Are You Sending “Discounting” Signals?

The Sales Hunter

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.

Discounting a Price to Close-Out Inventory

The Sales Hunter

Yes, you can discount your price as a way to close-out inventory or to get out of a particular business. Before you race out with a discounted price to help you out of a short-term problem, ask yourself what impact the discounted price is going to have on your regular business.

CPQ Drives Effective Price and Discount Management

Cincom Smart Selling

Sales and marketing managers face many challenges in the effective management of pricing and discounting. There are very few single … Continue reading "CPQ Drives Effective Price and Discount Management".

Ways to Use Bundling to Drive up Your Average Sales Price (ASP) and Customer Lifetime Value (CLTV)

Sales Benchmark Index

“But wait…there’s more!” ” We’ve all heard the infomercials with the two for the price of one special. Or the five accessories we theoretically should never need since the first one is supposedly indestructible. All of this for only $19.99 plus shipping.

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Create Value to Avoid Discounting

Sales and Marketing Management

Author: By Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Issue Date: 2013-05-01. Teaser: Protecting your pricing and margins requires a disciplined, well-planned approach throughout the customer acquisition process.

4 Best Strategies if You Have to Discount Your Price to Create Cash Flow

The Sales Hunter

A lot of salespeople and small business owners will say they need to discount their price to get a sale. When you discount your price to create cash flow, you’re doing a couple of things. Third, only offer the discounted price as a time-sensitive offer or on a specific quantity.

End of Year Software Discounts: Savvy Cost Saving or Short-Sighted Business Move?

Sales Hacker

As such, steep discounts are often on the table in a way that can feel as thrilling as a 50% off Apple Watch on Cyber Monday. For example, in the reference above, Apple doesn’t technically discount their technology on Cyber Monday.

Ending Sales Team Resistance to Your Pricing Initiatives

Sales Benchmark Index

A sales rep’s mind can be their worst enemy when it comes to pricing initiatives. You have probably heard the comments in the hall-way and board rooms. “We don’t have good products/solutions to command those types of prices” “My customer.

Know How To Respond To Inevitable Price Discount Question

KO Advantage Group

If there’s one question we often expect from our clients to come up but we almost always never have a response prepared, it would be any question pertaining to price discounts. Negotiation prospecting sales traits strategy value closing the sale initial meeting marketing proposals

What If You Couldn’t Discount?

Partners in Excellence

” It was challenging, but I couldn’t go to my management complaining, “We need to give them a discount,” or “We are just too expensive.” I started to focus on TCO, total cost of ownership, recognizing, that even if I could do some discounting, often these had a relatively small impact on TCO. Discounting or taking pricing actions was not an alternative. I had to figure out how to win without discounting.

How to Know When to Make the Tough Call and Sunset a Product

Sales Benchmark Index

How to Know When to Make the Tough Call and Sunset a Product.

For Sale, Not On Sale - The True Cost of Discounting and What to Do About It

The ROI Guy

By Mark Schlueter & Tom Pisello More sales execs are revealing that discount pressures are at an all time high, and as a result, they need more transactions than ever just to make the numbers. There are several reasons why prospects are demanding higher discounts and making it harder for you to achieve your goals: Buyers are more empowered, with on-line / social resources readily available to research your competition and obtain competitive pricing.

Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. You have to bring in more marketing qualified leads. Marketing to cold leads and warm leads alike is important. Run re-marketing ads to free content.

Best Way to Reduce Discounting: Better Negotiating or Value Selling?

The ROI Guy

There is more pressure than ever on suppliers to lower their prices and offer steep discounts. Recent studies indicate that the average discount levels has risen to 20% per deal (IDC), but we find that many solution providers would be happy if that were the level of discount they were providing. And Procurement is getting way more involved in every transaction, with specific incentives to extract discounts from every vendor proposal.

Do You Embarce Mobile Marketing?

Smooth Sale

Prolific digital marketer with considerable skill in graphic design and writing, his endless thirst for knowledge and communication can be sated only by the dynamically changing world of social media. The post Do You Embarce Mobile Marketing?

6 Pricing KPI’s for Your Growth Strategy

Sales Benchmark Index

If you opened this blog post looking for the perfect answer to setting pricing KPIs… I hate to tell you that the perfect answer is: There is no answer.  However, I do have some guidance for you.  Let’s think of pricing.

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Do You Use Video Marketing?

Smooth Sale

Attract the Right Job or Clientele Using Video Marketing. Note: Today’s infographic and insights about video marketing are provided by Kathik Reddy. Brands Using Video Marketing – 2018 Infographic – ” The post Do You Use Video Marketing?

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A Peek Into Demandbase’s Data-Driven Field Marketing Approach


Sure, this captures the attention of bookworms and library dwellers but knowledge is also king in B2B marketing. As a marketer with an account-based approach, it is important to keep the focus on generating net new pipeline from a given target account list.

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Stop the Discounting Madness. You’re Capable of Higher Profits by Mark Hunter “The Sales Hunter”

Increase Sales

Salespeople are quick to defend their need to discount with the belief that this is the only way they can close the sale. I wanted to provide salespeople with proven solutions to avoid the discounting madness.

Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. You have to bring in more marketing qualified leads. Marketing to cold leads and warm leads alike is important. Run re-marketing ads to free content.

6 Strategies for “Magical” Sales and Marketing Alignment

Sales Hacker

Last week, I got a marketing email announcing a major promotion (three months free) about a product I had just purchased and paid full price for. When I contacted my Sales rep to ask about the promotion and see if they could grant me the discount, he said he knew nothing about it.

More Stakeholders and Business Involvement Driving Longer IT Decision Cycles and Discounting

The ROI Guy

Consulting offered us an early look at the findings, which deserve consideration as you develop your IT sales and marketing strategy for 2014. This has unfortunately resulted in vendors proactively discounting in order to reduce sales cycles and get the deals moving to faster to “yes.”

Street motorcycle Auction-Looking Regarding Sweet Discounts About Foreclosed Motorcycles

The Sales Hunter

First, over the market you may be sure that the purchase price as well unpredictable moment could be the highest with the specific bike. There is something that you need to keep in mind when choosing from the taken back motorbike market. In addition, before heading with a foreclosed motorcycle market you’ll want a minimum of an idea of the purchase price range of the things which can be upward regarding bet.

Stop Listening to Sales Experts About Marketing

Increase Sales

Some well known sales experts either discount marketing or actually ignore marketing. Peter Drucker said “Business has two functions: marketing and innovation.”. Marketing opens the increase sales door not your sales skills. The salespeople are the marketing people.

Sales Leaders – You Get What You Ask For – Sales eXchange 237

The Pipeline

Price is a ‘big’ subject for all in sales, right from those developing product, to marketing, all in the sales organisation, and as important as any, the customer. By Tibor Shanto -

Sales People – 5 Reasons They Discount To Sell


Sales People often provide discounts or incentives to buyers in order to help them hit sales targets and win more business. Reducing or even better eliminating discounting by sales people, is in many ways one of the easiest ways to grow your business and maximize your profits.

Is Price All That Matters?

The Sales Heretic

As a result, they undervalue what they sell, discount when they shouldn’t, and needlessly throw away profits. Sales business customer discount owner price professional profit prospect quality sell service target market valueToo many salespeople, professionals and business owners labor under the belief that customers are only looking for the cheapest possible price on everything.

Sales rep for a day: Aligning sales, marketing, and support

Base CRM

Marketing and customer support are specific departments that benefit the most from understanding the sales process. Unfortunately, sales, marketing, and support are not always aligned in their goals. To align marketing and support departments with sales, sales managers can construct an ongoing, interdepartmental job-shadowing program. Put marketing and support staff in a sales-shadowing rotation once a month to sync knowledge and skills.

SBI’s December 2018 Pricing Newsletter

Sales Benchmark Index

3 Tips to Avoid Teaching Your Buyers to Expect a Q4 Discount Learn three best practices for Finance to enable Sales to close year-end deals without the use of heavy discounting… Ways to Use Bundling to Drive up Your Average Sales. Article Pricing Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

The 4 Types of Channel Marketing Partners


The 4 Types of Channel Marketing Partners. Navigating the world of channel marketing can be tricky, especially when common industry terms overlap. There are four different types of channel-marketing partnerships: 1. affiliate-marketing spend will top $6.8

Are You a Pricing Coward?

The Sales Hunter

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.

9 Insanely Successful Real Estate Marketing Ideas from Top Agents

Hubspot Sales

As a real estate professional, you want to grow your business, and marketing plays a large role in capturing the attention of potential clients. It’s evident there’s a market for real estate agents. Real Estate Marketing Ideas. Develop email marketing campaigns.

What Does Your Price Say About You?

The Sales Heretic

Payless—the discount shoe retailer—recently pulled off a brilliant stunt: they sold fake designer shoes at a fake designer store. And the ruse carries lessons for anyone in sales and marketing. Sales brand marketing price pricing proposition prospect value

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Time to Let Go of “I’m Not a Marketer” Because Yes You Are

Increase Sales

For more years than I can count, professional salespeople had an attitude of “I’m not a marketer.” Marketing is down the hall. Well the world has changed and now is the time to extend your reach into that formerly “ugly” jungle of marketing.

Change Your Words, Improve Your Results in B2B Marketing

Increase Sales

In B2B marketing, the words one writes can dramatically change one’s results. Yesterday I received a research report from Adestra that appears to validate change your words, improve your results when it comes to email marketing campaigns.

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Get the Sale or Make Profit: What’s Most Important?

The Sales Hunter

” My perspective is that rarely, if ever, will a person be able to recover the lost profit from the discounted sale. More likely than not, the new customer who purchased at a discounted price the first time will end up getting a reduced price any subsequent time they buy.

Direct Mail & Email Workflow Templates For Ridiculously Effective Marketing Campaigns

Sales Hacker

The following stats, facts, and tips support the wisdom of integrating direct mail into email marketing campaigns, as well as provide some best of breed guidelines for effective ways to accomplish this. Direct mail offers additional real estate in which to deliver your marketing message.

How to Improve the Customer Journey with Email Marketing

Connext Digital

As marketers, it’s your job to utilize multiple channels since customers look at many different places to find what they want. You must identify the stages of the customer journey and use email marketing in every stage to ensure your customers take the path you desire. This also helps you determine how your email marketing services can be optimized to hit your goals. When done right, email marketing will serve as the backbone of your interactions with customers.

The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy

Sales Hacker

In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. Where Can You Apply This Go To Market Strategy? Regions often respond with a 1-2 year delay to the US Market. 2) Spanning markets.

4 Ways to Use Data to Optimize Your Email Marketing Strategy

Connext Digital

With around 250 billion emails sent daily , it’s no wonder email marketing remains as marketers’ go-to channel. One of the elements that make email marketing successful is its utilization of consumer data. Want to know more about email marketing?