without a discount? I argue that if you are always defaulting to using a discount, then you are not really selling. I hear from people all the time who ask me, “How do I sell without discounting?!” Blog Closing a Sale pricing discount discounting price video video sales tip ” You have to stop thinking that your customers are buying, when […].
The Sales Hunter
NOVEMBER 8, 2012
It’s time for me to rant about salespeople and discounts. When a salesperson offers a customer a discount, what they’re saying is they have not been able to do a good enough of a job demonstrating value to the customer. To offset their inability to do what they’re supposed to be able to do, they feel the way to close the sale is by offering a discount. My view when it comes to salespeople using a discount to close a sale is they are not a salesperson at all.
The Sales Hunter
JANUARY 24, 2015
Have you come to believe you can only sell if you offer a discount? You need to stop relying upon the discount. A better approach is a policy of NO discounting. That’s right… make it a policy that you don’t offer a discount. Blog pricing Professional Selling Skills discount discounting price That’s crazy. What?! You don’t need to be freaked out about […].
Partners in Excellence
JULY 23, 2020
But I started noticing a problem, 100% of the deals required a “discount.” ” “What’s the problem, why do we need to discount in each of these deals?” Fewer than 10% of the deals won required a discount (outside of normal volume discounts or quarter end incentive programs). I went back to the sales person, “I’m confused, why do all your deals need discounts? It was a morning of deal reviews.
The Sales Hunter
JULY 23, 2013
I’m not a fan of discounting in the least, as I don’t think it gets you anywhere. But if it is necessary to offer a discount, make sure it has a very tight expiration date. If somebody is going to get a discount, then they have to be putting something up on the table for you. Blog Closing a Sale Consultative Selling Customer Service pricing discount discounting price sales discount
The Sales Heretic
JUNE 30, 2015
One of the most frequent complaints I hear from sales directors, VPs, and CEOs is that their sales team—whether it’s internal or their distribution channel—discounts too much and too often. Sales business CEO coaching discount discounting negotiating prospect seminar speaker trainer training VP
The Sales Hunter
DECEMBER 18, 2014
It’s the one where the salesperson argues they could close more sales if only they could discount the price. Blog pricing Professional Selling Skills discount discounting price sales price The argument is about as old as the oldest profession. You know the argument I’m talking about. In fact, I contend it’s more than an argument – it’s a disease that inflicts a high number […].
The Sales Hunter
MARCH 19, 2013
Blog Closing a Sale Consultative Selling pricing Professional Selling Skills discount discounting price profit sales discountingIf you don’t think you can, you’re wrong. You CAN ignore the customer’s request for a lower price. When I share this with salespeople, I first get a comment back, “No, you can’t do that.” ” Why can’t you ignore it? The strategy may seem like it won’t work, but it can and does work.
The Sales Hunter
JANUARY 26, 2013
Blog pricing discount discounting mary poul price sales discounting sales mastery summit video sales tipAre you prepared to walk away instead of lowering your price? You should be! Below is a short video sales tip that explains this vital sales skill more. I did this video as part of the Sales Mastery Summit that Mary Poul hosted several weeks ago. Check it out: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .
The Sales Hunter
MARCH 22, 2012
Does it make sense to discount your price to make a sale? Does discounting your price lead to more business? I could give you any number of reasons why discounting your price does not make sense, but let me say the number one reason is your integrity. When you offer someone a discount that you have not offered to someone else, what does that say about you? Once you discount for one customer, I guarantee you’ll come back and discount it again to another customer.
The Sales Hunter
APRIL 13, 2013
If you know much about me, you know I’m not a big fan of discounting. If you find yourself having to discount, you MUST pair it with a reduction in service. How to discount correctly: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Customer Service pricing Professional Selling Skills discount discounting price I rarely think it should be done. BUT, I know that sometimes it has to be done.
MTD Sales Training
DECEMBER 23, 2019
Episode 41: Is there a good time to offer discounts? In this episode we look how giving discounts can actually be beneficial. The post Is There A Good Time To Offer Discounts? Episode 41: Is there a good time to offer discounts?
The Sales Hunter
OCTOBER 26, 2013
Never discount your price. You do not want the customers you attract by discounting. Blog pricing Professional Selling Skills discount price sales discounting The prospect or customer who wears you down on price will wear you down on everything else. You will set yourself up for dismal failure, because low prices create lousy customers. Build your business around quality customers who see value in what you offer.
The Sales Hunter
MAY 20, 2014
You think about it and decide discounting the price is ultimately the only way you’re going to get the sale. Blog pricing discount discounting price sales discounting Panic stricken to close the sale, you rationalize in your mind how the only way you’re going to get the sale is by making the deal a little better. Without anymore hesitation, you offer a […].
Sales Benchmark Index
MARCH 18, 2019
If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.
Anthony Iannarino
DECEMBER 18, 2019
Every year, at about this time, salespeople and their companies begin the process of offering discounts to their prospective clients as a way to compel them to sign a contract before the end of the year. Obtaining a discount doesn’t often outweigh their broader priorities.
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