ViewPoint

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. We are not the low-price leader.) We need to find value gaps that we can attach a price to, so that we can justify the benefit in terms of added value.

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

AUGUST 16, 2018

Often hot leads are really buying companies that have already been sold by another vendor. They’re looking to you for what is frequently called column fodder, or price comparison after-the-fact, to justify the purchase of a competitive offering. It costs only an incrementally small amount to nurture long-term leads to fruition.

Lead Ranking 136

Lead Ranking Lead Scoring Sales Qualified Leads Leads 136

ViewPoint

AUGUST 9, 2016

Often hot leads are really prospective buyers that have already been sold by another vendor. They’re looking to you for what is frequently called column fodder, or price comparison after-the-fact, to justify the purchase of a competitive offering. Leads at every stage of the buying cycle are essential for a healthy pipeline.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Lead Scoring Demand 120

ViewPoint

FEBRUARY 2, 2017

While most companies say they sell a solution, not a product or service, the message around what that offering is (made up of a product, price and delivery mechanism) is more likely than not described differently by every marketing and sales executive in the organization. Are we a niche vendor, consultant, or service aggregator?

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Lead Scoring Leads 120

ViewPoint

APRIL 4, 2011

Vendors are getting much better at making the applications easier to use and are producing templates that streamline adoption. Could marketing automation be a solution that requires a barrier to entry that might, in fact, call for more aggressive pricing rather than lower pricing? Can you provide a couple of examples?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Planning 120

ViewPoint

DECEMBER 18, 2012

The Big Lie That Drives Pay Per Performance Pricing Requests. Click to start video at this point — The fantasy that drives pay for performance pricing is that if they switch vendors they will get a better price and will have to put in less effort and will still get better results. Price Motivated Buyers.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

JULY 11, 2011

Could the reasons why point to similar expense paths for the marketing automation vendors looking at going public? Significant market competition from established packaged and on-demand vendors. Extensive pricing pressure from competing services/products at lower prices. Customer needs can shift quickly.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120