Martech

SEPTEMBER 22, 2022

But before I share my advice for this month, I’m going to make you do a little work. It should take you no more than five minutes, and it will help you apply my advice to your daily work. That’s always been my goal with this column. . Here’s what I want you to do: Grab a piece of paper and a pen or pencil. Minimize distractions.

Appointment 106

Appointment Profit margin Retail Price 106

Partners in Excellence

FEBRUARY 28, 2022

We were talking about the challenges his people had in articulating value and differentiation. We started to talk about how his team could present and defend value, minimizing the need to discounting. I was having a fascinating conversation with a good friend and client. We see this in virtually every product.

Price 85

Price Negotiate Up-sell Start-ups 85

Heinz Marketing

APRIL 10, 2021

Discounting And Defending Value. Value has various elements. Through the entire buying cycle, we focus on value creation and articulation and try to demonstrate the superiority of our value. Thank you for the great read, Gary Genard. Thank you for the insightful read, David Dye.

B2B 125

B2B Trust Construction Contact 125

Heinz Marketing

DECEMBER 26, 2020

We Don’t Create Value By Discounting It! Great selling has nothing to do with defending price. It has everything to do with defending value.” Thanks, Syed Balkhi. A Place to Write. Some wise words on writing and how non-complicated it needs to be. Thanks for your thoughts, Seth Godin. Thanks, Clare Ansberry.

B2B 82

B2B Entertainment Meeting Education 82

Partners in Excellence

DECEMBER 19, 2019

This time, the discussion started on “creating value,” and devolved into a discussion of discounting. Bob Apollo kicked off the discussion with the premise: Discounting is a sign of failure. It comes from our inability to differentiate and defend that value in ways meaningful to the customer.

Price 63

Price Sports Retail Represent 63

Partners in Excellence

FEBRUARY 22, 2021

We manage to present a powerful business case, to defend our value, to minimize discounting. We Need To Discount." Then there’s that adrenaline rush when we win! We pat each other on the backs, we celebrate! We are, justifiably, proud to have won the DEAL! Related Posts: Stop Heroic Sales Efforts!

Sales 87

Sales Pipeline Presentation Growth 87

Partners in Excellence

APRIL 3, 2019

Sales people come back pleading for a discount to match the customer expectations. We talked further, he defended himself, saying the customer understood the value proposition and what they would achieve. ” “Have you presented the business case to the procurement folks?” ” I asked. ” I asked.

Price 91

Price Up-sell Sell Presentation 91

Martech

FEBRUARY 25, 2022

That’s because consumers are already searching to buy these brands on Amazon, and sellers are waiting with steeply discounted inventory, generic alternatives and even knockoffs that will eat into the brand’s market share. Amazon is still the space to launch brands despite intense competition. Read next: E-commerce everywhere.

Launch 98

Launch E-commerce Transportation Retail 98

Partners in Excellence

AUGUST 18, 2015

There are thousands of posts and hundreds of books on Value Creation. The themes in all of this stuff usually follow a similar line of thinking: Customers define value in their own terms. Sellers have to create value aligned with what the customer thinks is important. To win, we have to create more value than anyone else.

Price 92

Price Represent Consult CRM 92

The Sales Hunter

SEPTEMBER 3, 2013

My belief is that if we as salespeople put more focus on helping the customer see value, there would be less need for us to spend time worrying about our price. The other thing that would happen is that if we focus on the benefits the customer is looking for, then we are going to see better the value we bring.

Price 95

Price Customers Consult Drivers/motivators 95

Partners in Excellence

FEBRUARY 16, 2017

Too often, we succumb to price pressure–even worse, we lead with price, making pricing the center of focus of our sales efforts, then being forced to discount to “win” the business. In complex B2B sales, the profitability and success of the suppliers is critical to the success of customers.

Profit margin 50

Profit margin Customers Price Gaming 50

Partners in Excellence

JANUARY 29, 2014

” We tend to think the only value we can create is through pricing actions–discounting. As sales professionals, we have to create sufficient value to justify and defend our pricing in every sales/buying situation. So how do we create value in this type of situation?

Contract 90

Contract Price Education Up-sell 90

SalesLoft

SEPTEMBER 9, 2013

In addition to having a solid discounting policy , you’ll want to understand the factors below that lead to pricing discomfort. Not Establishing Value Up Front. Without establishing value up front, it will be a struggle to defend your prices. You establish value by getting strategic with your customer.

Price 52

Price Negotiate Strategize Clients 52

ConversionXL

FEBRUARY 17, 2021

But it’s still a time crunch for Google to figure out how to defend their ad empire without access to the user-level data that’s made it so lucrative. offer a discount on some shoes that you left in a shopping cart”). offer a discount on some shoes that you left in a shopping cart”). Third-party cookies are the new Flash.

Networking 140

Networking Trust A/B testing Conversion 140

Partners in Excellence

JULY 2, 2014

But we’ve been successful and closed the deal—we may have had to discount a little to get it, but we’ve closed it. So the second sale is a little easier–it may take a little less time and resource, we may have not have to discount as much because we understand our value and can defend it better.

Prospecting 93

Prospecting Closing Launch Price 93

Partners in Excellence

JUNE 1, 2016

What’s my/our value proposition? How do I avoid discounting and defend my price? The questions cover hundreds of areas: How do I get a person to answer the phone? How do I get a meeting? How do I differentiate my solutions from the competition? How do I make sure I’m dealing with the right decisionmaker?

Price 49

Price Pipeline Promote Trust 49

Hubspot

MARCH 2, 2018

Because if the buyer didn’t have reservations about your solution’s price, value, relevance to their situation, or their purchasing ability, they would have already bought it. "Your product is just too complicated.". You don't understand my challenges. I need help with Y, not X.". You don't understand my business.". It's just a fad.".

Objection handling 101

Objection handling Contract Up-sell Prospecting 101

Partners in Excellence

OCTOBER 5, 2015

Bill had done a great job in competing and in justifying the value of his solution. We were debriefing a closing call. Bill’s solution had been selected. There was a strong business case demonstrating tremendous improvements in productivity. Bill walked into the meeting well prepared. You need to hit this price target.”

Price 92

Price Finance Negotiate Contract 92

Partners in Excellence

MAY 11, 2012

A high performing sales person, executing a well defined sales process will get phenomenal benefit and create much more value using these tools. Do we understand what customers value, how we create, communicate, and deliver differentiated value? Do we know how to develop and execute high impact sales strategies?

CRM 93

CRM Trust High impact Presentation 93

Heinz Marketing

SEPTEMBER 28, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 133

Pipeline Outside Sales Sales Up-sell 133

Sales Hacker

MAY 8, 2020

In it, Strategic Account Manager and top 1% performer at Oracle, Jamal Reimer, shows you how to think big and close on mega deals. What You’ll Learn. You’ll see behind the scenes of an actual mega deal. Why mega deals aren’t just for sales superheroes. 5 mindset shifts you need to make to become a whale hunter. ADD_THIS_TEXT. Key Takeaways (48:44).

Consult 61

Consult Contract Closing Up-sell 61

SaaStr

JULY 25, 2021

This was certainly one of them. Jyoti Bansal, Founder and CEO of harness.io and Dev Ittycheria, President and CEO of MongoDB held a fireside chat at SaaStr Annual. They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. Dev Ittycheria : Thank you.

Up-sell 100

Up-sell SQL Product Start-ups 100

SaaStr

JANUARY 17, 2020

Ep: 299: Yousuf Khan is the Chief Information Officer @ Automation Anywhere, the only web-based and cloud-native RPA platform. To date, Automation Anywhere has raised over $840m in financing from Salesforce Ventures, Workday, General Atlantic and NEA, to name a few. Loving our podcast content? This episode is sponsored by Brex. Harry Stebbings.

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Hubspot

JANUARY 27, 2016

"I got lucky.". "I I don't belong here.". I'm a fraud, and it's just a matter of time before everyone finds out.". Sound familiar? Most of us have experienced feelings of doubt and unworthiness at some point in our lives. But when your accomplishments are a result of your own knowledge, hard work, and preparation and you still feel inadequate.

Angle 78

Angle Territory Gaming Start-ups 78

Search Engine Land

JANUARY 31, 2024

7 signs links still matter While the overall narrative says links are losing value, it’s important to consider what’s in front of us. However, recent comments from Google’s Gary Illyes have led some to believe that links are losing relevance. Are links losing relevance in SEO? Where did we get the idea that links are dead?

Clients 113

Clients Territory Campaign Trust 113

Lead Fuze

JULY 5, 2023

From understanding the real concerns behind such objections to shifting focus from cost to value – we will cover it all. Understanding how to overcome price objections is a crucial skill for any sales professional, marketer or small business owner. Sharpen Your Listening Skills Sales is all about active listening, my friend.

Price 52

Price Objectives and Key Results Negotiate Sales 52

Veloxy

MAY 21, 2021

According to the FTC’s June 2016 complaint, the defendants paid affiliate marketers to send consumers millions of illegal spam emails from hacked email accounts, making it appear that the messages came from the consumers’ family members, friends, or other contacts. Email is among the most popular and cost effective means of marketing.

Legal 264

Legal Campaign Promote Commission 264

Partners in Excellence

JUNE 16, 2023

It’s around pricing and discounting. I never discount, I don’t believe there is a single situation in which a seller should discount. I never discount, I don’t believe there is a single situation in which a seller should discount. And when we do discount, it’s because we’ve failed.

Price 22

Price Gaming Negotiate Represent 22

PandaDoc

SEPTEMBER 28, 2022

Customers often try to haggle at the last minute when it’s really too late to back out of previous agreements. And it’s quite hard to overcome such attempts loss-free. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills. These games result in win-win situations.

Negotiate 98

Negotiate Price Gaming Contract 98

ConversionXL

OCTOBER 7, 2021

The classic lifespan of successful products is a story in four parts: Introduction Growth Maturity Decline. How this story plays out has a lot to do with the type of product and how it’s improved over time, if at all. In this article, we’ll look at the different stages of the product lifecycle through the lens of marketing.

Product 142

Product Minimum Viable Product Price Launch 142

Gong.io

JUNE 11, 2021

Value-centric. According to Gartner, the following attributes are found in world-class sales enablement functions: Aligned to revenue objectives. Design-driven. Technology-powered: “the modern sales enablement organization runs on technology. The goal of any solid onboarding program is simple: reduce new rep ramp time. Start with this.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Cerebral Selling

OCTOBER 30, 2022

Here, the right stories and emotionally connected value statements, delivered with humanity and conviction can work like magic, instantaneously building trust! I was instantaneously thrust into a world of tests, scans, special doctors, surgeries, follow-up treatments, and the crazy rollercoaster of emotions that go with all the above.

Quota 213

Quota Intrinsic Sales Negotiate 213

SaaStr

MAY 14, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. How did they do? All of them! We’ll talk more about that in a second. CEO of Algolia.

Price 95

Price Start-ups Up-sell X-functional 95

Partners in Excellence

JANUARY 30, 2019

Or if we could defend value more effectively, reducing our discounting, improving our win rates. Recently, I was having a conversation with a good friend and colleague. He asked me the question, “Dave, what to you think is the biggest problem area for B2B sales people in generating business today?”

Process 79

Process Pipeline Prospecting Sales 79

Partners in Excellence

APRIL 9, 2014

Inevitably, we get to talking about closing the deal and price/cost comes up and the discussion turns to discounting. The talk turns to negotiating strategies, and how to minimize the inevitable discount. This is the key to positioning our value and defending our pricing. What are they trying to achieve?

Objectives and Key Results 93

Objectives and Key Results Price Negotiate Clients 93

SaaStr

AUGUST 12, 2020

David Sacks, General Partner at Craft Ventures joins the New New in Ventures to discuss The Cadence and how to structure around it while building a start-up. David Sacks | General Partner @ Craft Ventures. When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders.

Finance 113

Finance X-functional Launch Objectives and Key Results 113

Sales Hacker

OCTOBER 7, 2021

It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. We’re often encouraged to hide, toughen up, and bury our emotions. The expectation is that we can “do it all.” Anything less is failure. For lack of better words…f*ck that. Imbalance is okay. Time to take notes.

Sales 130

Sales Start-ups Up-sell Cross-sell 130