Zoominfo

NOVEMBER 11, 2019

They want to feel good about who they’re buying from, and they want to walk away feeling good about the deal they’ve just made. To make customers feel good about the sale, communicate these three pieces of value, in this order: additional support additional product and services price discount. So any discounts should be last.

Closing 191

Closing B2B Scale Decision Maker 191

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. Why do value leaks occur? Value leaks are often the byproduct of previous losses.

Closing 120

Closing Proposal Negotiation Discount 120

Janek Performance Group

OCTOBER 18, 2023

Let’s explore why these widely held beliefs can hinder your sales success and what you should focus on instead. Myth #2: Always Be Closing The second biggest myth in sales is that salespeople should always be closing. Equally crucial are the steps that come before and after closing.

Ideal Customer Profile 62

Ideal Customer Profile Discount Lead Rank Lead Scoring 62

Janek Performance Group

APRIL 15, 2024

By stressing long-term relationships over short-term sales, sellers should form partnerships and work with buyers to achieve the best outcomes. However, while both sides have their wants, and one side’s needs should not supersede the other’s, it is still essential that sellers control the tone, tenor, and timing of the negotiation.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Hubspot Sales

AUGUST 21, 2023

Confirm that there is actually a deal to negotiate. First and foremost, you need to be mindful of where a deal stands before you engage in a price negotiation. Make sure you‘re not rushing into a closing call or trying to leverage a discount to force a deal’s timing. You need to remain mindful of this.

Negotiation 76

Negotiation Hubspot Discount Guidelines 76

MTD Sales Training

FEBRUARY 11, 2019

There are many times when a sale can stall in its progress and there are many reasons for it occurring. Now, what if your prospect that you’re dealing with wants a bigger discount ? What if you’ve already offered a discount and the prospect says ‘you’ve got to increase that discount?’. should do it.

Discount 199

Discount Margin How To Prospecting 199

Partners in Excellence

DECEMBER 18, 2020

I was doing a deal review. We were in the final stages of closing a big deal. They not only wanted the deal, but they needed the deal. ” Hidden in this elegant argument was a request for a 20% discount. I was so proud of the sales person. I was so proud of the sales person.

Discount 124

Discount Customer Relationals Conversion 124

Partners in Excellence

JULY 23, 2020

It was a morning of deal reviews. The sales person was reviewing the deals expected to close by the end of the quarter. Deal after deal, there were differing issues that had to be addressed for each deal. But I started noticing a problem, 100% of the deals required a “discount.”

Discount 109

Discount Incentives Incentive Competition 109

Hubspot Sales

NOVEMBER 24, 2020

Closing deals involving complex price modeling, a need for extensive product knowledge, varying potential discounts, or any other atypical standards and practices isn't exactly intuitive. A deal desk is essentially a sales-supporting brain trust. The deal itself is for a new, complex product as it's being released.

Closing 135

Closing Discount Construction Negotiation 135

John Barrows

APRIL 10, 2019

Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month. I received this email last week (looks like the end of someone’s Q1), which is a great example of sales done wrong, in my opinion. Discounts right away. Good for you.

Closing 161

Closing Licensing Discount Account 161

Zoominfo

NOVEMBER 13, 2019

Buyers want to feel good about who they’re buying from, and they want to walk away feeling good about the deal they’ve just made. 9 B2B Closing Techniques People buy from people first, then product second, according to ZoomInfo’s Director of Sales Steve Wernke. So any discounts should be last. Let’s get into it!

Closing 130

Closing B2B Decision Maker Scale 130

Marc Wayshak

OCTOBER 6, 2021

I call these salespeople superstars. So in this video, I’m going to show you 7 things to avoid if you want to be a superstar salesperson. I use this question as a proxy for any generic question that’s used to start a sales conversation. I don’t even know who this person is. I see no value in wasting my time here.”

Discount 106

Discount Sales Qualified Lead Lead Rank Lead Scoring 106

Hubspot Sales

APRIL 26, 2023

Walking away is hard, especially when it comes to potential deals. But in the long run, having a pulse on when to walk away and disqualify leads will help you refine your efforts and make you a much more efficient, effective salesperson. 7 Signs You Should Walk Away From a Prospect 1. Should we table this conversation?”

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

Gong.io

AUGUST 12, 2021

Your deal is so close, you can almost taste it. But there are still freakishly-common closing pitfalls waiting to derail your deal. Read this before your next closing call. Words that do not belong in closing calls: Suspense. Words that do not belong in closing calls: Suspense. Big reveal.

Proposal 109

Proposal Buyer Examples Discount 109

Hubspot Sales

MAY 24, 2023

A closing call is like the finish line of a marathon. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. Look after yourself first.

Closing 102

Closing Proposal Call-back Vendor 102

Sales and Marketing Management

MARCH 30, 2020

That is why Shapiro Negotiations Institute has taught for decades how to plan for successful sales and negotiations while maintaining and enhancing the relationship for future deals. If a goal of your sales team is to make better deals, faster and at better margins, then you must read (and follow) these five tips: . Think P.A.I.D.

Negotiation 279

Negotiation Margin Proposal Maximizer 279

Hubspot Sales

AUGUST 12, 2018

Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. You're not the only salesperson who feels apprehensive about the close. Here are a few proven closing techniques, and why they're so effective. Sales Closing Techniques. The Now or Never Close.

Closing 145

Closing Discount Fashion Objections 145

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open. It should grab them.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

Hubspot Sales

AUGUST 19, 2019

When they were individual quota-carriers, it was relatively easy to assess their sales pipeline. Because they were intimately familiar with each of the deals in their forecast, they developed a sort of “sixth sense” about which would close, and when. Sales managers often get promoted to their position from the rep ranks.

Pipeline 99

Pipeline Discount Top of Funnel Pivotal 99

The Sales Hunter

OCTOBER 8, 2013

You’ve barely met them and you’re eager to close a sale, so you give them your price. The customer hears your price and then starts to ask for a discount. You’re still eager, so you throw them a bone, hoping they will take it and you can close the sale. Deal closed!” Let me share an example.

Discount 209

Discount Closing Motivation Examples 209

Distribution Pricing Journal

SEPTEMBER 21, 2023

Understanding Price Reduction Discounting is a familiar tactic when trying to win large jobs in distribution. Builders might be looking to maximize their budget savings at a time when they are using the most materials. You also risk creating an expectation with all your customers that another discount is around the corner.

Discount 52

Discount Distribution Customer Tourism 52

Pipeliner

JANUARY 28, 2021

In Radical Value , I observe that every company exists only to deliver more value to customers than it costs to produce. I find that few do. Customer satisfaction scores are close, measuring perceived value delivered , but are “too-late-to-fix-anything” trailing indicators – nothing to manage to.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Partners in Excellence

FEBRUARY 22, 2021

We all have them, the “Must Win Deals,” where we pull out all the stops. We do everything we need to do to win the deal. Often, we are at our most creative moments when we do these deals. We manage to present a powerful business case, to defend our value, to minimize discounting.

Scale 86

Scale Discount Forecasting Pipeline 86

Shari Levitin

MAY 12, 2022

Here are two stories that perfectly illustrate how having confidence in your offering and standing firm on your price can get prospects to see the true value of your offering and why it’s a fair deal. Trainer : How much do you think it SHOULD cost? Trainer : I can’t train your whole team for that price. 5000 for THAT?

Objections 117

Objections Examples Hiring Call-back 117

Hubspot Sales

DECEMBER 6, 2017

Every holiday season, you'll find managers screaming at their reps to close more deals. Well, let’s face it, deals closed on December 31st carry more weight than deals closed on January second. 3 Ways to Close Deals Around the Holidays. 1) Make your end-of-year close December 10th.

Closing 123

Closing Discount Face-to-face Negotiation 123

Miller Heiman Group

JULY 7, 2020

In normal times, your buying influences —anyone who has a positive or negative impact on your ability to close the deal—are likely to be governed more by rationality than by their emotion. And you need to avoid the three deadly sins that trigger inaction. The Rational Decision Maker vs. the Emotional Decision Maker. What do we mean?

Decision Maker 113

Decision Maker Government Discount ACT 113

Zoominfo

DECEMBER 17, 2021

ZoomInfo’s podcast, “ Pretty Big Deal ,” shares big stories from salespeople about the deals that shaped their careers. Leverage Relationships In episode one, Bryan Tunick, a ZoomInfo sales manager, had to think quickly when a pretty fantastic deal nearly turned into a 90% discount.

Discount 100

Discount Negotiation Up-Sell Intent 100

Sales 2.0

SEPTEMBER 8, 2018

The more time I spend in sales and marketing, the more I see overlap between these areas. I think sales people should track numbers. When I look at most company’s prospecting numbers a big red light starts flashing in my head with words “bottleneck” written on it. Testing is for marketing not sales.

Top of Funnel 240

Top of Funnel Sales Qualified Lead How To Referrals 240

Pipeliner

MAY 22, 2020

Discounting gets a bad rap. Critics consider it an act of desperation, a last-ditch knee-jerk tactic vendors try when prospects get nervous and jittery about buying. Discounting is a Sure Sign of Sales Failure , proclaims one recent headline. Done right, discounting is hardly a mark of shame. Net worth: $16.7

Discount 98

Discount Vendor Buyer Retail 98

Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. Because in 2020 we should all know that data-driven strategies get you ahead of your competitors. Our post, “What is Buyer Intent Data?

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

The Pipeline

JUNE 26, 2018

Last week I looked at the power of the small word ‘NO’ in halting sales, preventing President’s Club, and more; but we looked at it in the context of the prospecting experience, very early in the process. ” The average close rate for Sales Qualified Leads is 16.5%. By Tibor Shanto. Get Past The Distraction.

Sales Qualified Lead 200

Sales Qualified Lead Objections Fashion Call-back 200

Marc Wayshak

APRIL 7, 2022

That’s why I made this video to show you the 10 things sales prospects hate about you …or most salespeople, anyway. Giving a pitch right away is the equivalent of opening up your jacket pocket and saying, “Hey, look at all the amazing things I have! I want to show you how we’re the best!” It’s the same in sales.

Prospecting 62

Prospecting Discount Intent Closing 62

DiscoverOrg Sales

SEPTEMBER 4, 2018

price discount. The line items you throw in may differ depending on your offering – but the price discount should always be last. When people are asking for discounts, Wernke says, they’re asking if what they’re buying is going to be successful. So any discounts should be last.

Closing 120

Closing B2B Decision Maker Scale 120

Partners in Excellence

AUGUST 18, 2021

Probably one of the weakest areas of buying and selling I see is “qualifying.” ” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” However, these are for sales people to use, hopefully, in finding good deals to chase.

Ideal Customer Profile 165

Ideal Customer Profile Outsourcing Services Customer Enterprise 165

Hubspot Sales

FEBRUARY 9, 2021

To help you understand which strategies aren't worth your time, we reached out to some experts to offer their takes on sales tactics that brands should avoid, going forward. Relying Heavily on Discounts. Ortiz also warns against leaning on discounts when conducting sales efforts in 2021. When will you make a decision?'

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

No More Cold Calling

DECEMBER 7, 2017

The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. One of their questions was, “Weren’t there times when everybody, or at least a few people, just panicked?” Failure is not an option.” Yes, they allow it.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Gong.io

JANUARY 1, 2021

They know the negotiation techniques to win deals. They understand the art of making a deal. They are well-versed in the skills necessary to close. . If they object, asking to just “discuss” via email, counter with, “I get that. But when is the “right” time to discuss pricing? Oh, and it’s hard to do it right.

Negotiation 127

Negotiation Call-back Proposal Decision Maker 127