As a contributing blogger for Only Influencers, A Private Currated Community for Email Marketers, I get to write about all things ESP sales and marketing. This month, I took buyers down the path of negotiating a deal as the quarter ends. What to ask for and what to gain in leveraging the clicking tock that leads to sales pressure in the vendor side.
Take a moment to click through and read the entire posting at Only Influencers, he's an excerpt:
With only a few weeks remaining in the quarter, this may be a great time to assess where you are in the buyers cycle with your potential new vendors. Why? Because if your potential vendor has you on the sales pipeline as a likely client, making a deal is in your favor.
Sales teams use all types of scoring methods to predict the likelihood of winning a client. This is done by assessing the stage of the sales engagement by defining finite activities and associating them with a score and a close date.
As a buyer, understanding where you are in the sales cycle can be of great benefit when it comes to negotiating a deal: most sales folks are under some degree of revenue pressure on a quarterly basis.
Qualifying a prospect and moving them through the pipeline is part science and part art. Not all opportunities are equal. For example; in the ESP space every deal includes a product demo. Up until the actual demo most prospects are not qualified well enough to achieve serious buyer status. Many sales folks will use the demo as a point of review to understand the viability of the deal.
For more on this visit Only Influencers.
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