Sales and Marketing Management

FEBRUARY 18, 2019

Loyalty, at the end of the day, is not created by offering discounts or exceeding customer expectations. Your technical support group can show this customer how to make better quality glass. My technical support group is not familiar with the latest techniques. This is the key to customer loyalty – not giving discounts.

Loyalty 290

Loyalty Banking Airlines Discount 290

Zoominfo

NOVEMBER 29, 2023

While the most common point of frustration among all age groups was pricing, younger buyers had greater problems with competence during the buying process and relationships with sales representatives. The bottom line for B2B professionals: Improving your customer experience can go a long way toward acquiring and retaining younger buyers.

B2B 130

B2B Social Media Loyalty B2C 130

Engage Selling

JULY 5, 2019

recently talked to a group of sales leaders. ???????????????????????I It was the last three days of their quarter and they told me, “Colleen, we have to admit: we are having a fire sale. We’re doing everything we can right now, … Read More »

Discount 70

Discount Strategy Groups Sales 70

Partners in Excellence

DECEMBER 15, 2023

” Customer: “No… ” Seller: “Would it be helpful if we could give you a discount?” As an example, yesterday, I was watching a group of really talented managers doing a role play about a coaching conversation with a salesperson. ” We see the same thing in “coaching conversations.”

Lead Rank 116

Lead Rank Discount Conversion Lead Scoring 116

BuzzBoard

APRIL 18, 2024

This is important because it allows businesses to cater their messaging and offerings to more specific groups, which can enhance audience engagement and conversion optimization. Essentially, it involves dividing a company’s target market into manageable groups, each defined by common interests and preferences.

Paid Content 52

Paid Content Segment Advertising Advertising 52

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

SalesFuel

MARCH 25, 2024

Sure, the platform’s users skew lower in age, but every age group is represented. Before you say TikTok isn’t worth your client’s time because its members are all kids with no spending power, stop. Plus, 41% of active TikTok users have average annual household incomes of over $100,000.

Marketing 98

Marketing Hiring Social Media Ideal Customer Profile 98

Sales and Marketing Management

JANUARY 14, 2019

For example, if a potential sale is about to be derailed because of timing simply offering a discount won’t be helpful. Would giving you a 10% discount on the upgrade help defray that cost for you?”. However, through active listening you may be able to phrase that offer in a way that makes sense. “I Tell a Story.

Negotiation 292

Negotiation Sales Process Strategy Discount 292

The ROI Guy

SEPTEMBER 4, 2013

This is only anticipated to grow over the next few years as close to half the decisions are expected to be business group versus IT-driven decisions. This has unfortunately resulted in vendors proactively discounting in order to reduce sales cycles and get the deals moving to faster to “yes.” According to L.E.K.’s Source: L.E.K.

Discount 94

Discount Decision Maker Sales Cycle ROI 94

Partners in Excellence

MARCH 6, 2024

” They don’t need us creating a deadline incentive, “If you buy by the end of the quarter, we can give you a discount.” As they start the initiative, they struggle with alignment within the group chartered to drive the change issue. ” They have their own deadlines. We focus on selling a product.

Buyer 128

Buyer Incentives Incentive Discount 128

The Pipeline

APRIL 6, 2021

Doing a much better job selling the manager on the discount than selling the value to the prospect. Yet they are willing to fight for a discount every time, no matter the profit erosion. Post-mortem showed a lack of understanding of the buying group, the totality of the project and desired business impacts.

SME 299

SME Lead Rank Lead Scoring Discount 299

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

The Pipeline

OCTOBER 26, 2021

Clearly, we do not want to discount or offer incentive that will reduce the total value of the client. As you’ll see in the video, there are specific groups that can be accelerated in specific circumstances. Even if we assume they do; it does not change the fact that you can’t three months into a two-month bag.

Top of Funnel 188

Top of Funnel Face-to-face Incentives Incentive 188

Janek Performance Group

JANUARY 16, 2024

This strategy is often employed to reduce discounting that may hurt the company’s bottom line. On the downside: Sometimes, avoiding expenses (even discounting) can make selling a lot more challenging and possibly put your organization at a competitive disadvantage.

Compensation 118

Compensation Salary Commission Margin 118

John Barrows

OCTOBER 27, 2021

Our guest is Chris Voss, author of Never Split the Difference , former FBI hostage negotiator, CEO and Founder of The Black Swan Group, and one of the most talented negotiators of our time.

Negotiation 103

Negotiation Social Media Discount LinkedIn 103

John Barrows

FEBRUARY 8, 2021

Our guest is Chris Voss, author of Never Split the Difference, former FBI hostage negotiator, CEO and Founder of The Black Swan Group, and one of the most talented negotiators of our time.

Negotiation 104

Negotiation Social Media Discount LinkedIn 104

Distribution Pricing Journal

OCTOBER 3, 2023

You’ll want to use your data to divide your customer base into specific groups based on various criteria. This gives you the ability to meet the needs of unique customer groups with targeted marketing offers. Volume Discounts: Offer tiered pricing or bulk discounts to encourage larger, more frequent orders.

Distribution 52

Distribution Customer Discount Segment 52

Distribution Pricing Journal

OCTOBER 31, 2023

IN THIS ISSUE How Custom Workflows and AI Streamline Pricing Processes Detecting Cannibalization in Your Sales Channels How to Drive Profitability with More Effective Discount Management The Impact of Social Media Marketing on Distributors Do Distributors Need a Chief Data Officer?

Journal 52

Journal Distribution Social Media Discount 52

Understanding the Sales Force

MAY 10, 2023

Instead of discounting, get better at selling value. Can companies add water to grow revenue when the economic conditions are evaporating? Yes, but it’s counter-intuitive. Instead of laying off salespeople, hire salespeople. Instead of getting more transactional on more opportunities, target more effectively and be more consultative.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

Understanding the Sales Force

AUGUST 15, 2014

I was following a discussion in the Hubspot VAR Group on LinkedIn , where the question posed to the group was whether or not the first sales hire should be a sales or a marketing person. Understanding the Sales Force by Dave Kurlan Well, it''s really happened now. Should I back out? Do you think anyone will show up to hear me?

Inbound 264

Inbound Hiring Hubspot Lead Gen 264

Apptivo

OCTOBER 24, 2023

Email Markеting: Email markеting involvеs sеnding еmails to a group of pеoplе to promotе products, sеrvicеs, or brand mеssagеs. Lеt’s say you could sеnd pеrsonalizеd еmails to customеrs who havе prеviously purchasеd running shoеs, suggеsting accеssoriеs or offеring a discount on thе nеw linе. But wait, thеrе’s morе!

Email Marketing 52

Email Marketing Campaigns CRM Marketing 52

Hubspot Sales

MAY 5, 2023

Never assume this group is "safe," especially if these relationships have gone stale. In times of economic uncertainty, it can be tempting to slash prices and offer deep discounts. While some discounting is normal, it's important to approach this strategy with caution. Don't ignore your existing customer base.

Consumer 100

Consumer Trends Strategy Data 100

The Pipeline

AUGUST 5, 2013

AT the same time, you can you use the same tactics to move from the 80% group delivering just 20% of the revenues, to the 20% club, the group that makes a difference. What is the take away for the new recruit – “hey this is the way they do things around here, if I’m gonna fit it, I best do the same”.

Hiring 275

Hiring Discount Sales Talent Groups 275

Act!

JANUARY 23, 2024

Armed with this data, businesses can make informed, data-driven decisions, send targeted campaigns, provide detailed product information, and share exclusive offers or discounts. groups for tailored follow-up Optimize business performance with streamlined operations and seamless integration With its seamless integration with Act!,

Benefit 52

Benefit ACT Demand Generation Agencies Lead Generation 52

Sales Hacker

SEPTEMBER 24, 2022

Go one step further and segment your audience into smaller groups based on: Age. and other traits so you can tailor your marketing messages for each customer group. This segmentation could mean setting up different landing pages for different customers, sending customized emails to different groups, etc. Purchase behavior.

Paid Content 119

Paid Content Top of Funnel Funnel Ideal Customer Profile 119

Janek Performance Group

APRIL 15, 2024

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. The buyer might be satisfied with a 5% discount, thus preserving the other 5%. Though it can be tempting to offer discounts, especially if a deal seems imminent, this can be a trap.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

The Pipeline

AUGUST 20, 2019

people or groups at the party. Anything October 1 on, Is January business unless your manager tells you to discount it to get it in this year. In most instances, unless you are selling the simplest of commodities, it is likely that there are multiple people involved in each decision. I bet that not every one of those 6.8

Pipeline 254

Pipeline Face-to-face Discount Buyer 254

Smooth Sale

APRIL 18, 2024

Paying upfront typically includes a discount to save you money on the total cost of the insurance product. Research groups to find the one from which you can learn the better strategies for your industry. Some will allow you to pay monthly, while others will charge you a year up-front.

Insurance 84

Insurance Insurance Hiring Face-to-face 84

Sales and Marketing Management

MAY 18, 2018

Author: Maura McCarthy, Vice President, Communication Solutions, ITA Group, Inc. Much less price sensitive (33 percent said they would need a discount of over 20 percent before they would defect). Maura McCarthy, Vice President of Communication Solutions at ITA Group, Inc. ,

B2B 221

B2B Customer Social Media Face-to-face 221

SBI

MAY 12, 2020

This focus on customer experience enables the buyer, or more often, the buying group, to better understand their challenges, best practices for solving these problems, their requirements, and so forth. From there, bring all ideas back to a central group who can help you prioritize what to do first.

Discount 122

Discount Face-to-face Maximizer Lead Rank 122

Pipeliner

JANUARY 28, 2021

Encourage competition between those two groups. Price Premiums Achieved or Discounts Avoided. Most companies don’t even analyze their discounting behavior; even fewer measure price premiums achieved – they completely avoid KPIs around the most important lever to profitability. Customers mentally weigh price against value.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Cincom Smart Selling

AUGUST 27, 2020

WHO – Product launches require communication with many groups of people who play a role in the launch. Messaging and information must be isolated and packaged for each group. The list price is used to drive promotional discounts, national account and GSA discounts , as well as pricing in other currencies and international markets.

Marketing 118

Marketing Distribution Discount System 118

Braveheart Sales

APRIL 6, 2021

The salesperson goes into the meeting expecting a price objection, prepared to discount to show good faith and to win the opportunity. Help your team understand the impact of discounting and caving to price objections. It will change the way you view discounting. Data source: Objective Management Group. So, guess what?

Discount 52

Discount Objections Groups Selling Skills 52

Hubspot Sales

MARCH 22, 2021

SEA holds a bi-annual Summit, runs a mentorship program, holds working groups, offers discounts on business services, and much more. Are you looking to grow your company and collaborate with a group of peer advisors? Young Entrepreneurs Council (YEC). Are you under 45 years old? Executive Suite.

Networking 131

Networking Nonprofit Enterprise Enterprise 131

Pipeliner

APRIL 7, 2023

In addition, you may participate in forums and discussion groups to gain valuable customer insights. 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

The Sales Hunter

OCTOBER 11, 2012

There will always be a group of customers who are seeking the lowest price, and if you think you’re somehow going to turn them into loyal customers who will pay you full price, you’re crazy. .” And you certainly can’t make a habit out of discounting. Copyright 2012, Mark Hunter “The Sales Hunter.”

Discount 276

Discount Margin Motivation Groups 276

Sales and Marketing Management

JUNE 20, 2017

Here’s what the participants didn’t know: They were divided evenly into six groups and placed into different message conditions, each of which took a different approach to framing the price increase. It also anchored high with a new price before offering a relevant loyalty discount.

Vendor 166

Vendor Hiring Discount Retention 166