The ROI Guy

JUNE 29, 2015

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. Procurement specialists’ incentive pay is now directly tied to the discounts they can extract from each vendor. So how bad has it become?

Discount 83

Discount Lead Rank Proposal ROI 83

Sales Evangelist

JUNE 16, 2020

How To Generate Interest In Lost Opportunities Every so often, a prior interest doesn’t end with a good close. Sometimes, there are lost opportunities. As a salesperson, how do you generate interest in lost opportunities? At that point, you label the deal as a lost opportunity and end it. How did you do it?

Opportunity 52

Opportunity Cancellation How To Scale 52

Zoominfo

NOVEMBER 29, 2023

Given the opportunity — and a great customer experience — Gen Z and Millennials can become your biggest champions. You can also create exclusive offers that give customers access to discounts or VIP experiences for participating in activities like beta testing or feedback sessions.

B2B 130

B2B Social Media Loyalty B2C 130

Zoominfo

AUGUST 18, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts. Incorporate an extensive study of competing products into your sales management strategy. Prepare for the “Discount Talk”.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

Hubspot Sales

MAY 5, 2023

From these conversations, you may even find opportunities to upsell or cross-sell. This means providing information, demonstrations, testimonials, and case studies that present a solid case for your product's value. In times of economic uncertainty, it can be tempting to slash prices and offer deep discounts.

Consumer 100

Consumer Trends Strategy Data 100

Hubspot Sales

AUGUST 21, 2023

This can be in the form of a testimonial, case study, or exciting statistic. You'll also want to introduce a case study at this point. You can read the whole story here: [Provide case study link.] Using a case study offers social proof, which gets them thinking about how you can also help them like you helped others.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

Zoominfo

AUGUST 18, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts Find the right way to break a few sales call rules, and you can fast-track your company to a hefty market advantage.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Smooth Sale

MARCH 10, 2024

Studies show ebooks and white papers can also impact the customer decision-making process. Personalized discount offers for new and existing buyers can also help improve sales. One study showed that 80% of B2B leads were generated from social media in 2023, with a staggering 46% of them coming from LinkedIn.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

Pipeliner

FEBRUARY 9, 2020

Another key indicator of maturity is the organization’s discounting process and behavior, from subjective/”squeaky wheel” management to objective, value-focused and tracked/analyzed. As I described in part 3 on sales capability, at a good level, discounting is often still at an immature level. Good Enablement Culture.

Customer 94

Customer Scale Discount Hiring 94

Partners in Excellence

JULY 19, 2019

In some recent projects, I’ve had the opportunity to analyze sales conversations. ” “Let me send you links to some case studies and brochures.” ” “This is what our product costs, but we might be open to discounting, just for you.” ” “Let me see what discount I can get.”

Conversion 81

Conversion Scale Discount Case Study 81

Sales and Marketing Management

JULY 27, 2017

While CRM systems promise to provide information that can improve the sales process, the truth is that they can often slow the entire cycle by asking the rep to document numerous details about the opportunity in a way that helps the salesperson’s employer, but not the salesperson or the customer.

Discount 149

Discount CRM Collateral Case Study 149

SBI Growth

DECEMBER 26, 2013

Jerry leverages his CRM system to manage his opportunities. Jerry’s finance organization has implemented an internal process to manage discounts. A time study can pinpoint the activities that drain hours from sales efforts. But a simple time study be just as effective. Launch a 2-week time study.

Hiring 282

Hiring SAP Study Retention 282

Janek Performance Group

MARCH 17, 2023

” But let’s assume that the average sales skills are only costing a company ten percent in missed opportunities, that would be $100,000 per every million in the sales pipeline. Sales departments could benefit by creating a budget for blown sales opportunities for the fiscal year. Suppose the CFO was auditing the books.

Referrals 62

Referrals Exercises Discount Study 62

Sales and Marketing Management

JUNE 26, 2017

It’s now common for demand gen teams to batch-email-blast open pipeline contacts with discount offers or other urgency-creating promotions. For example, if the CFO of one of your in pipeline accounts visits your site, you may want to show them your ROI case study instead of your tips and tricks videos.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Sales Hacker

MARCH 16, 2021

Get out of the dollar bin… or… Why discounts aren’t your friends [13:53]. I was hoping to keep my government job, and they said, “Why don’t you go to school and study something like linguistics or something related to government work?” Can you give us a discount?” Sam’s Corner [26:02].

Discount 95

Discount Lead Rank Top of Funnel Government 95

Zoominfo

APRIL 20, 2020

With multiple studies across the world highlighting shrunken marketing budgets, campaign delays, and hiring freezes…where should your sales and marketing efforts begin? Shift more focus to up-sell and cross-sell opportunities within your existing customer base. Work smarter, and harder (and together).

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Apptivo

OCTOBER 3, 2022

Whenever and however a prospect decides to proactively interact with the brand, marketers need to be prepared to engage and utilize the opportunity to sample or experience the product or service in some way. Look at the way Perfume companies market themselves at Malls giving free samples and creating opportunities to experience the product.

Marketing 98

Marketing Lead Rank Lead Scoring Campaigns 98

Apptivo

JULY 25, 2023

“A complaining customer can be your best opportunity to show how good you are …. Unforgettable Customer Service: Real-Life case studies of Effective Complaint Handling 3. Become an expert in transforming every customer complaint into an opportunity for growth and improvement. Proven Tips 2.

Customer 52

Customer Case Study Loyalty Customer Service 52

Zoominfo

APRIL 23, 2019

This is a wasted opportunity. For example, if a client refers you to a friend who ultimately signs on as a client, they both receive either a gift or a discount on your fees. In order to make your services more attractive, consider reaching out to top performing clients to create case studies. Be active on social media.

Buyer Persona 145

Buyer Persona Social Media Marketing Case Study 145

Pipeliner

FEBRUARY 16, 2022

Your marketing team can leverage this data for an effective outreach; for example, reaching out to customers with a discount deal on their birthday. More Opportunities to Grow Your Sales. CRM software can help you elevate and reach new sales targets by tracking potential customers’ buying patterns.

CRM 98

CRM Benefit Customer SalesForce 98

Chorus.ai

FEBRUARY 20, 2020

Incorporate extensive study of competing products into your sales management strategy. Prepare for the “Discount Talk” You might consider discounting as more of a late-stage concern, but it can often rear its head earlier in the sales process. We've found that prospects mention discounts in 50% of discovery meetings.

Discount 96

Discount Cold Calling Sales Qualified Lead Lead Rank 96

Crunchbase

JANUARY 26, 2021

Studies found that around 18 percent of deals took more than a year to close fully – a common concern in the B2B landscape. Discounts are a brilliant way for companies to connect with clients who are struggling with the extra pressures imposed by 2020.

Trends 98

Trends Social Media Discount Decision Maker 98

LeadFuze

NOVEMBER 30, 2021

However, 30% of salespeople said it†s getting harder to close these opportunities. It†s easy to forget that each message in your inbox is a valuable opportunity for you and your business. 4 ) Add testimonials from satisfied clients who have worked with you previously 5) Mention any discounts or promotions currently availableâ€. #1

Ideal Customer Profile 52

Ideal Customer Profile Marketing Social Media Case Study 52

Anthony Iannarino

MARCH 12, 2020

Few would be willing to admit that they don’t wish they had more opportunities in their sales pipeline, the starting point for making more sales. More Opportunities: It is one thing to say you want more opportunities. None would say to you that they don’t want to make more money or experience more success.

Hiring 94

Hiring Study Margin B2B 94

Zoominfo

SEPTEMBER 1, 2019

In an Accenture study recently conducted, 54% of respondents experienced a drop in trust, which resulted in $180 billion in revenue at stake of being lost. But, featuring a customer in a case study will also make them feel important, valued, and more connected to your brand. Personalize Your Incentives.

Loyalty 130

Loyalty Customer Incentives Incentive 130

Pipeliner

FEBRUARY 2, 2020

Of the 12 organizational behaviors of world-class sales organizations identified by CSO Insights in their 2019 Sales Best Practices Study , (SBPS) three of them belong in this domain. Pricing and discounting are seldom rigorously controlled. As a result, they can’t even analyze the severity and scope of their discounting behavior.

Hiring 67

Hiring Discount Forecasting Compensation 67

BuzzBoard

FEBRUARY 15, 2024

Discounting is another prevalent pricing strategy, often employed to promote new products or quickly boost sales. A study by McKinsey & Company indicated that using a conventional “one-size-fits-all” pricing strategy can backfire when selling to small business owners.

Small Business 52

Small Business Small Business Strategy Lead Rank 52

Janek Performance Group

AUGUST 23, 2023

Establish Credibility Through Case Studies and Testimonials Effective sales collateral starts with the collaboration of your sales and marketing teams. Special discounts, one-time-offers, and other time-sensitive promotions can be great incentives to create urgency. But creating urgency goes beyond generating interest.

B2B 62

B2B Case Study Collateral ACT 62

Zoominfo

AUGUST 15, 2018

In fact, strong brand awareness is often linked to increased financial performance, higher sales volume, higher quality employees, valuable partnership opportunities and more. Consider outside of the box reward programs, including an internal recognition wall for acknowledgments or special discounts and deals.

B2B 157

B2B Social Media Hiring Collateral 157

Salesmate

DECEMBER 3, 2020

It’s not about having the right opportunities. It’s about handling the opportunities right. Selling gets easier when you study the buying behavior pattern of each category. Most of the sales reps misunderstand these prospects and stop reaching out to them which is why they lose many profitable opportunities.

Prospecting 98

Prospecting How To Negotiation CRM 98

Chorus.ai

APRIL 13, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts. Incorporate an extensive study of competing products into your sales management strategy.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Leads 62

Zoominfo

JUNE 4, 2019

In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%) ( source ). Trade shows offer a unique opportunity for organizations to form real, human relationships with their prospects that other marketing tactics just can’t provide.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

Partners in Excellence

JANUARY 6, 2019

Plus they know happy customers are more likely to both do repeat business and give them referrals for new opportunities. Lazy sales people don’t win by discounting. They realize the more they discount, the more work they have to do to make their numbers. We need to study them and learn from them.

Discount 88

Discount Face-to-face Referrals Maximizer 88

Sales Hacker

AUGUST 3, 2022

According to a recent Hootsuite study, business leaders that incorporated social selling tactics into their sales strategy were 45% more likely to see higher conversion rates in 2022. Therefore, while it is important to be constantly targeting new demographic opportunities, the smartest sales teams prioritise their existing relationships.

Social Selling 79

Social Selling Top of Funnel Social Media Strategy 79

Partners in Excellence

JULY 20, 2022

They are asking when we can commit the opportunity to the forecast. Alternatively, we try to increase their sense of urgency, “If you don’t order by… ” And then, there’s the king of all techniques, the discount. Make sure you study his posts on this! They are conducting deal reviews.

Customer 68

Customer Buying Cycle Face-to-face Discount 68

Partners in Excellence

MARCH 22, 2024

It’s been a career of wins and losses, opportunities captured and missed. I started as a valuation analyst – building cash flow models, comps, arguing discount rates, trying to figure out what our client’s businesses were worth so we could take them to market. But I never found it, so I stayed doing what I’d been doing.

Call-back 77

Call-back Construction Up-Sell Research 77

The Pipeline

SEPTEMBER 11, 2018

Like retail, B2B sales has some seasonal trends that tend to fool the also-rans while bringing opportunity to those willing to make the effort. You see this every day; some sellers will try to close too soon, serving up the pie in an unready state that is hardly appetizing, other than the discount offered to close it this year.

Buying Cycle 203

Buying Cycle Sales Cycle Quota Retail 203