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

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

The ROI Guy

SEPTEMBER 4, 2013

The 2013 IT Decision Makers Study interviewed 228 IT decision makers, from small / medium businesses (SMBs) to enterprises across all key industry verticals. study revealed an increase in stakeholder complexity that even surprised us. study indicated that 50% of IT budget decisions now require financial business case justification.

Discount 94

Discount Decision Maker Sales Cycle ROI 94

Sales Hacker

MAY 10, 2021

This action can take the form of special discounts, extended support hours, or dedicated customer care lines for the most common issues. The post SaaS Case Study: How Customer Support Can Assist Sales Initiatives appeared first on Sales Hacker. They should also share other customer data like expectations set during the sales process.

Case Study 62

Case Study Study Top of Funnel Churn 62

SBI Growth

JULY 18, 2013

The CEO was upset with the rampant discounting used by his sales team. This is a story of how a bad comp plan can ruin a sales force. In 2011, P&O Cruise lines cut is commission rate from 12% to 5%. So he cut the commission rate in half. The sales force revolted and sales plummeted.

Case Study 266

Case Study Study Commission Company 266

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

FEBRUARY 9, 2021

Relying Heavily on Discounts. Ortiz also warns against leaning on discounts when conducting sales efforts in 2021. She says "It’s also important to know that putting the pressure on and relying heavily on discounts will be the least effective strategies. Over-Reliance on Case Studies.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Sales and Marketing Management

JUNE 20, 2017

For the study, we collaborated with Dr. Nick Lee, a professor at the Warwick Business School in the U.K., Improved capabilities with anchor and time-sensitive discount – Again, this introduced the improved capabilities in the same way and described how this will add 8 percent to the annual cost.

Vendor 166

Vendor Hiring Discount Retention 166

Zoominfo

NOVEMBER 29, 2023

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. A study by Marigold , a relationship marketing company, showed that 76% of Gen Z buyers get frustrated when they don’t receive personalized interactions.

B2B 130

B2B Social Media Loyalty B2C 130

DiscoverOrg Sales

JANUARY 15, 2019

Download our full study to see: who cares about pricing discounts. Download our complete study, 8 Key Differences in Selling to Women and Men: How Research Reveals How Gender Influences B2B Buying Decisions – for more insights that will win you business. Want more ways to sell, using with subtle gender differences?

B2B 192

B2B Cold Calling B2C Fashion 192

Zoominfo

APRIL 13, 2020

Download our full study to see: who cares about pricing discounts who’s more politically oriented who’s more open to new upstart vendors and more! Note: We did this study before our acquisition and ZoomInfo re-brand.

Cold Calling 130

Cold Calling B2C Fashion B2B 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 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

Hubspot Sales

MAY 5, 2023

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. While some discounting is normal, it's important to approach this strategy with caution.

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

JANUARY 14, 2019

But, studies show that on average, an inactive subscriber is worth 32% of an active subscriber ( source ). Exclusive offers and discounts. Offer a unique discount code, an exclusive free trial, early access to a new product, or some other promising incentive. Now, the next option is to remove inactive subscribers altogether.

Campaigns 166

Campaigns Discount Segment Email Marketing 166

Sales and Marketing Management

FEBRUARY 2, 2018

Studies have shown that some people stress out when they travel. Studies show that businesses that understand their audience’s intent get more traffic and revenue than those who stumble in the dark. But, according to one study, companies that rely solely on demographics risk missing on more than 70% of potential consumers.

Channels 174

Channels Demographics Intent Marketing 174

Sales Management Plus -- SMP

FEBRUARY 13, 2024

Special Offer/Discount Email : This email announces special offers, discounts, or promotions on your products. Customer Testimonial/Case Study Email : This email shares testimonials or case studies from satisfied customers to build trust and credibility. Run a list of similar customers and send them a case study.

Distribution 52

Distribution Case Study Webinar Metrics Follow-up 52

Marc Wayshak

JANUARY 26, 2023

You’ll be fighting and scraping and clawing and discounting to keep it alive.” Leverage case studies. That’s what a case study is. Case study is basically a fancy term for client story. The more relatable case studies you can share with a prospect, the more likely they are to buy. This is so true.

Closing 102

Closing Case Study Face-to-face Study 102

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 104

B2B Top of Funnel How To Sales Qualified Lead 104

Sales Hacker

FEBRUARY 28, 2019

Use these tips: Study your previous conversations and find a pattern for insight. Case Study: Jake Jorgovan. Huge price cuts and discounts on an essential product for a period if your leads complete a simple game. Case Study: Valve Video Games. Valve video games took the discount technique up a notch.

Lead Rank 101

Lead Rank Lead Scoring Webinar Metrics Leads 101

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. They wait for the discounts that regularly come, and they pressure reps for even more discounts. Why Does Any of This Matter?

Account 189

Account Referrals Sales Qualified Lead Quota 189

SBI Growth

NOVEMBER 24, 2012

Reps reworking discounts and promotions endlessly to game the comp system. The rep bakes it in using discount dollars just to score the incentive. However, these studies focus on customer attitudes. Unlike marketing studies, customer interviews ‘map’ the buyer’s journey. Time Study. Time studies are intrusive.

Incentives 267

Incentives Incentive Customer Compensation 267

Partners in Excellence

JULY 19, 2019

” “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.” ” “Would you buy our product if we gave you a deeper discount? ” “Let me see what discount I can get.”

Conversion 81

Conversion Scale Discount Case Study 81

DiscoverOrg Sales

AUGUST 11, 2017

Martin on a comprehensive study of 230 B2B buyers , with the goal of pointing the spotlight on buyers themselves. Download the free B2B Buyer Persona study in full. From the study: “Overall, study participants rated 12% of salespeople excellent, 23% good, 38% average, and 27% poor. First, the bad news.

B2B 145

B2B Buyer Buyer Persona Real Estate 145

SBI Growth

DECEMBER 26, 2013

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. Here’s how: Download the free SBI Time Study Template. Here’s how: Download the free SBI Time Study Template.

Hiring 282

Hiring SAP Study Retention 282

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

Pipeliner

MARCH 24, 2024

Happiness Upgrade: Studies consistently show that people with a strong sense of purpose feel happier and more satisfied with life. Don’t discount anything – talents + passion = purpose potential. Here’s the deal: Resilience Boost: When your ‘why’ is powerful, obstacles seem smaller. Organizing like a pro?

Infusion 52

Infusion Journal Exercises Discount 52

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

SalesFuel

MARCH 1, 2024

According to a study by Marigold , 50% of consumers made purchases from emails within the last year. How to Drive Loyalty with Email Campaign Marketing Email and Consumer Loyalty Drive Sales Before we dive into the how, let’s talk about why loyalty-driven email campaign marketing is worth it.

Loyalty 52

Loyalty Campaigns Marketing Ideal Customer Profile 52

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

BuzzBoard

MARCH 24, 2024

They devised two versions of a promotion: a 10-day free trial (version A) or a discounted first-month membership (version B). Discover more by exploring these case studies and others by [clicking here](hyperlink to a related blog post on A/B testing).

Campaigns 52

Campaigns Strategy Case Study Demographics 52

Zoominfo

APRIL 23, 2019

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. Offer sign-on bonuses for clients and the people they refer to you.

Buyer Persona 145

Buyer Persona Social Media Marketing Case Study 145

Hubspot Sales

APRIL 14, 2020

Discounting Isn't a Good Call Long Term. Discounting often means running the risk of undermining your sales strategy — particularly in B2B sales. Discounting can project a lack of confidence in your product or service. By discounting, you're setting a new standard for your business. Flash Sales as a Case Study.

Social Media 97

Social Media Discount Promotion Social Selling 97

Appbuddy

DECEMBER 19, 2022

I n fact, a recent study found that nearly one in three consumers stopped purchasing from certain brands because of sustainability concerns. . The copy and CTA work in tandem to highlight Black Friday discounts, bringing the allure of a time-sensitive deal into play as well. . Russell Athletic. What made it clickable.

Campaigns 94

Campaigns Email Marketing Marketing Discount 94

Partners in Excellence

APRIL 8, 2022

Additionally, every team studies every other teams vehicles, the differences are relatively small. They studied the course, they walked the tracks, they understood their vehicles, they studied the competition. They studied, learned, practiced, experimented. No driver was “unprepared.”

Face-to-face 108

Face-to-face Competition Course Study 108

BuzzBoard

FEBRUARY 8, 2024

You can implement strategies such as offering a free eBook, webinar, or discount coupon to incentivize clients to opt-in. According to a study by Convince & Convert, "35% of email recipients open email based on the subject line alone." First and foremost, building a quality email list is essential.

Small Business 52

Small Business Small Business Email Marketing Marketing Qualified Lead 52

Sales and Marketing Management

JULY 27, 2017

Quote approvals and price calculation - Due to the fact that important discount or quote approvals can often be lost in the email inbox of sales and finance executives, delays are often introduced in the sales cycle.

Discount 149

Discount CRM Collateral Case Study 149