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

  • The Myths of Marketing Automation Exposed

    Amid all the hype and clamor to get on the marketing automation bandwagon, are marketers really getting the truth about what these systems can...and can't...do? In this on-demand webinar, we explore the common myths and misconceptions that can hurt your performance.

    View This Webinar

  • Identifying Your Value Along Five Dimensions

    You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.

    View This Guide

  • How to Fight a Price War

    In this on-demand webinar, learn strategies and tactics for preventing a price war, handling "dumb" competitors, de-escalating and avoiding provocative situations, and winning without actually fighting.

    View This Webinar

  • Recognizing Seven Deadly Targeting Mistakes

    In this guide, you'll learn about the most common and costly prospect targeting mistakes that other B2B companies have made...so you can avoid making them yourself.

    View This Guide