Highspot

SEPTEMBER 6, 2023

Reduced price sensitivity: Decision-makers are less likely to haggle or seek discounts when they see the unique value and benefits they’ll receive. Account-based selling: This method targets specific high-value accounts rather than individual leads. Value Selling Over Price Selling Price selling is about offering the best price.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Bernadette McClelland

SEPTEMBER 18, 2018

It was a time where my company was the leader in its field, moving the goal posts from analog to digital, where we temporarily lost pole position and bounced back through a myriad of strategies that included leadership through quality, customer delight and world class solution selling. I was truly fortunate.

Lead Rank 170

Lead Rank Lead Scoring Follow-up Exact 170

SBI

JUNE 11, 2013

Note: IncView has agreed to offer a special 20% off discount for Smart Selling Tools readers. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. You can do that with the tools in today’s blog.

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

The ROI Guy

MARCH 15, 2011

To prevent being relegated to a commodity provider, fighting it out on undifferentiated offerings and discounts, a new set of sales and marketing best practices are emerging. Fight Frugalnomics with Outcome Selling? Do buyers think solution selling is working?

Remedy 77

Remedy Lead Rank Vendor Lead Scoring 77

Sales Hacker

JUNE 19, 2019

Transactional selling. Solution selling. Consultative selling. Provocative selling. Product upsells and cross-sells. Discounts and giveaways. Before we dive in, you may be wondering whether live chat is right for your sales methodology. Live chats can help you manage the front end of all of these.

Campaigns 94

Campaigns Top of Funnel Lead Gen Scale 94

SBI

JULY 16, 2013

It’s tempting to wave off complaints and to discount their comments. Sales Effectiveness 215 principle Alinean KnowledgeTree Revegy sales effectiveness sales productivity sales software sales techniques sales tools solution selling' Start with a frank conversation with your salespeople and ask them where the time drains are.

Quota 135

Quota Revenue Forecasting Hiring 135

The ROI Guy

MARCH 30, 2011

Solution Selling: The most common sales approach today with over 60% of sellers, Solution Selling is where vendor’s sales team “seeks out current concerns in a question-and-answer dialogue with customer managers”. However, we find that over 30% of vendors and sales professionals still rely on this antique sales approach.

Marketing 79

Marketing Lead Rank Remedy Forecasting 79

The ROI Guy

JANUARY 16, 2014

Highly empowered – privately controlling the decision making process with ever more competition for each deal and more discounting, b. If value marketing and selling are not effectively implemented, the majority of deals will continue to stall, sales cycles will get longer, and heavy discounting will prevail.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

The ROI Guy

JULY 15, 2015

Financial justification is the new language of IT selling, where CFOs are more involved through all stages of the purchase decision, and procurement is there to demand a discount if you lead with product and price vs. value.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

Highspot

JUNE 22, 2021

There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling. But buyers can avoid excessive discounts by tackling negotiations live. Let’s dive in.

Negotiation 82

Negotiation Buyer Objections Face-to-face 82

The ROI Guy

MARCH 1, 2016

Financial justification is the new language of IT selling, where CFOs are more involved through all stages of the purchase decision, and procurement is there to demand a discount if you lead with product and price vs. value. So how do you end up in the Winner’s Circle? -

ROI 53

ROI Decision Maker Proposal Forecasting 53

The ROI Guy

APRIL 8, 2014

Highly empowered – privately controlling the decision making process with ever more competition for each deal and more discounting, b. With Frugalnomics in full effect, IT solution providers need to implement a more value-focused approach. As a result, organizations have learned how to permanently “Do More with Less”.

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

Klozers

JUNE 5, 2014

There is a tendency amongst some sales professionals to discount the basics, as they have been in sales for x number of years. (I have spent 16 years being a parent and I am still struggling with it.) Any number of years in sales does not mean you can sell, or mean you can consistently hit sales targets.

Company 46

Company Revelation Survey Report 46

The ROI Guy

NOVEMBER 10, 2014

#2 – Value Story - Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 3rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Break the ICE - Engage Frugal Prospects with Provocative Marketing 2.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

SBI

MARCH 19, 2013

Discounting: Sacrificing profits to win business. Prioritize activities based on prospect behavior. ShadeTree Technology - Deliver the right voicemails, emails, and marketing material based on buyer profiles and sales stage.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

SBI

JULY 17, 2012

Make sure you don’t unwittingly insult your prospect by discounting a preference or aversion. When salespeople are invited to a discussion late in the buying cycle, rest assured that the prospect has already formed opinions shaped by what they’ve read or seen.

Buying Cycle 123

Buying Cycle Prospecting Lead Rank Vendor 123

The Pipeline

MAY 13, 2011

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. I know, I’m not going to take credit for inventing solution selling, but it is important to note that this is part of becoming the Trusted Advisor. That is how you build trust.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The ROI Guy

APRIL 14, 2015

#2 – Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 4th year in a row) is their “inability to effectively communicate the value of proposed solutions”.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

JULY 9, 2013

Empower Sales with Value Storytelling and Quantification According to SiriusDecisions, the number 1 reason why sales professionals fail to meet quota (for the 3 rd year in a row) is their “inability to effectively communicate the value of proposed solutions”.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

Klozers

JUNE 10, 2014

. Much easier to sell on price. 15) Customers  the only reason selling is not the perfect job. 17) Discount  the reason why buyers buy. 32) Marketing  the department for people who can draw, but cant sell. 34) PR  the department for people who can spell, but cant sell.

B2B 51

B2B Hiring Top of Funnel Social Media 51

The ROI Guy

FEBRUARY 2, 2011

CFOs don’t want a dog and pony show, so the typical product PPT just won’t cut it – Product Selling to executives doesn’t work at all. And these same executives have little time for exhausting questions about what is “keeping them up at night”, the typical Solution Selling methodology. But the justification can’t stop there.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

Tony Hughes

MAY 27, 2019

Here are the 8 things I recommend you manage in a CRM for complex B2B solution selling because there is an ‘activity lever’ you can pull. No wonder so many CRM implementations become manage-up tools with poor data and no real transparency. Want more revenue? Qualified pipeline as a percentage of target / quota.

CRM 87

CRM Revenue Margin Forecasting 87

PandaDoc

APRIL 3, 2023

If you only have one pricing option, let’s say, a subscription that costs $30/month, and aren’t offering any discounts or yearly rates, you obviously don’t have to include detailed pricing information in your sales playbook; the key information can be contained in a single sentence.

Buyer Persona 52

Buyer Persona How To Guidelines Top of Funnel 52

Hubspot Sales

APRIL 6, 2018

Show, not tell: “At the moment you’re tempted to tell the buyer what 'he needs to do,' instead offer a story about a peer of the buyer,” says Mike Bosworth, author of Solution Selling and What Great Salespeople Do. Closing Sales Tips.

Hiring 145

Hiring Top of Funnel Call-back Hubspot 145

Sales Hacker

NOVEMBER 15, 2017

Challenger Sales Model is a sales framework that takes the disruptive approach to solution selling, where customers are pushed beyond their comfort zones to embrace new ideas for their business. Discount means a promotional reduction in the cost of a product or service, commonly deployed to speed up sales. Social Selling.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

The ROI Guy

JULY 8, 2014

Highly empowered – privately controlling the decision making process with ever more competition for each deal and more discounting, b. If value marketing and selling are not effectively implemented to account for Frugalnomics, the majority of your deals will continue to stall, sales cycles will get longer, and heavy discounting will prevail.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

Chorus.ai

AUGUST 13, 2019

It helps reps navigate areas like: Economic Drivers; Economic Buyers; Decision Criteria; Implementation Process; Pain Points; and Landing a Champion who can sell on your behalf.

Sales Process 48

Sales Process Collateral Proposal Lead Rank 48

The ROI Guy

OCTOBER 5, 2011

We know that buyer’s want a consultative / outcome focused engagement, pushing salespeople to advance their methodology, skills and tools over the past 3 decades, from product selling to value selling: Product Selling: The sales organization sold products based on "feeds and speeds". Customers bought "products."

Sales Enablement 45

Sales Enablement Report Tools ROI 45

The ROI Guy

APRIL 21, 2010

Reduce discounting and increase deal size for direct sales by 20% or more by migrating sales from features, function and price selling to business value selling. Reduce the time it takes to develop credible businesses cases from days or months to hours.

ROI 40

ROI Campaigns Lead Rank Lead Scoring 40

InsideSales.com

NOVEMBER 25, 2019

The impact of SPIN selling on the sales industry may be huge, but some are questioning whether it’s still relevant these days. This is especially true for those who prefer Social Selling over the SPIN Selling technique. Some sales professionals, including Rackham, don’t think you should discount it just yet.

Conversion 63

Conversion Face-to-face How To Lead Rank 63