May 2012 - Mimiran

Monthly Archives: May 2012

Volume Discounts for Salesforce.com

Volume Discounts in Salesforce.com

Salesforce.com is great for managing your pipeline, but sometimes you need a little help to get the customer a quote. One of the challenges is volume discounts (see customer  requests here and here). To mimic volume discount functionality in salesforce.com, … Read More

I sell services, how the %*$& should I sell? (part 4– reducing risk)

In Part 1 (“what do I sell?”), we looked at what most service businesses sell, and why selling hours can be a bad idea. In Part 2 (“what do customers buy?”) we looked at why customers buy outcomes, not hours. In Part … Read More

I sell services, what the %*$& should I sell? (part 3)

In Part 1, we looked at what most service businesses sell, and why selling hours can be a bad idea. In Part 2 we looked at why customers buy outcomes, not hours. Outcome-based Selling If the customer is willing to pay … Read More

I sell services, what the %*$& does the customer buy? (part 2)

In Part 1, we looked at what most service businesses sell, and why selling hours can be a bad idea. Now let’s look at the whole situation from the customer’s perspective. The Customer’s Perspective The interesting question in sales (and … Read More