Sales Hacker

NOVEMBER 1, 2019

They end up having little respect for us towards the end, which is why they either keep asking for things (discounts) or they just flat out disappear on us and don’t even give us the courtesy of a callback. Brainstorm what your client has asked of you during the sales process, whether that’s discounts, proposals, trails, etc.

Negotiation 105

Negotiation Discount How To Buying Cycle 105

Partners in Excellence

DECEMBER 2, 2014

Getting more frustrated, pushing harder, or worse, going back and offering a deeper discount if they move faster won’t help. Helping the customer achieve their goals, helping them drive the changes they want to have happen, helping them move through their buying cycle gets them what they want.

Discount 119

Discount Face-to-face Buying Cycle Call-back 119

MTD Sales Training

JULY 26, 2016

It may sound something like this: “Tom, many businesses in the construction industry have been able to save over 15% in their long-term buying cycles by using our preferred supplier status discounts. Is that something you’d benefit from too?” .

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

Partners in Excellence

DECEMBER 4, 2023

And, perhaps, that’s successful because customers are engaging us later and later in their buying cycles. ” And Price focused, “We’ll give you a deep discount.” But the costs are unsustainable, particularly as their investors introduce the “P” word into their business reviews.

Customer 146

Customer Scale Buying Cycle Discount 146

Pipeliner

JANUARY 28, 2021

Deal Winning Value Identified & Validated by Buying Cycle Stage. Price Premiums Achieved or Discounts Avoided. Most companies don’t even analyze their discounting behavior; even fewer measure price premiums achieved – they completely avoid KPIs around the most important lever to profitability.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Zoominfo

SEPTEMBER 3, 2020

Shorter sales cycles – Sales cycles are already long for B2B organizations, and automated emails serve as a virtual sales rep to nurture them. Automated emails encourage leads to move from the product research phase into the buying cycle. How Do You Set Up Email Automation?

Prospecting 130

Prospecting Scale Lead Nurturing Campaigns 130

Miller Heiman Group

DECEMBER 21, 2020

Sellers who have adapted and aligned with how buyers want to buy have 5% higher revenue attainment and 9% higher win rates compared to those who do not. During COVID, 82% of respondents have used concessions such as price discounting as an approach to salvage a deal that might not have closed. Adapt to longer buying cycles.

Face-to-face 122

Face-to-face Sales Cycle Report Survey 122

Partners in Excellence

APRIL 10, 2018

Too often, we get to the end of a buying cycle and pricing becomes the issue. The “D” word–discount–dominates the discussion. What If You Couldn’t Discount? The deal stalls, the customer may discuss a competitor’s lower price, they are looking for concessions.

Buying Cycle 63

Buying Cycle Discount Objections Revenue 63

Allego

JANUARY 16, 2025

Demo-to-Deal Conversion Rate: Tracking the percentage of demos that convert to deals allows you to help reps improve their sales conversations , close more deals faster, and shorten the buying cycle. Average Deal Size: Tracking average deal size allows you to determine if business is growing, dropping, or remaining unchanged.

Sales Qualified Lead 62

Sales Qualified Lead Lead Scoring Lead Rank Strategy 62

Hubspot Sales

NOVEMBER 28, 2021

Customers are assisted through automated communications during their buying cycle which limits the contact between employees and customers to streamline the experience. This rewards its most loyal customers with personalized gifts, offers, and discounts. Let’s take a look at a handful of examples: Airbnb Saves With Automation.

CRM 140

CRM Strategy How To Loyalty 140

The ROI Guy

JANUARY 3, 2012

Most sales professionals will readily admit that buyers have taken control of the buying cycle, and are demanding a different more value-based sales approach. Science tells us that when change is presented, the risks are amplified, while compelling benefits are heavily discounted, leading to a status-quo bias.

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

Customer Centric Selling

JUNE 19, 2018

A common ploy buyers use toward the end of buying cycles is having someone (often a non-Key Player) request a “best and final” pricing. In my experience, vendors selling non-commodity offerings can seldom discount their way into becoming Column A. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Negotiation 55

Negotiation Buyer Vendor Discount 55

Partners in Excellence

JULY 20, 2022

Alternatively, we try to increase their sense of urgency, “If you don’t order by… ” And then, there’s the king of all techniques, the discount. And for those decisions, buying cycles are getting longer! Make sure you buy it when it comes available in the Fall! The post Helping Customers Buy!

Customer 71

Customer Buying Cycle Face-to-face Discount 71

The ROI Guy

MARCH 15, 2011

Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Commodity sales professionals are being disinter-mediated.

Remedy 77

Remedy Lead Rank Vendor Lead Scoring 77

Mindtickle

MAY 21, 2021

Sharing a relevant learning module and AI-based insights: Was the rep able to gather the critical details they needed to pre-qualify the account, e.g., the customer’s challenges and goals, their current solution, their willingness to spend, the influencers and decision-makers in the buying cycle, etc.?

Coaching 104

Coaching Conversion Sales Coaching Lead Rank 104

Customer Centric Selling

MARCH 5, 2014

Whatever the reasons, buyers feel pressured when they aren''t ready to buy. The best outcome is getting orders, but often sellers have to give discounts to incent early decisions. Sellers that complete all these steps may be pleasantly surprised that sometimes buyers volunteer to buy. Need some help with your sales performance?

Closing 61

Closing Training Buying Cycle Incentives 61

Partners in Excellence

NOVEMBER 2, 2020

Typically, she won deals not through any sale skill, but through discounting. Our buyer aligned selling process, deal strategy development/execution are the foundation to our ability to maximize our win rates, deal values, and shorten our customers’ buying cycles.

Pipeline 90

Pipeline Ideal Customer Profile Top of Funnel Hiring 90

Customer Centric Selling

MAY 22, 2013

In attempting to take a buyer''s perspective, many times we consider how we would like to be treated while making buying decisions. Sellers are known to be most obnoxious at the start of buying cycles in bus dev efforts and at the end of buying cycles when closing. Need some help with your sales performance?

Closing 45

Closing Training Buying Cycle Incentives 45

Julie Hanson

MAY 31, 2017

3 “Start with Why” Questions: Here are the key things to take into consideration when addressing each type of “why” question in your presentation: Why should I buy this product or service? This “Why” question is common when a prospect is just entering in to the buying cycle or unaware that he has a problem that needs or can be solved.

Face-to-face 74

Face-to-face Hiring Competition Buying Cycle 74

Customer Centric Selling

APRIL 22, 2015

Those that are willing to buy will almost certainly expect incentives (concessions and/or discounts) for buying sooner than they expected. There are few instances in B2B transactions when closing and discounting will work if sellers aren’t the vendor of choice. Time is running out!

Closing 40

Closing Decision Maker Buying Cycle Discount 40

Pipeliner

JUNE 21, 2018

And went through the Sales Process and aligned it with the customer’s journey in the buying cycle. I did not discount my price to match or better the offer from the competition. I took a fresh look at it. It took time, energy and tested my patience. Then there was competition. Instead, I worked out a different strategy.

Guarantee 58

Guarantee Decision Maker Government Buying Cycle 58

The ROI Guy

APRIL 12, 2013

Most sales professionals will readily admit that buyers have taken control of the buying cycle, and are demanding a different more value-based sales approach. Science tells us that when change is presented, the risks are amplified, while compelling benefits are heavily discounted, leading to a status-quo bias.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Customer Centric Selling

OCTOBER 16, 2013

When taking this approach, how often will buyers remember and bring up the lower figure later in buying cycles? During negotiations if a buyer asks for pricing that is lower than what you can provide, my advice is to resist the temptation to tell them there''s no way you can get to that level of discount. can be troublesome.

Majestic 49

Majestic Training Negotiation Buying Cycle 49

The ROI Guy

FEBRUARY 20, 2019

Inundated with a ton of similar looking and solution-centric content, Gartner reports the average buyer squanders two-thirds of the buying cycle gathering, processing, and de-conflicting information to try to gain consensus and arrive at a purchase decision. Every time a B2B buyer considers a purchase, they face internal struggles.

Decision Maker 45

Decision Maker Buying Cycle B2B Buyer 45

The ROI Guy

JANUARY 5, 2011

As a result of Frugalnomics and other market drivers: 62% of B2B vendors indicated they needed more leads in order to generate the same amount of sales, 72% indicated an increase in buying cycle time over the past 6 month, The buying cycle timeframe has increased over 10% in the past 12 months. April 2009.

Sales Enablement 40

Sales Enablement Buyer Buying Cycle Lead Rank 40

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.

Social Media 58

Social Media ROI Media Webinar Metrics 58

Customer Centric Selling

JUNE 29, 2016

The best case is that concessions or discounting are necessary. When you think about it, issuing a proposal is a closing technique, as it should contain all the information needed to make buying decisions. Closing too early pressures buyers. The worst case is a loss to another vendor or to no decision.

Proposal 45

Proposal Vendor Buying Cycle Discount 45

Hubspot Sales

AUGUST 30, 2023

AI predicts the ideal discount rate and optimizes the pricing. AI pricing platforms like Competera streamline these processes by analyzing market trends, competitor pricings, customer purchasing behavior, and historical sales data to predict the right discount rate or limited deals.

Lead Rank 98

Lead Rank Data Top of Funnel Cost per Lead 98

The ROI Guy

FEBRUARY 2, 2011

CFO Control Drives Frugalnomics Further This centralization of power to financial chiefs has important implications for the way the buying cycle is managed, and how B2B sales and marketing groups must navigate these more complex waters. But the justification can’t stop there.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

LeadBoxer

JUNE 13, 2021

This article will discuss how the buying cycle and content mapping can guide your lead nurturing strategies to ensure that the customer journey is effortless. The Buying Cycle makes up the broad stages of a customer journey. Creating lead nurturing content at this stage of the buying cycle is crucial.

Lead Nurturing 53

Lead Nurturing Lead Scoring Lead Rank Sales Qualified Lead 53

OnePageCRM

MARCH 8, 2017

Think about offering a 1-2 month discount for annual subscription plans to encourage a longer-term commitment. It’s a way of rewarding your early adopters for buying into your idea right from the beginning. Should you offer discounts or go freemium? What to do if a prospect asks for a discount. Academia and students.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Sales Training Connection

FEBRUARY 27, 2015

Something is likely going on that will destroy the agreement later in the buying cycle. price discounting and the importance of selling value. But if you start to pick up signals that the agreement doesn’t appear to be in your customer’s interest – yet they still seem willing to move ahead – it’s a red flag. Investigate more.

Negotiation 50

Negotiation Face-to-face Decision Maker Buying Cycle 50

Customer Centric Selling

FEBRUARY 26, 2016

Even if successful, sellers often have to discount or make other concessions to incent buyers. In my mind, a buying cycle is much like a play. It may not happen often that a buyer volunteers to buy instead of being pushed by a salesperson to close. Need some help to increase sales?

Buyer 40

Buyer Closing Decision Maker Proposal 40

The ROI Guy

FEBRUARY 14, 2011

In the face of frugal buyer sentiment, a majority of B2B vendors are now requiring more leads to generate the same amount of sales and are reporting a substantial increase in buying cycle time. The inability for sales to engage buyers with value messaging has currently been cited as the number one reason for sales not making quotas.

Research 40

Research Buying Cycle Webinar Metrics Decision Maker 40

The ROI Guy

MAY 13, 2010

and according to our research are then less likely to win deals, and more likely to discount. However, although engaging later in the buying cycle is indeed a more efficient sales engagement technique, it is much less effective. The program can be reviewed at [link].

Vendor 40

Vendor Discount Decision Maker Proposal 40

Connext Digital

JULY 18, 2019

Once you notice a pattern in someone’s online activity, use it as an opportunity to deliver hyper-personalized emails that align with that person’s stage in the buying cycle. Customers are most receptive to exclusive offers, including not only discounts or promotions but also exclusive content. Provide email frequency options.

Strategy 49

Strategy Segment Email Marketing Buying Cycle 49

Jonathan Farrington

MAY 13, 2012

Adapt to shifts in buying cycles and customer behaviors. Use this code, s2cuk12topsales, to book your place and you will receive a £50 discount. Topics will focus on sharing ways business executives can : • Strategically align sales and marketing departments.

Conference 41

Conference Demand Generation Targets Demand Generation Buying Cycle 41