Understanding the Sales Force

JANUARY 22, 2024

I had to dig in on what the ideal partner (never vendor or supplier) would be. Enroll in Movie Night for Salespeople and enter discount code Jan23Blog at checkout to receive a $275 discount! I knew that if I wanted to differentiate, I had more work to do with this prospect, right then and there while he was engaged.

Closing 212

Closing Proposal Discount Decision Maker 212

DiscoverOrg Sales

MARCH 17, 2016

Cue the IT Staffing Approved Vendor List. Terms and conditions are pre-negotiated, discounted fees and payment terms are already agreed upon, and dedicated account managers are established. Approved vendor lists may seem like a headache to the IT staffing firm that has yet to get their foot in the door with their target companies.

Vendor 120

Vendor Decision Maker Hiring Industry 120

Pipeliner

APRIL 1, 2019

I can’t think of any concepts more misunderstood than price, pricing, and discounting. Let’s discuss five myths about pricing, and its Mr. Hyde alter-ego, discounting. It costs nothing to switch vendors. There are no costs to qualify a vendor, and the human bias toward the status quo does not exist. Get better.

Discount 73

Discount Margin Policies Vendor 73

Chorus.ai

MAY 3, 2019

I was on vacation in Nicaragua when it hit me: the vendor who was trying to sell us bracelets didn’t want to lower his price. But why do we see the opposite occur so often in software sales with reps frequently and even proactively offering up discounts? First this included three bracelets for $10 and then five bracelets for $10.

Discount 59

Discount Negotiation Vendor Software 59

Braveheart Sales

JULY 28, 2020

All of this leads to discounting. Steps to Stop the Discounting. Contact only one supplier or vendor. We know it can be tempting for salespeople to discount prices when the economy has tightened. The post Stop the Discounting…Even When Business Has Slowed appeared first on Braveheart Sales Performance.

Discount 52

Discount Comparison Exercises Negotiation 52

Partners in Excellence

NOVEMBER 28, 2018

” 53% of the respondents said, “If the vendor had a more complete solution.” Usually, it’s a long laundry list of features the vendor thinks are important (the stuff that’s in their products) with columns comparing “our solution,” to the alternatives.

Vendor 75

Vendor Comparison Discount Construction 75

The Pipeline

JUNE 4, 2019

The risk is that buyers will discount your claims; you need only look at feedback buyers are providing. Vendors focus on providing material that buyers don’t find very useful or trustworthy. Buyers don’t trust all vendor claims, nor do they expect to. I Wanna Believe. The B2B Buying Disconnect – TrustRadius 2017.

Discount 268

Discount Vendor Quota Buyer 268

Sales Hacker

DECEMBER 14, 2018

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. On the one hand, sometimes vendors will offer a price break to push their number over the line for the year. But as we dug in and talked to our community, we found there were two sides of the coin, literally.

Discount 65

Discount Software Software Vendor 65

Customer Centric Selling

DECEMBER 10, 2014

Sales Tips: How to Avoid the Discounting "Squeeze". After asking a few questions it seemed clear that they were the vendor of choice and were in a death spiral of discounting. Once discounting starts, it’s difficult to stop as you are continuously squeezed to make further concessions.

Discount 81

Discount Negotiation Face-to-face Vendor 81

Customer Centric Selling

JUNE 11, 2014

Sales Tips and Techniques: How to Avoid the Death Spiral of Discounting in Sales Negotiations. Parachuting in from the outside, it seemed clear they were the vendor of choice and that they were in a death spiral of discounting. Once you begin to discount, it is difficult to stop the bleeding.

Discount 84

Discount Negotiation How To Vendor 84

The ROI Guy

JANUARY 15, 2015

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. Many are a whopping 50-70%!

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

Zoominfo

NOVEMBER 5, 2018

Data is a big investment for any company— but, if you research vendors and invest intelligently, it can have a dramatic impact on your company’s financial success and growth. Make sure your vendor understands your business and your goals. Make a list of your requirements and communicate these to each vendor. Ask for a discount.

B2B 154

B2B Data Vendor Discount 154

The Pipeline

SEPTEMBER 18, 2018

The others are 80% plus the same; the winner has better salespeople or deeper discounts. Not being nasty, but why not have a bake-off with a couple of copier reps, or call me for the name of a SaaS rep who offered me a discount on the first intro call. Vendors overemphasize selection criteria that aren’t important to buyers.

Vendor 255

Vendor Discount Insurance Insurance 255

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. times higher ($25M).

Discount 83

Discount Lead Rank Proposal ROI 83

Smooth Sale

DECEMBER 23, 2023

Good Vendor Relationships You work with many other businesses in the construction industry, including customers and contractors. One of the most important B2B (business-to-business) relationships to foster has to be your vendor relationships. Your vendors provide the equipment, tools, and materials your workers need to complete a job.

Construction 108

Construction Hiring How To Vendor 108

SalesFuel

MARCH 21, 2024

Customers may be less than satisfied but they’re too busy to find another vendor at this time. In the mind of the consumer, discounts and rebates loom large with 48%. When a customer comes back and a client continues to do business with you, they’re happy — right? How would you know?

Lead Rank 115

Lead Rank Lead Scoring Loyalty Health Care 115

Sales and Marketing Management

JUNE 20, 2017

The experiment was structured to assess three areas critical to the effectiveness and reception of a price increase message: attitudes, how likely a customer is to renew, and how likely they are to switch to a different vendor. But here’s the catch: the current vendor partner is now asking for a price increase for the next two-year agreement.

Vendor 166

Vendor Hiring Discount Retention 166

The ROI Guy

SEPTEMBER 4, 2013

As opposed to IT managers who focus more on vendor experience and price, BDMs indicated that they were much more concerned more about ease of use, adoption and total cost of ownership (TCO) for any solutions under consideration. study indicated that 50% of IT budget decisions now require financial business case justification. Source: L.E.K.

Discount 94

Discount Decision Maker Sales Cycle ROI 94

Zoominfo

DECEMBER 15, 2020

Streamline Recruits by Getting on Approved Vendor Lists. But if you can find ways to conserve time and resources for your organization, you get on approved vendor lists to save time and resources. Check out our guide, “4 Ways to Get on the Approved Vendor List for IT Staffing,” to land on approved vendor lists for IT professionals.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Cincom Smart Selling

MAY 8, 2023

The selected system integrator should have a good working relationship with the CPQ vendor so they can collaborate on desired business outcomes for their customer. Customers may want to consider selecting the system integrator with a similarly thorough process as the CPQ vendor!

ROI 62

ROI Discount Licensing Vendor 62

Cincom Smart Selling

MAY 8, 2023

The selected system integrator should have a good working relationship with the CPQ vendor so they can collaborate on desired business outcomes for their customer. Customers may want to consider selecting the system integrator with a similarly thorough process as the CPQ vendor!

ROI 62

ROI Discount Licensing Vendor 62

Cincom Smart Selling

AUGUST 18, 2020

The selected system integrator should have a good working relationship with the CPQ vendor so they can collaborate on desired business outcomes for their customer. Customers may want to consider selecting the system integrator with a similarly thorough process as the CPQ vendor! Products quoted at too much of a discount ?

ROI 118

ROI Discount Licensing Vendor 118

Partners in Excellence

AUGUST 14, 2013

Strong suppliers, strong vendor partnerships help companies reduce risk. And we spoke frankly about the age old sales concern, “Isn’t all this really about price and discounting?” They become important business partners—sources of ideas, innovation. So the job of procurement is changing radically.

Discount 91

Discount Vendor Exercises Sales Operations 91

Zoominfo

NOVEMBER 29, 2023

In fact, 90% of Gen Z and Millennial survey respondents say they were dissatisfied with a vendor, compared to 71% of Gen X and Baby Boomer respondents. 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

Partners in Excellence

JULY 9, 2020

Each of the sales people have suggested I could get a discount if I make the decision this month, but I still don’t know what results the solution will help us produce. I wonder if they will give me a discount because I’m doing so much of their work for them. We Chose The Vendor With The Most Complete Solution".

Discount 144

Discount Vendor Software Software 144

Hubspot Sales

OCTOBER 25, 2017

Especially if you’re selling a premium offering, you want to ask buyers about what other vendors they’re considering early and often. Instead, probe into the following areas: “ Which vendor is winning as we stand today ?” Let’s say you’re in an RFP process with two other vendors. Vendor A is a low-cost, low-quality product.

Discount 111

Discount Vendor How To Negotiation 111

Zoominfo

MAY 22, 2020

However, if the magazine came from a well-known publisher that would give customers a 20% subscription discount if the bill was pulled automatically from their bank accounts each month, some people would agree to that exchange. And let’s face it, there aren’t many vendors that would openly cop to that activity anyway.

Data 195

Data Policies SalesForce Consumer 195

MEDDIC

APRIL 1, 2022

Your sellers come to you often to ask for an exceptional discount for a customer. They tell you the prospect has the choice between two possible vendors and that the other vendor has made an attractive offer. “We need to discount at least 30% to be considered for purchase,” they tell you.

Training 59

Training Discount Vendor Sales Methodology 59

The Pipeline

AUGUST 29, 2016

The challenge with that is that servicing their immediate purchases without aligning it with Objectives will often leave vendors exposed to the next flash or discounter who comes along. It is the familiar posture in sales, one where you would prefer to be a “trusted advisor” rather than a “supplier” or “vendor”.

Objections 192

Objections Vendor Discount Quota 192

Increase Sales

AUGUST 27, 2014

Impact on customer’s and vendor’s short term profitability. Impact on customer’s and vendor’s long term profitability. Some salespeople will do the “profit math” for their customers as well as themselves, but will forget about the vendor, their own firm that signs their paychecks.

Discount 145

Discount ROI Vendor Loyalty 145

SalesFuel

MARCH 20, 2024

Real estate agents face increased competition from discount vendors including those who operate solely via the internet. Real estate agents must be licensed to operate in most states and also have some post high-school training. They must understand the local real estate market and the legal details of purchase and sales contracts.

Real Estate 52

Real Estate Hiring Licensing Demographics 52

Distribution Pricing Journal

OCTOBER 3, 2023

By providing customers with a wider variety of options, you also encourage more frequent buying overall as most customers would prefer to consolidate their vendors for efficiency. For example, you could offer points that could be redeemed for training, shipping, discounts, special merchandise or other perks.

Distribution 52

Distribution Customer Discount Segment 52

DiscoverOrg Sales

JANUARY 15, 2019

Download our full study to see: who cares about pricing discounts. who’s more open to new upstart vendors. And despite the “cold-calling is dead” debate, the combined effect of a cold-call and email remains the most effective outreach method. Want more ways to sell, using with subtle gender differences? who’s more politically oriented.

B2B 192

B2B Cold Calling B2C Fashion 192

Sales Management Plus -- SMP

FEBRUARY 13, 2024

SMP makes it easy to import new lists or pull in lists from events, vendors, new web contacts and more. Special Offer/Discount Email : This email announces special offers, discounts, or promotions on your products. Vendors love working with distributors who can give them deeper reach with new products.

Distribution 52

Distribution Case Study Webinar Metrics Follow-up 52

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! And despite the “cold-calling is dead” debate, the combined effect of a cold-call and email remains the most effective outreach method.

Cold Calling 130

Cold Calling B2C Fashion B2B 130

Allbound

MARCH 9, 2020

In handling competing vendors, I take the approach of spotlighting the unique differentiators our technology presents and ensuring that our product meets their client’s needs. If the experience is not positive, not only will it negatively affect the partner/vendor relationship, but the partner end client relationship as well.

Channels 89

Channels Vendor Distribution Guarantee 89

Hubspot Sales

APRIL 26, 2023

If you changed billing terms or offered a slight discount, would that change things? You're competing with three or more vendors. But as sales expert Jeff Hoffman explains, pursuing a sale when there are three or more other vendors in the mix isn’t usually worth it. Ask questions like: What’s your prospect’s company’s revenue?

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112