SaaS sales negotiations 101: How to respond to discount inquiries

Prospects will sometimes reach out and ask for a discount before they even sign up for a trial. Instead of debating if you should or shouldn't offer them a discount right away, you need to refocus their energy on what really matters: your product!

How to Discount Less Often When Price Pressure is High

RAIN Group

They'll expect you to discount. Nearly all organizations negotiate or discount their stated list price to some extent. In fact, in our Top-Performing Sales Organization study, we asked about the frequency in which companies discount. Results showed that only 7% of organizations never discount. With more sales going through purchasing departments, you're bound to face price pressure on almost every opportunity.

Case Study: How a Company Hurt its Business with a Change in the Comp Plan

Sales Benchmark Index

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.

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.

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.

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

The ROI Guy

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. Consulting 2013 IT Decision Makers Study.

5 Steps to Close More Sales

The Sales Hunter

We’ve all seen studies that show the importance of following up, and yet so few people actually do it. Blog Closing a Sale Professional Selling Skills Prospecting closing a sale discount discounting price prospect prospecting sales prospecting sales techniques

Do you understand the impact of pricing reductions on profit?

Sales Training Connection

In a Harvard Business Review post, Rafi Mohammed reviewed an interesting McKinsey study on the relationship between price increases and profits. In the study McKinsey worked with the Global 1200. The key to the McKinsey study was of course – “if demand remained constant.”

Book Review: The Challenger Sale | Sales Motivation and Sales.

The Sales Hunter

In the book, the authors reveal the findings from their extensive studies regarding the sales process. Their study breaks salespeople into 5 distinct categories and one of them is “the challenger.” discount. discounting. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING.

How to Use Email Autoresponders to Increase Your Sales

Sales and Marketing Management

After a week, a new email is being delivered, showcasing the best links, blog posts and case studies of your brand. After a week and a half, a 20 percent off discount opportunity becomes available to your interested subscriber. Here’s a sequence example that you should study.

Yes, Gender is a Factor in B2B Buying Decisions: Selling to Men and to Women

DiscoverOrg Sales

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.

B2B 222

Gartner Spending Trends Demand that IT Sales and Marketing Must Challenge the “Do Nothing” Prospect to Achieve 2012 Success

The ROI Guy

In the first study, Gartner lowered their 2012 worldwide IT spending growth forecast by 1/3 rd. In the second study, Gartner released the results of their annual CEO and Senior Business Executive Survey , to measure sentiment from the C-suite on IT spending and strategy. If you tally the impact of each, you find that the impact of Frugalnomics - the “do nothing buyer” , lengthening sales cycle and increased discounting - is costing you millions each month.

7 Actionable Tips to Re-Engage Old Sales Leads

Sales Hacker

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. Price cuts and discounts.

Leads 102

What do B2B Buyers Want (and Why Don’t They Like Salespeople)?

DiscoverOrg Sales

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. This is a disheartening statistic that no amount of product features or discounts will change. Read the whole B2B Buyers Persona study for free.

B2B 139

The Plain-English Guide to Cash Flow Statement

Hubspot Sales

A statement of cash flows studies operating, financing, and investing activities to show where your business’ money is coming from and where it’s being spent. Discounted Cash Flow. Discounted cash flow (DCF) is a method used to evaluate a potential investment opportunity.

The Worst Phrases Salespeople Can Use in a Negotiation and What to Say Instead

Sales Hacker

But if you need more reason than that, here are some findings from a two-year study of sales negotiations from Huthwaite International : Companies with no formal negotiation process had a 63.3% Any mention of a discount should trigger a pivot right back to this hot-button.

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

DiscoverOrg Sales

Get the study: Why Didn’t They Buy? How about a free month of service, a free sample, or a limited-time discount? social proof (“Check out all these 5-star reviews!”), or a time-based discount. It’s easy to give up after a few tries.

Top Priority: Retaining Top Sales Reps

Sales Benchmark Index

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.

SAP 297

Learning From “Lazy” Salespeople

Partners in Excellence

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. “Lazy” sales people are among my favorites–let me qualify that. “Lazy” sales people who always make their goals are among my favorites. “Lazy” sales people, or at least those who seem to accomplish a lot with minimum effort have broken the code.

Move Over Alexa It’s Time to Re-Humanize the Sales Process


In its 2018 – 2019 Sales Performance Study report, CSO Insights revealed that 53% of sales professionals are missing their sales quotas. Look below for a discount code for the event. Register for the event at [link] and use the discount code MARIO at registration for a $250.00

Is Failure an Option for Your Account Based Selling Teams?

No More Cold Calling

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. Plus, we become flagrant discounters.

The Challenge Sale Can Be Mistimed

Sales and Marketing Management

For the study, we collaborated with Dr. Nick Lee, a professor at the Warwick Business School in the U.K., The study. At the outset of the study, participants were instructed to imagine they ran a small business and that two years ago, they needed to do something to improve employee satisfaction and retention rates because employee turnover was high and it was too expensive to keep hiring and training new people.

Vendor 142

10 Essential Selling Skills Every Sales Rep Needs in 2018

Hubspot Sales

In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences. Selling Skills.

Does Your Sales Incentive Plan Drive Customers Away?

Sales Benchmark Index

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. The purpose of every incentive compensation plan is to influence the actions of sales reps.

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

DiscoverOrg Sales

Get the study: Why Didn’t They Buy? How about a free month of service, a free sample, or a limited-time discount? social proof (“Check out all these 5-star reviews!”), or a time-based discount. It’s easy to give up after a few tries.

How to Read Your Audience and Structure Your Multi-Channel Marketing Accordingly

Sales and Marketing Management

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. Studies show that brands that understand and respond to intent are better positioned and are considered more useful.

30 of the Best SaaS Partner Programs (and Why They Are So Good)


Study them, learn from them, and apply their best practices in your own partner programs. Whether you’re a freelancer or an agency, they offer a wide variety of perks , including discounts on products and services from leading software companies.

Is Who You See Who I See?

Bernadette McClelland

You’re saying I won’t get the discount if I don’t sign today? ‘Oh Cynicism today can be a major mask for depression and a recent study of over 622 people published in the Neurology journal of 2014, linked ‘cynical distrust ‘with dementia.

Defining the Real Buyer

Sales and Marketing Management

For example, one study by Marketo found that 79% of buyers “are only likely to engage with a brand… if those promotions are directly tied to how they have interacted with the brand previously.”

Buyer 264

5 Ways Sales Leaders Use Email Signatures to Generate Business

Sales Hacker

According to a recent study by HubSpot, 75% of companies say closing more deals is their top sales priority— yet 30% of salespeople say closing deals is getting harder. You easily can include links to registration, discounted tickets, or other snazzy graphics to get people interested.

The Best Referral Programs Start with a “Referral Culture”

No More Cold Calling

Sales leaders discount the time, energy, and investment (yes, investment) that it takes to execute the best referral programs and to clock repeatable, measurable referral results. A recent study by Insperity Solutions and the Sales Management Association validated this sales coaching paradox.

8 Data-Backed Ways to Boost Performance in a Sales Development Team

Hubspot Sales

In an effort to understand the sales development function and its role in the sales process, Labs conducted a study of over 1,000 companies showing how companies build, scale, and execute strong sales development teams. The sales development role is here to stay.

Data 98

How Do You Calculate Asset Turnover Ratio?

Hubspot Sales

A study by the Small Business Association (SBA) found that three-fourths of businesses use family or personal savings to get their business started. Net sales are the total revenue minus sales returns, discounts, and allowances.

12 Steps To Powerful Persuasion In Sales – Part 1, with Rod Hairston Episode #92


For full details visit: and use discount code MARIO at registration. Listen to learn how to use customer success stories, case studies, and more to have a hopper full of stories you can use in to add a more powerful bit of persuasion to your sales presentations.

6 Tactics Smart Reps Use to Get Stalling Deals Over the Finish Line

Hubspot Sales

A case study. 6) Offer a Discount. Here's what you might send a prospect who's been unresponsive: Hi [prospect name], I wanted to give you the heads up [company] is offering a great discount on [product]: [Insert terms of promotion].

Join Us for UNITE 2018


Discount promo code “DialSource@UNITE” for $50 off registration fees. The AA-ISP has negotiated a discounted room rate at Renaissance Atlanta Waverly Hotel & Convention Center.

September Referral Selling Insights—Get Started for $47

No More Cold Calling

“I don’t discount, and I don’t run fire sales.” So now I’m offering one last chance to get 12 hours of my best advice on referral selling for a discounted price of $47. I’m conducting a study on referrals, and I need your help.

7 "Sorry to Bother You" Alternatives Every Salesperson Needs

Hubspot Sales

Include a case study. Case studies allow prospects to discover how a business in a similar position to theirs solved its problems. S end your latest and most relevant study with a note saying, " This case study made me think of your business.

Weekly Roundup – Feb 27, 2019


According to a study conducted by Click Boarding, new employees who go through a formal onboarding process are 58% more likely to remain with the organization for three years or more. Get your discounted tickets now!

The #1 Reason Your Referral Program Won’t Work

No More Cold Calling

Even though a referral program is essential to a company’s marketing strategy, sales leaders discount the time, energy, and investment (yes, investment) that it takes to execute a referral program and clock repeatable, measurable referral results. He refers to a study by K.