Holden Advisors

OCTOBER 19, 2021

Too often, sales teams rely too heavily on discounts or service giveaways to close deals. How can sales teams get the negotiating flexibility they need to defend value and price? One solution is by adding new products and services. One solution is by adding new products and services. Why add products and services?

Negotiation 195

Negotiation Logistics Profitability Innovation 195

Holden Advisors

DECEMBER 6, 2021

In a recent pricing project with a technology hardware manufacturer, we carefully created a baseline product segmentation to better understand a discounting problem. Just because a customer is paying a low price does not mean they value your product or service at that low price point. Uncover the “Why”. Chart the course.

Negotiation 221

Negotiation Manufacturing Finance Profitability 221

Red Star Kim

AUGUST 24, 2023

And it’s particularly valuable to those working in professional services firms. So it makes him an ideal author on the business of professional services firms – whether for technical expert/fee-earners or marketing/business development professionals. He was an early pioneer in professional services marketing.

Finance 130

Finance Government Profitability Banking 130

Holden Advisors

FEBRUARY 18, 2022

One of my favorite tools for thinking about pricing and deal negotiation is the Customer Experience Pyramid from Outside In , a book by Harry Manning and Kerry Bodine. It simplifies how a customer perceives a company’s products and services by categorizing their emotional connection with the company into three sections. Price Buyers.

Customer Experience 195

Customer Experience Negotiation Decision-making Small Business 195

Hubspot Sales

MARCH 18, 2024

Strategically framing your prices. It doesn’t matter if you're operating in the luxury market or if your product is as cheap as chips — it’s how you frame those prices that will influence prospects and accelerate your close rate. 4 Powerful Pricing Tactics That Have Nothing to Do With Discounts 1. Let’s take a look.

Advertising 109

Advertising Sales Marketing 109

Red Star Kim

DECEMBER 22, 2022

Energy prices and other impacts from Ukraine. Property prices and investment and landlord regulation. High food and fuel prices. Commerciality – Finance, pricing, innovation and research (kimtasso.com). 13% Services. Instability in some international markets. Potential insolvencies and bankruptcies.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

Sales Readiness Group

MAY 26, 2023

In the sales world, pricing is crucial in determining whether or not a prospect will convert into a customer. However, discussing pricing prematurely with a prospect may not always be the best approach. Doing so can lead to a focus on cost rather than the value of the product or service.

Sales 139

Sales Management 139

Red Star Kim

JANUARY 16, 2023

The benchmark provided a snapshot of the views of 112 marketing and business development (M&BD) leaders at professional service firms (PSF). Over 70% anticipate a downturn in the economy in 2023 compared to 2022, but respondents believe that professional services will be more resilient than other sectors. Develop new services.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Red Star Kim

APRIL 11, 2023

Price certainty – More than two-thirds (68%) now say they prefer to seek a fixed price when instructing external advisors. They listed all the key documents to deconstruct: the main document, pricing document, specification and supporting appendices (including policies).

Government 130

Government Innovation Meetings Finance 130

Hubspot Sales

OCTOBER 10, 2023

Price: HubSpot charges a percentage of each transaction, so you only pay for the service when you use it. Price: Free. Zoho Source Zoho Subscriptions is a software that enables businesses to set up billing frequencies and cycles for their products or services. Price: Lite at $8.50

Software 110

Software Software Banking Value Proposition 110

Nutshell

JANUARY 17, 2024

Provide social proof: Another benefit of customer reviews is that they offer social proof, allowing prospective customers to read what their peers have to say about a product or service. Improve customer service: Customer reviews often include descriptions of people’s experiences with your company. Loox Price: Starting at $9.99/month

Artificial Intelligence 71

Artificial Intelligence CRM Software Software 71

Hubspot Sales

JANUARY 17, 2024

Confession time: I've been in the market for a new car for months now, but the thought of stepping onto a car lot and negotiating prices with a car salesperson is about as exciting as getting a root canal. I can pinpoint the exact value of my current car, compare prices, and find the right car for me.

Value Proposition 90

Value Proposition Decision-making Sales Internet 90

Hubspot Sales

SEPTEMBER 8, 2023

With softphones, you can call a client, prospect, customer, or colleague from anywhere, as long as you have internet service, a microphone, and a speaker. Because of the cost savings and convenience, softphones are growing in demand — the VoIP services market is expected to reach $472.26 billion by the end of 2033.

Internet 94

Internet Remote Working Software Software 94

Customer Think

JANUARY 3, 2023

Occasionally, your brand may be forced to increase the prices of your core products and services. Even your most loyal customers may be disappointed by this, especially if they chose your brand specifically because it had some of the lowest prices available. Pricing Dynamics […].

122

122

PandaDoc

MAY 16, 2024

Key takeaways Indirect sales consists of selling products and services through intermediaries. Indirect sales consist of selling products and services via partner companies, a type of sales collaboration. In direct sales , you, the producer, sell your goods and services directly to the consumer. What is direct vs indirect sales?

Retail 52

Retail Manufacturing Profitability Sales 52

Nutshell

DECEMBER 22, 2023

SurveyMonkey for best overall Price: Free, or starting at $25/user/month Key features: Hundreds of question variations and survey types across templates 100+ app integrations and plug-ins AI and machine learning tools like SurveyMonkey Genius 2. Customizable template gallery Shareable forms that can also be embedded into websites 9.

CRM 126

CRM Software Software Internet 126

Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Each type of buyer may have very different reasons for purchasing the same product or service. They make buying decisions about products and services they don’t personally use. This may derive from a lack of specific expertise with your product or service.

Procurement 68

Procurement Management Decision-making Sales Training 68

Hubspot Sales

SEPTEMBER 27, 2023

Excited about the potential of subscription-based offerings, you convince your team to launch a new subscription service. Customers are complaining about billing errors, experiencing delays in service activations, and struggling with subscription changes. The initial response is promising, with customers signing up left and right.

Management 89

Management Software Software Decision-making 89

QYMATIX

MARCH 26, 2024

In addition to the well-known pricing strategies, you will also learn about the role of predictive analytics in pricing, especially for mid-sized wholesalers, why these companies can also reduce their churn rate through predictive analytics, and why AI is necessary. Let’s take a closer look at two critical aspects.

Management 52

Management Artificial Intelligence CRM Software 52

Nutshell

JANUARY 11, 2024

Email apps vs. email services What makes a great email client? Email apps vs. email services Before we go on, let’s quickly distinguish between email clients and email services. Services refer to the companies that run your email account, storing all your emails on their servers and transferring emails between accounts.

Marketing 71

Marketing CRM Digitalization Management 71

Nutshell

JANUARY 11, 2024

Email apps vs. email services What makes a great email client? Email apps vs. email services Before we go on, let’s quickly distinguish between email clients and email services. Services refer to the companies that run your email account, storing all your emails on their servers and transferring emails between accounts.

Marketing 71

Marketing CRM Digitalization Management 71

Hubspot Sales

FEBRUARY 9, 2022

This is an everyday example of price tiering that gives the seller more opportunities to convert leads and the buyer more options to fit the experience and price they desire. What is tiered pricing? Merchants who offer a variety of pricing plans or packages to their prospects are likely operating on a tiered pricing model.

Software 111

Software Software Marketing Meetings 111

Groove HQ

MARCH 19, 2024

“Customer service shouldn’t just be a department, it should be the entire company.” ” – Tony Hsieh Amongst the rising wave of new competitors that can offer similar services (or products) for comparable prices, importance of customer service can not be stressed out enough.

Management 57

Management 57

QYMATIX

MARCH 19, 2024

Powered by AI and predictive sales software , dynamic pricing is one of the most potent instruments in this battle for relevance and profitability. This article will take you on a journey through the transformative power of dynamic pricing in B2B. Dynamic pricing, when managed effectively, can achieve both. Absolutely.

B2B 52

B2B Digitalization Suppliers Sales Analytics 52

Brooks Group

FEBRUARY 21, 2023

View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit. Your sellers will not succeed in sales if… They believe your price is unfair.

Negotiation 72

Negotiation Sales Training Value Proposition Retail 72

Hubspot Sales

MARCH 9, 2021

Now, I'm going to go out on a limb and guess he wasn't talking about pinning down a pricing strategy for your business, but that quote still applies in that context — although maybe with a little less dramatic flair. Pricing objectives are an essential component to consider when pinning down an ideal price point.

Profitability 132

Profitability Decision-making Prioritization Marketing 132

Hubspot Sales

NOVEMBER 26, 2021

Discount pricing is borderline omnipresent. We've all seen retail outlets offering sale prices or "buy one, get one free deals" — and for good reason. Here, we'll dive into the concept a bit further, review who it works best for, see some discount pricing examples, and review the method's pros and cons.

Retail 126

Retail eCommerce Profitability Construction 126

QYMATIX

MARCH 12, 2024

According to the Federation of German Wholesale, Foreign Trade and Services (BGA), wholesale and foreign trade companies are increasingly realising the potential of using artificial intelligence. This application area of AI in wholesale supports primarily sales and internal customer service. What are AI-based assistants for sales?

Artificial Intelligence 52

Artificial Intelligence B2B Logistics Sales Analytics 52

Hubspot Sales

MARCH 25, 2024

It can be tricky to tell when these folks are truly considering your solution, and when they are giving lip service out of a need to appear nice or avoid uncomfortable reactions. The “Price Shopper” Mark Damsgaard , Founder of Global Residence Index , says salespeople should be mindful of overly cost-centric buyers.

Decision-making 105

Decision-making Sales Finance Prioritization 105

Nutshell

APRIL 3, 2024

When you’re running a consulting services business, a good CRM is a must to streamline your client acquisition process and keep a good balance between landing clients and delivering services. Consulting services-specific CRMs were built to help consulting firms create and optimize their sales process.

CRM 71

CRM Software Software Acquisition 71

Arpedio

APRIL 30, 2024

Unlike traditional methods, value selling focuses on delivering unique value to customers and aligning their needs with your product or service. Instead of pushing products or services, value selling focuses on understanding your customer’s needs and demonstrating how your offering provides the solutions they are seeking.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Brooks Group

MARCH 8, 2023

View this week's video How Do I Help My Team Get the Pricing They Want? Helping salespeople arrive at the price they want is a multi-step, dynamic process with all prospects. They should be thinking about how to get their price from the moment they first speak with the prospect. Buyer sentiments change as markets change.

Sales Training 82

Sales Training Decision-making Marketing Leadership 82

Hubspot Sales

JUNE 3, 2022

Imagine not having to take other companies’ pricing strategies into account when deciding how much you’ll sell your products for — or being the company that sets the standard for pricing in your space. That's the premise behind a prominent pricing strategy known as price leadership. Types of Price Leadership.

Leadership 94

Leadership Marketing Profitability Innovation 94

Hubspot Sales

MAY 18, 2023

If you’re selling your services, ask for the highest possible rates for your business that you can justify. If you’re buying, ask for the lowest price that you can justify. Bracketing means you make an offer that is equally far apart from the final price you want to pay as the other side’s initial offer is.

Negotiation 111

Negotiation Profitability Meetings Sales 111

Groove HQ

APRIL 2, 2024

The new frontier of competition in developer markets was and remains customer service. If companies play their cards right, customers are ready to absorb a higher price just because they believe the brand and know that if anything happens – they will receive the best support their is.

Marketing 57

Marketing 57

Hubspot Sales

JUNE 14, 2022

The most successful products and services have some kind of edge — a defining, compelling x-factor that captures and capitalizes on potential customers' attention. Having a competitive advantage means being able to present your customer base with a unique, compelling reason to pick your product or service over your competitors.

Leadership 106

Leadership Construction Small Business Marketing 106

Hubspot Sales

DECEMBER 13, 2023

You'll provide a brief overview of your product or service and try to gain their interest. You’ll ask open-ended questions to understand their pain points and determine if your product or service is a good fit. You demonstrate the value they've received from your product or service and address any concerns they may have.

Negotiation 104

Negotiation Telecommunications Sales Software 104