Partners in Excellence

DECEMBER 19, 2019

This time, the discussion started on “creating value,” and devolved into a discussion of discounting. Without meaning to repeat Bob’s post, discounting comes as a result of our inability to get the customer to understand the value that we provide and create. It’s something I wholeheartedly agree with.

Price 63

Price Sports Retail Represent 63

Partners in Excellence

JULY 3, 2013

If the customer doesn’t have a need to buy, they won’t buy even if you give it away. It’s a major sales error to using pricing actions to break a stalled deal lose. Pricing actions are meaningless until the customer decides, “I want to buy.” It’s absolutely meaningless.

Customers 95

Customers Price Promote Education 95

Partners in Excellence

APRIL 1, 2013

It’s the customer’s moral and business obligation to always challenge you with, “But Your Price Is Too High.” What is the problem, is the mindless response from sales people, immediately offering a lower price. I’m not saying we won’t have to adjust our pricing.

Price 102

Price Negotiate Represent Engineering 102

Partners in Excellence

APRIL 4, 2013

My recent posts, “But Your Price Is Too High,” and “Price Is Meaningless Until You Establish Business Value,” have stimulate heated discussions and debates on LinkedIn and other venues. Our opinions of our value are meaningless unless the customer thinks it is important.

Education 96

Education Represent Trust Price 96

Partners in Excellence

JULY 4, 2013

Go to any bazaar or souk in the Middle East or Africa, go to a marketplace in Latin or South America, go to the famed “Silk Alley” in Beijing and you quickly learn the difference between the marked price and the “street” price. No one pays attention to the marked price. Buyers are sophisticated.

Price 89

Price Promote Gaming Consult 89

Partners in Excellence

AUGUST 12, 2014

Somewhere in the first 5 sentences of his pitch, he says, “I can save you more than you are currently spending,” or something similar. Paraphrasing Ian Brodie , “How can you make that statement until you know what I’m doing and what I’m spending?” How utterly stupid!

Price 93

Price Pitch Sales Prospecting 93

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. And that’s the secret sauce to closing deals–as well as maintaining our pricing. Until we and the customer have really internalized why they need to buy, every deal is at risk.

Objectives and Key Results 93

Objectives and Key Results Price Negotiate Clients 93

Partners in Excellence

SEPTEMBER 24, 2014

I should have guessed what he was going to say when he said, “Dave, when are sales people going to understand price is important, but that’s not the only thing people like me care about? He sighed saying, “Well you know how this always happens. ” I said, “You have me at the edge of my seat, what happened?”

Price 93

Price Territory Negotiate Contract 93

Partners in Excellence

OCTOBER 5, 2015

Bill had done a great job in competing and in justifying the value of his solution. There was a strong business case demonstrating tremendous improvements in productivity. As a result the business case was stunning. You need to hit this price target.” We were debriefing a closing call. Did they buy into it?

Price 91

Price Finance Negotiate Contract 91

Partners in Excellence

DECEMBER 15, 2015

The price was the price—period, exclamation point. The quantity purchased didn’t matter, the unit price was the same. It didn’t matter if you were the largest most important customer or the smallest, the price was the same. I had to learn how to sell without depending on pricing to win the day.

Price 52

Price Sell Growth Customers 52

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. Table of Contents. Conclusion.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

ConversionXL

JULY 12, 2017

We know that most people aren’t satisfied with their conversion rates (if you’re satisfied, stop settling for mediocrity – you can always improve !). That was, you can choose your own adventure in a way, and dive down whichever rabbit holes you’d like. What is user experience, exactly? Driving it is the UX.

UX 100

UX User Experience Objectives and Key Results Conversion 100

ConversionXL

JULY 12, 2017

We know that most people aren’t satisfied with their conversion rates (if you’re satisfied, stop settling for mediocrity – you can always improve !). That was, you can choose your own adventure in a way, and dive down whichever rabbit holes you’d like. What is user experience, exactly? Driving it is the UX.

UX 95

UX User Experience Objectives and Key Results Conversion 95

Hubspot

APRIL 23, 2024

Knowing the right buzzwords can help you prove to clients that you know what you’re talking about. Yet, not all buzzwords are created equal, and some may even paint you in a bad light. Think about a traditional business consultant who comes into an organization to identify which things are working and which aren’t.

Consult 57

Consult Conversion Clients Pipeline 57