Janek Performance Group

AUGUST 23, 2023

Product sheets, blogs, and white papers are effective tools, especially when strategically deployed in the sales process. Special discounts, one-time-offers, and other time-sensitive promotions can be great incentives to create urgency. Collateral stays with buyers when meetings and calls end. Of course, avoid the hard sell.

B2B 62

B2B Case Study Collateral ACT 62

The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. White Paper. Time Management. Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

SBI

NOVEMBER 2, 2017

For example, Model N provides solutions for Finance and Product teams to maximize revenues by designing more effective pricing and discount programs, and analytical solutions to develop new product launch strategies that maximize sales in a global market.

Revenue 131

Revenue Lead Rank SAP Maximizer 131

Cincom Smart Selling

MARCH 30, 2016

Marketing spends a lot of time and effort crafting direct-selling product collateral, web pages, campaign support materials, white papers and blog posts. How many sales were made at a discount? What types of discounts? Were there any special off-the-list discounts? How are we building that into our communications?

Marketing 72

Marketing Demographics Collateral Discount 72

Janek Performance Group

NOVEMBER 30, 2022

Our white paper , The Ultimate Guide to Developing a High-Performance Sales Organization , lists eight steps of the customer’s journey. Content a buyer would likely consume during their research: White papers. Rather than discounting, sellers must build value into their product. Avoid anything salesy or pushy.

Customer 62

Customer Case Study Loyalty Buyer 62

Sales Hacker

SEPTEMBER 24, 2022

For example, you could send them free eBooks or white papers, connect with them on social media, or make them a special offer. More than half of buyers expect to get personalized discounts within a day of sharing their data with a retailer. Offer free samples, member-only discounts, and other incentives. Final thoughts.

Paid Content 118

Paid Content Top of Funnel Funnel Ideal Customer Profile 118

Cincom Smart Selling

FEBRUARY 10, 2015

Pricing Configuration – Does the configurator allow you define the pricing and discounting rules backed on customers, geographic locations and product lines? Download the white paper here: [link]. Dependencies – Are specific features automatically selected when they are dependent on another feature? Source: Smart Selling.

Analysis 48

Analysis Discount System Software 48

The Pipeline

JULY 15, 2011

Discounting works on the Internet, too – but be careful. Discounting price also discounts value. Be careful about a blanket discount that can reduce the perceived value. This is one way in which discounting can work – sign up before midnight tonight to get 35% off. White Paper.

Pipeline 243

Pipeline Twitter Discount Hiring 243

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 ). Offer a special deal: Create a sense of urgency by giving booth attendees a unique discount code or offer.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

Engage Selling

AUGUST 31, 2012

referrals, web inquiries, white papers). Emphasize value of your product/service and offer more options, not discounts. The other 97% come from other sources (e.g., Same old sales script. If you’re talking more than listening on that first call to a prospect, trash that script. Start over, beginning with good coaching advice.

Cold Calling 48

Cold Calling Sales Qualified Lead Discount Referrals 48

Pipeliner

MARCH 18, 2021

Consider offering discounts to your partner’s customers should they purchase your products too. Here, ebooks and in-depth white papers can offer greater value than top-level blog posts. Next, you can offer affiliate opportunities to your cross-promotion partners. 4 Create some buzz around your product.

Promotion 98

Promotion Social Media eBook Comparison 98

Partners in Excellence

NOVEMBER 17, 2012

You know the kind–you get an email about a new white paper or research on an interesting subject, you get it, and it has a couple of bullet points on generic issues, then transitions into a pitch on “why you should buy my product.” The final category is, perhaps, the worst.

Construction 91

Construction Software Software Call-back 91

The Pipeline

NOVEMBER 11, 2011

And they always needed to, because clients had figured out that if they wait to the last week of the month, the company would cave in a sell at a discount. White Paper. They followed up in a week, and again a week later if they needed to. Time Management. Tongue in cheek. Trigger Events. Voice mail. Walk Away Price.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

Janek Performance Group

MAY 15, 2023

The trick is knowing when and how much, adding value rather than discounting. For more on successful negotiating, see our white paper The Ultimate Guide to Sales Negotiations. Overconfidence also hinders negotiation, especially when better-informed buyers push back. All negotiation requires some give to get.

Negotiation 62

Negotiation Course Buyer Lead Rank 62

The Pipeline

JULY 18, 2011

Every December the “Leadership”, would roll out the same special offer, an annual subscription for $30,000 if the customer committed before the all-important year-end, a $6,000 discount for those who bit. The other obvious lesson learned was not to sell at a discount. White Paper. Time Management. Voice mail.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Cincom Smart Selling

MARCH 23, 2020

Pricing discounts based on bundling or quantity are offered, and in most cases, the transaction can be cancelled or the product can be returned. Younger audiences are less likely to be reached via long form writing such as white papers or extended stories. With Amazon, the buyer searches for solutions. Audience Attention Span.

Marketing 62

Marketing Scale Cancellation Buyer 62

The ROI Guy

NOVEMBER 14, 2011

Leveraging research white papers, case studies and diagnostic assessments, sales and marketing can help increase opportunity awareness and prioritize that important IT infrastructure or business solution. Tip #5: Prove Customer / Competitive Value: Each SMB has unique and growing customer and competitive challenges.

Case Study 69

Case Study Marketing Proposal Hiring 69

Connext Digital

MARCH 10, 2019

These emails are more customized for the recipient and are usually sent after the prospect engages with featured content, such as downloading an eBook or white paper. You could include a discount, a free coupon, or a free product or service. Click-through rates (CTR) for these emails are three times higher than the average.

Customer 67

Customer Email Marketing Top of Funnel Campaigns 67

Appbuddy

JANUARY 13, 2022

The benefit doesn’t have to be a discount (although those are always nice). If you primarily send newsletters, consider offering subscribers an exclusive article or white paper in return for their details. . Clarks reminds their subscribers that sharing preferences results in more relevant messages.

Guidelines 52

Guidelines Promotion Follow-up Consumer 52

SugarCRM

SEPTEMBER 30, 2021

Someone filling out a form to download your latest eBook or white paper is undoubtedly considered a quality lead. One way to convert prospects into customers using webinars is to offer them a special discount or ask them to sign up at the end of the webinar. Lead magnets are a powerful conversion tool. Special Promotions.

Webinar Metrics 49

Webinar Metrics Lead Rank Lead Scoring Sales Qualified Lead 49

The Pipeline

JANUARY 13, 2012

If you spend the last week or 10 day of a quarter “closing”, limiting or skipping all other aspects of the cycle, what will you close 10 weeks after the quarter: Discounted deals. White Paper. Haven’t a clue. What’s in Your Pipeline? Tibor Shanto. Sales Success , Tibor Shanto , Time Allocation.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

Janek Performance Group

JULY 15, 2022

For example, a website visitor who downloads a gated white paper or or another piece of collateral may just do preliminary research. The other problem with thinking a prospect will respond to your benefit statement is that it discounts what they have been doing without your help.

Prospecting 62

Prospecting Sales Cycle Benefit Call-back 62

Smooth Sale

AUGUST 23, 2018

Become a member of the Canadian Professional Sales Association to access 1000s of sales related articles, white papers, podcasts, videos, training materials, travel discounts and more at cpsa.com. Listen to more CPSA podcasts here. Enjoyed the show? SUMMARY: In this CPSA podcast, we hear from top sales influencer, Elinor Stutz.

Hiring 60

Hiring Scale Media Webinar Metrics 60

The ROI Guy

APRIL 25, 2012

Our B2B customers continue to outperform their peers, increasing their lead-gen performance, breaking the status quo, accelerating sales cycles and reducing discounting,” said Tom Pisello, CEO and Founder of Alinean. and “Why the Proposed Solution?”

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

The ROI Guy

DECEMBER 23, 2010

Content that is most effective today included discounts, special offers, giveaways, recommendations / advice, webinars, videos, white papers, articles designed to deliver value, new ideas, credibility, personalization and entertainment. The more independent the content, the more credible it is.

Social Media 58

Social Media ROI Media Webinar Metrics 58

The Pipeline

MAY 23, 2011

For a nominal monthly charge of $49 they will deliver 100 LinkedIn connections per month, you want 200, you get a discount price, only $89 per month. White Paper. Just in case you think I am being too cynical, consider a tweet earlier this week from a Social Selling type promoting a site as a boon for Social Sellers.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

Sales Hacker

JANUARY 9, 2020

Finally, if they ask if there are discounts available, don’t just throw out a number. This could include content formats such as white papers , case studies, testimonials, and more. . Demonstrate that despite the upfront cost of your service, it will ultimately pay for itself in X number of months. 2: Passing Up the Chain.

Objections 72

Objections B2B Case Study Face-to-face 72

Klozers

JUNE 10, 2014

Once the traffic is on your website, marketing then drives the list building process via the numerous lead capture methods, such as white papers, video demos and free ebooks. . This is not the same as people searching for solutions they are willing to pay for. Dont forget to Follow Us on Twitter, Google + or Linkedin.

Follow-up 48

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 48

The ROI Guy

AUGUST 24, 2011

“Our interactive sales and marketing tools help fight Frugalnomics, delivering the provocative diagnostics and economic justification needed to help buyers make better decisions, and help vendors generate more demand, reduce sales cycles, reduce discounting and drive competitive advantage.”

Lead Rank 40

Lead Rank Lead Scoring Company Ideal Customer Profile 40

The ROI Guy

NOVEMBER 29, 2010

For example, this could include methodologies, presentations, white papers and assessment tools to help sales professionals identify and illuminate buyer issues, benchmark buyers versus competitors and best practice leaders, and create / drive solution roadmaps to help resolve the most pressing customer issues.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

Sales Training Advice

JULY 30, 2012

Write a white paper. Researching a white paper on best practices in your field will give you an excuse to seek out prospects, interview them, and ask them to refer you to others. Include in your signature or bio a mention of your newsletter, survey, white paper, etc. Launch a survey. Write for periodicals.

Prospecting 40

Prospecting Hoovers Referrals Jigsaw 40

Cincom Smart Selling

FEBRUARY 9, 2016

Demo facilities, white papers and other late cycle tools will be expected as well. Make sure you plan to either share that discount burden or offset it with a net price that takes the street price into account. Like any other sales channel, your indirect channels will need the basic tools required to sell your product.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Nutshell

AUGUST 27, 2018

Examples include sending them a white paper prior to the call, being mentioned as a referral from another client, commenting on some of their social media posts, or shaking their hand at a networking event. A coupon/discount. Typical lead magnet ideas include: An ebook or whitepaper download. A checklist. A cheat sheet.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

The ROI Guy

SEPTEMBER 3, 2010

The lack of preparation drives inefficient conversion, longer sales cycles, more discounting, and higher competitive losses. Are marketing and sales enablement teams producing the right presentations, white papers and tools for sales professionals to use in customer engagements?

Sales Enablement 40

Sales Enablement Face-to-face Collateral Sales Cycle 40

Jonathan Farrington

FEBRUARY 8, 2013

You can register now, and save $300, or you can use this special code – s2c13jf and enjoy a further discount of $175. So that’s a whopping $475 discount in total, but you must register by February 21st - HERE. And talking of Gerhard Gschwandtner, have you checked out his quite new site, SalesOpShop ?

Conference 36

Conference Social Media Discount Survey 36

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. White papers can help provide ideas of what issues researchers see as important, but today, you need something more personal.

Remedy 77

Remedy Lead Rank Vendor Lead Scoring 77

The ROI Guy

FEBRUARY 4, 2009

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. White Papers are Influence Kings, But Need Persona.

Microsoft 40

Microsoft ROI Licensing Social Media 40