Showing posts from June, 2015

For Sale, Not On Sale - The True Cost of Discounting and What to Do About It

By Mark Schlueter & Tom Pisello
More sales execs are revealing that discount pressures are at an all time high, and as a result, they need more transactions than ever just to make the numbers.

There are several reasons why prospects are demanding higher discounts and making it harder for you to achieve your goals:Buyers are more empowered, with on-line / social resources readily available to research your competition and obtain competitive pricing.Procurement specialists’ incentive pay is now directly tied to the discounts they can extract from each vendor.A lack of substantial differences in your solutions and sales / marketing approach are leading you and your competitors to make price the key differentiator.
So how bad has it become? IDC reports discounts of 20% are now commonplace, but most vendors wish that was all. We routinely see much more pressure, with one network provider recently admitting to discounts of 70% or more, while an enterprise software provider routinely g…

No Decision is No Excuse

By Dan Sixsmith and Tom PiselloWhen Sirius Decisions stepped forward last month to announce that several commonly held beliefs about B2B buyers and sellers were not true, it got me thinking. What other falsehoods are out there?Well, we might have found another one, but first let’s recap the myth busting by SiriusDecisions. As espoused by several analyst firms, B2B sales reps were proclaimed a dying breed, with buyers anywhere from 57% to 85% complete in their decision making process before contacting sales, helping drive 1 million B2B salespeople to look or other careers in the next 5 years.But at SiriusDecisions Summit, research clearly pointed to both statements as pure bunk. First, the buyer’s journey today is so disjointed that it cannot be generalized. It's a highly personalized experience and unique to each company and stakeholder, involving sales and marketing at different stages throughout the process. Secondly, buyers are indeed doing more online research and they are mor…

What do Myth Busters, B2B Sales Reps and Real Estate Agents Have in Common?

Shy the pyrotechnics and crazy stunts, but still to the delight of the 2,000+ on hand, SiriusDecisions played the role of “Myth Busters” at their latest Summit in Nashville.
Analysts Marisa Kopec and Jennifer Ross retold the “tall tales” of Gartner, Forrester and CEB, about the Death of a Salesman. The myths? That B2B buyers were thought to be anywhere from 57% to 85% complete in their decision making process before contacting sales. That much of the buying will not need sales reps anymore, and that over 1 million B2B salespeople would go the way of the dodo.
So will 1 in 5 reps really be looking for a new career over the next 5 years?
SiriusDecisions pointed to comprehensive research of over 1,000 sales and marketing leaders, clearly indicating that these findings were just not true.
In discussions with the analysts, I suggested looking at B2C world, which has been ahead of B2B on its leverage of online resources and ecommerce, for evidence of how the B2B sales reps. Indeed, several comm…

Trigger Events, Value Selling and a Little Weekend Project Involving a Power Sander

I recently sent a copy of our new book "The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More" to Nancy Nardin at Smart Selling Tools, hoping to get a little positive feedback, and maybe have her include us in a summer reading list.

I was humbled by her response to the book:

"The Frugalnomics Survival Guide is one of those books you’ll want to come back to again and again as you head down the path to true value selling. No one likes to spend money, especially precious and limited budgets. 
Let’s consider the value of this book at 30 bucks… if you get just one good idea from it – which would be impossible not to have happen, it can impact your ability to hold a value conversation instead of a sales pitch - which just could change the trajectory of your entire career or the success of your organization as a whole."
See her entire review at:

Order a copy for …