Best Practices & Research to Make Your Marketing Operation More Effective

Marketing Ops Journal

Subscriber-Only Diagnostic

Already a subscriber? Login

Subscribe and get immediate access to this diagnostic, full access to our research library, and much more...

Three Types of Buyers That Don’t Buy On Price

Learn How to Identify Three Types of Buyers Where Additional Discounts Won’t Actually Help You Win the Business

Extensive research shows that despite the sales lore, pure price buyers are typically no more than 20-30% of any given B2B market. But customers have learned that if they complain loudly enough about price, they might get a break --- even if they are secretly willing to pay more. In this diagnostic by Chris Mitchell of Holden Advisors, you'll learn:

  • How to identify a buyer that takes a long-term view of their vendor relationships and values quality and collaboration.
  • How to identify a buyer that's really willing to pay a higher price as long as they're confident they're getting more value.
  • How to identify a buyer that's actually just pretending to be a price buyer in order to get the lowest possible price.
  • How to identify a true price buyer that really does want the lowest price and is willing to give-up value to get it.

This diagnostic is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Exploring Account-Based Marketing and Sales

    While the promise of account-based marketing is certainly compelling, it's important to get beyond the hype and understand what ABM really is and what it can really do for you and your company.

    View This Webinar

  • How Customers Evaluate a Price

    We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.

    View This Guide

  • Suffering from a Costly Case of Sticker Shock

    In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.

    View This Case Study

  • Seven Steps to Identify and Capture Your Value

    With dozens of different methodologies, it's easy to get sidetracked by all of the complexity of value-based selling and pricing. But it's the fundamentals that matter. This video guide gives you what you need to know in seven simple steps.

    View This Guide