discounting
7 statements across 6 episodes · 2 bullish · 2 bearish · 6 people on the record · first statement Sep 14, 2022 by Eleanor Dorfman · across every show →
Everything said about discounting, oldest first
Sep 14, 2022 neutral
Dorfman: Discounting in sales is a red herring without clear ROI
“There's a time and a place. But I think discounting is Sort of a false hearing. It's just, do you understand the value you're providing? Do you understand how important that is to them and what problems you're solving? Do you understand their alternative to us…”
Apr 19, 2023 negative
Aug 2, 2023
Jiménez: Early-stage sales discounts must always be traded for references or referrals
“I think it's all about a trade-off. It's like, what are you demonstrating from a value trade for that? Is there something that, Hey, I'm going to give you this discount, but exchange for that especially in the early stages, I need references. You know, I need …”
Oct 4, 2023 positive
Rosenberg: Reference Stories Reduce Sales Discounting by Building Urgency and Conviction
“Those reference customers make your net new acquisition a lot easier. And by the way, help you dramatically reduce discounting because when people hear the reference stories of all the benefit that they get from the solution, You essentially create the urgency…”
Oct 4, 2023 positive
Rosenberg: Asking payoff questions reduces discounting and speeds deal closing
“That's the question that's always missed by salespeople. They're just so happy to hear something that they think they can sell against. That they move too fast. Slow it down and ask that payoff question, because if you truly understand what the value is of sol…”
Apr 12, 2024
Sam Blond: Startups should only offer discounts late in sales cycles to drive urgency
“I think where people make mistakes and salespeople in particular make mistakes is like just defaulting to discounting. This is something that happens very late in a deal and it happens with A very clear trade-off, which is driving urgency to close.”