Tag: sales force

Pricing: How deep do you discount? | Source Global Research

Pricing: How deep do you discount? | Source Global Research

How much do you have to discount your consulting fee rates for if you want to have an impact on buying behaviour? 5%? 10%? 20%? Research we carried out five years ago suggested that small price cuts make no difference, except perhaps to the procurement manager who has the lonely and thankless task of demanding […]

Avoiding the Need to Discount Starts With Prospecting [Video] | Mark Hunter

Avoiding the Need to Discount Starts With Prospecting [Video] | Mark Hunter

Are you having to discount deals to close them? Your need to discount is driven by one or two things. First is not prospecting the right people and second is the lack of creating value in the mind of the customer. If you don’t do both well there’s little chance in being able to close […]

7 Reasons Why Salespeople Cut Their Price | Industrial Distribution

7 Reasons Why Salespeople Cut Their Price | Industrial Distribution

No. 1: Because they can This is one of the strongest arguments against salespeople having pricing authority — because most will cut price when pressed by the customer. In a recent seminar, a group of managers was discussing their discounting levels. One manager explained that their salespeople could discount up to 50 percent off list […]

Top Pricing Articles & Videos from “The Sales Hunter”

Top Pricing Articles & Videos from “The Sales Hunter”

Search through our ever growing database of top pricing articles and videos from Mark “The Sales Hunter” Hunter… You can also find the latest on other “Hot Topics” in the news such as Dynamic Pricing, Freemium, Price Discrimination, Price Transparency, Pricing Psychology, SaaS and Surge Pricing to name a few via the drop down list […]

9 SaaS Discounting Strategies For Sales | Bowery Capital

9 SaaS Discounting Strategies For Sales | Bowery Capital

SaaS discounting is the practice of offering a lower price or rate to a particular customer in order to close the deal. It’s a sales strategy that most companies use from time to time. The benefits of SaaS discounting are clear: up your win rate, shorten sales cycles, keep a customer happy, etc. But the downsides can begin […]

Price Optimization: How Best-in-Class Performers Add to Both the Top and Bottom Lines | Aberdeen Group

Price Optimization: How Best-in-Class Performers Add to Both the Top and Bottom Lines | Aberdeen Group

“Do you want to work smarter or harder?” This phrase does not represent a new concept in B2B sales effectiveness, but today’s big data science capabilities add new layers of nuance to traditional methodologies for beating quota. A recent Research Report explores the value of price optimization solutions in contributing to more efficient customer management strategies. […]

Pricer’s Points | December 2014

Pricer’s Points | December 2014

The “Pricer’s Points” blog series provides a forum for pricing professionals to share their insights and experience. Our guest bloggers share their knowledge about specific product or industry challenges, geographic complexities, strategies, tactics, and technologies. This Edition is Sponsored by: Asia Pricing Professionals Asia Pricing Professionals (APP) is a not-for-profit community of pricing management practitioners. Our key […]

Discussion: Your sales force is the most important part of your pricing strategy

Discussion: Your sales force is the most important part of your pricing strategy

The world is full of amazing people with amazing abilities to develop incredible products and still you will often see that some of these products are not really successful when they are launched in the market. One example I saw about 20 years ago, was a building services product, which was developed to save energy. […]

Pricer’s Points: Your sales force is the most important part of your pricing strategy | Jesper Hansson – CPP

Pricer’s Points: Your sales force is the most important part of your pricing strategy | Jesper Hansson – CPP

The world is full of amazing people with amazing abilities to develop incredible products and still you will often see that some of these products are not really successful when they are launched in the market. One example I saw about 20 years ago, was a building services product, which was developed to save energy. […]

Pricing News Daily > 9/9/14

Pricing News Daily > 9/9/14

Pricing News Daily is a digest of top pricing strategy in the news, strategy expert and technology leader’s thought leadership, industry news and events, and resources for pricing professionals. This Edition is Sponsored by: Asia Pricing Professionals Asia Pricing Professionals (APP) is a not-for-profit community of pricing management practitioners. Our key objective is to raise the […]