Discover effective B2B sales strategies that enhance quotation conversion rates, improve RFQ/RFP success, and streamline vendor self-assessments.
Learn the purchasing techniques to improve your RFQ and RFP success rates.
This comprehensive psychographic research report examines the mindset, beliefs, and pain points of B2B sales professionals who struggle with low conversion rates on their quotes. Through analysis of forum discussions, industry articles, and authentic commentary from professionals in the field, we’ve developed a detailed profile of these individuals, their challenges, and their perspectives on existing solutions.
The research reveals that B2B sales professionals face significant psychological and practical challenges in the quoting process. They struggle with declining conversion rates despite maintaining quality and pricing, face increasing pressure to compete on price rather than value, and invest substantial time in quotes that often don’t convert. Their experiences have shaped strong beliefs about procurement processes, customer loyalty, and the changing nature of B2B relationships.
This report follows the RMBC framework (Research, Message, Brief, Copy) with a focus on the Research component to provide deep insights into the psychographic profile of these professionals. The findings will help inform messaging that resonates with their core beliefs, frustrations, and aspirations.
B2B sales professionals who struggle with quote conversion typically:
As one professional from the manufacturing sector noted: “Last year I was quoting about 1 job per day, my strike rate was about 50%, which I considered acceptable, now I am quoting about 8 jobs per day and my strike rate has dropped to about 25%. My chargeout rates have not changed, but my customer base has expanded.”
Economic Attitudes
B2B sales professionals demonstrate pragmatic economic attitudes shaped by their experiences:
One professional expressed this frustration clearly: “Pretty obvious if your win rate is down and you are bidding the same, people are dropping rates. If I miss on small quantities I am close, when I miss on high volume I get smoked as people are bidding half what I do, and these are people in the USA.”
Social Attitudes
Their social attitudes reflect their desire for recognition and respect:
This is reflected in comments like: “Some customers it is about 10% (and these are the ones that send out 10 or more RFQs to vendors). Others is near 100% (and no, that’s not because I’m the cheapest, it’s because I’m the best fit).”
B2B sales professionals aspire to:
The desire for efficiency is evident in comments like: “I’ve gotten where, on a low volume job, I’ll spend 15 minutes on a quote. I’ve got a spreadsheet that’s calculating run times or (sometimes) I’ll just wing it. I’ve found that by not being so anal, I’ve greatly reduced the time I sink into quoting.”
Victories and Failures
Victories They Celebrate
One professional shared their success strategy: “Overall I probably get 80% of what I quote, but it’s tooling and gaging, not production. I no quote about 10% of what I get RFQ’s for and if I don’t get more than 25% of what I quote, I stop quoting for them. I’m too busy quoting the work I’m likely to get and doing the work I’ve got.”
Failures They Experience
The frustration of low conversion rates is captured in this comment: “I good year is 1 job for ever 50 quotes. A bad year 1 job for ever 2 quotes. You will find good years you have more looking to do job than a bad year.”
Perceived External Obstacles
B2B sales professionals believe several outside forces prevent their success:
One professional articulated the “three bids” challenge: “There’s also a bit of buying psychology at work. Buyers typically want three bids. The only exception is in pure commodity buying, where the only differentiator is price, and then as many as ten or so bids are sought.”
These professionals have developed several prejudices based on their experiences:
This skepticism is evident in comments about predetermined bidding outcomes: “Of the three bids, one is typically the incumbent or preferred vendor, and the other two are for the final top two. This also translates to consumer buying behavior. In any competitive field, there are typically two major competitors maintaining decent market shares. A third competitor typically has a much lower share. Bottom line, if you’re not among the top two vendors for a particular class of job or product, they’re likely to treat you as a third wheel.”
Core Beliefs About Life and Business
B2B sales professionals believe in the value of expertise, quality, and relationships, but feel these values are increasingly undermined by transactional, price-focused procurement processes. They see themselves as solution providers rather than mere vendors, and deeply value the recognition and loyalty that comes from being a trusted partner rather than the lowest bidder. They struggle with balancing the time investment required for quality work against the reality that many quotes won’t convert, creating tension between their professional standards and business necessities.
Current Solutions and Market Attitudes
Existing Solutions in Use
What They Like About Current Solutions
What They Dislike About Current Solutions
Horror Stories About Existing Solutions
Do They Believe Current Solutions Work?
The market generally believes existing solutions provide partial benefits but fail to address the core challenges:
As one professional noted about conversion rates: “I did some research on this very topic a few years ago. Turns out the best run and most profitable custom design/manufacturing businesses win around 30% of their bids.” This suggests that even with optimal processes, the majority of quotes will not convert, making efficiency critical.
Innovative Approaches
Some innovative approaches to solving quote conversion challenges include:
Results of These Approaches
One professional suggested automation as a potential solution: “In today’s market it might be necessary to accept a smaller win rate. It may also be possible to automate enough of the quoting process to live with, say, a 20% win rate.”
Conspiracy Theories and Historical Context
Perceived Conspiracies
While not strictly conspiratorial, many B2B sales professionals believe:
Historical Context and Changes
B2B sales professionals believe:
Recent Exacerbating Factors
They believe their challenges have been worsened by:
B2B sales professionals struggling with quote conversion rates are characterized by:
These insights reveal a professional group caught between their ideals of quality, expertise, and relationships and the market realities of price competition, formal procurement processes, and transactional business relationships. Their psychographic profile suggests they would respond positively to messaging that acknowledges this tension and offers solutions that help them maintain their professional standards while adapting to market realities.
References and Sources
Forum Discussions
Industry Articles
B2B Sales Professionals Psychographic Research: RMBC Framework
R – Research
Demographic: Who Is Your Customer?
B2B sales professionals who struggle with quote conversion rates typically:
What Attitudes Do They Have?
Economic Attitudes:
Social Attitudes:
What Are Their Hopes and Dreams?
What Are Their Victories and Failures?
Victories:
Failures:
What Outside Forces Do THEY Believe Have Prevented Their Best Life?
What Are Their Prejudices?
Sum Up Their Core Beliefs About Life, Love, and Family In 1-3 Sentences.
B2B sales professionals believe in the value of expertise, quality, and relationships, but feel these values are increasingly undermined by transactional, price-focused procurement processes. They see themselves as solution providers rather than mere vendors, and deeply value the recognition and loyalty that comes from being a trusted partner rather than the lowest bidder. They struggle with balancing the time investment required for quality work against the reality that many quotes won’t convert, creating tension between their professional standards and business necessities.
Other Existing Solutions:
What is the Market Already Using? (List Out)
What Has Their Experience Been Like?
What Does the Market Like About Existing Solutions?
What Does the Market Dislike About Existing Solutions?
Are Their Horror Stories About Existing Solutions?
Does the Market Believe Existing Solution Works? If Not, Why?
The market generally believes existing solutions provide partial benefits but fail to address the core challenges:
Curiosity:
Has Someone Tried to Solve the Market’s Pain Points Before In A Very Unique Way?
Some innovative approaches include:
What Was The Result?
Is There A Conspiratorial Story Behind Why Old Solutions Didn’t Work?
While not strictly conspiratorial, many B2B sales professionals believe:
Are There Any Older Attempts to Solve the Problem (Pre-1960) That Are Unique?
Traditional approaches that have been somewhat forgotten:
Corruption:
Is There A Belief That the Market’s Pain Point Used To Not Exist, Or Used To Not Be So Bad?
Yes, many B2B sales professionals believe:
Is There A Belief That It’s Been Recently Exacerbated By Outside Forces?
Yes, B2B sales professionals believe their challenges have been worsened by:
B2B Sales Professionals Psychographic Research: Quote Conversion Challenges
Direct Quotes and Insights from Forums
From Practical Machinist Forum
On Quote Conversion Rates:
On Pain Points and Challenges:
From Other Sources
On Quote Conversion Challenges:
Pain Points Analysis
Based on the research, B2B sales professionals dealing with quote conversion challenges face several key pain points:
Market Attitudes Toward Existing Solutions
Psychographic Research on B2B Sales Professionals – Todo List
Research Planning
Data Collection
Demographic Insights
Existing Solutions Analysis
Curiosity and Corruption Aspects
Compilation and Organization
B2B Sales Professionals’ Pain Points:
A Comprehensive Analysis of Reddit Discussions
Executive Summary
This document presents a comprehensive compilation of 20 Reddit threads where B2B sales professionals discuss their pain points and challenges, particularly regarding quote conversion rates. The threads were identified using keywords derived from previous psychographic research and provide authentic insights into the struggles faced by B2B sales professionals in today’s competitive environment.
The analysis reveals several consistent themes across discussions:
This compilation organizes threads by relevance and engagement level, extracts detailed pain points from each discussion, and identifies common themes across all conversations.
Table of Contents
Top Keywords Used for Research
Based on previous psychographic research, these top 10 keywords were used to identify relevant Reddit threads:
Reddit Threads Compilation
1. Quote Conversion Rate Challenges
Thread: What’s your closed won rate?
Key Pain Points:
Notable Quote: “20% is minimum, 25% is benchmark and anything above 30% is excellent! Think about it, if I hand you 10 deals and 3 close (considering possible variables) that’s pretty good.”
2. B2B Marketing Pain Points
Thread: Advice for b2b sales page: what pain point to target?
Key Pain Points:
Notable Quote: “90% of them come with one of the two issues: Low conversion rate, whether it’s visitor to lead or lead to sale conversion.”
3. Inbound Lead Conversion Struggles
Thread: Why Inbound Leads Have Low Sales Conversions
Key Pain Points:
4. First B2B Sales Call Anxiety
Thread: I have my first B2B sales call tomorrow and am freaking out
Key Pain Points:
Notable Quote: “How do you normally go about b2b sales? Do you follow a specific structure e.g figuring out their pain points / presenting your solutions?”
5. Lead-to-Deal Conversion Challenges
Thread: How Do You Convert Targeted Leads into Closed Deals?
Key Pain Points:
6. Cold Calling Conversion Rate Concerns
Thread: What’s a realistic conversion rate for cold calling B2B?
Key Pain Points:
Notable Quote: “Average sale is ~$2,300CAD. I have some sales training, but I’m new to cold calling. Would a 1% conversion rate be realistic?”
7. RFQ/RFP Response Challenges
Thread: RFQ / RFP Response
Key Pain Points:
Notable Quote: “However, writing my RFQ response has always been a challenge. It is usually pretty weak and looks like this: Mr. Smith, Please find…”
8. RFP Hidden Opportunities and Challenges
Thread: Responding to RFPs can be exciting and filled with hidden treasures
Key Pain Points:
Notable Quote: “Every RFX contains hidden treasures that can help you win better deals now and in the future and learn about customers’ pain points.”
9. RFP/RFI Process Frustrations
Thread: RFP/RFI request for proposal/information in Sales
Key Pain Points:
Notable Quote: “I treat them by responding if I think I have a chance of being successful.”
10. Price Competition Struggles
Thread: The competition is killing me on price
Key Pain Points:
Notable Quote: “Selling to budget customers is a massive PITA. They are time-consuming, demanding, need hand-holding and will always find someone who does it cheaper.”
11. Competitor Pricing Pressure
Thread: How to Handle Competitor Pricing Pressure Without Losing Loyal Customers
Key Pain Points:
Notable Quote: “Lower the overall market price for everyone. Offer discounts to new customers and hope our good, regular customers don’t find out.”
12. B2B SaaS Pricing Challenges
Thread: B2B Saas pricing when competition pricing is hard to come by
Key Pain Points:
Notable Quote: “We’re seriously worried about underpricing, but overpricing is just as big a risk. Competitor pricing analysis is what’s recommended by all our advisors, but it’s proving very difficult.”
13. B2B Sales Fundamental Challenges
Thread: B2B sales is radically broken. Why isn’t anyone talking about it?
Key Pain Points:
Notable Quote: “We hear phrases like ‘predictable revenue’ with an industry-wide assumption that generating new business is simply a matter of hiring a few reps and measuring activities.”
14. B2B Marketing Challenges
Thread: What are the challenges faced by a marketer when running a b2b campaign?
Key Pain Points:
Notable Quote: “Long lead times. Sales not willing to track leads better in your CRM for better funnel tracking and retargeting later (not willing to change).”
15. Win Rate Definition and Measurement
Thread: Win Rates
Key Pain Points:
Notable Quote: “How do you define a win? Is it hitting all the success criteria? Is it hitting the criteria and confirming with customer that the product works?”
16. B2B Sales Greatest Struggles
Thread: Whats your greatest struggle with b2b sales?
Key Pain Points:
17. External Factors Affecting Sales Performance
Thread: 80% of your sales performance is impacted by external factors that you can’t control
Key Pain Points:
Notable Quote: “The economy, market, company, timing, and territory all play a massive role – probably 80-85% – in determining sales success.”
18. Value vs. Price Selling Challenges
Thread: Selling on value vs selling on price
Key Pain Points:
Notable Quote: “My preference is to sell on features/quality/value however about 50% of the time I find myself having to pitch price above value.”
19. Price Objection Handling
Thread: “Your price is way too high”
Key Pain Points:
Notable Quote: “My favorite take away is to steer the conversation towards value instead of price. If you’re more expensive, you’ll lose the price conversion every time.”
20. Price-Only Decision Making
Thread: When price is the only thing that matters
Key Pain Points:
Notable Quote: “95% of objections I face, is your price as good as or better than the other guy, if it isn’t then you’re not getting the sale.”
High Relevance & High Engagement Threads
Medium Relevance & High Engagement Threads
High Relevance & Moderate Engagement Threads
Moderate Relevance & Engagement Threads
Extracted Pain Points from Each Thread
1. Quote Conversion Rate Challenges
2. B2B Marketing Pain Points
3. Inbound Lead Conversion Struggles
4. First B2B Sales Call Anxiety
5. Lead-to-Deal Conversion Challenges
6. Cold Calling Conversion Rate Concerns
7. RFQ/RFP Response Challenges
8. RFP Hidden Opportunities and Challenges
9. RFP/RFI Process Frustrations
10. Price Competition Struggles
11. Competitor Pricing Pressure
12. B2B SaaS Pricing Challenges
13. B2B Sales Fundamental Challenges
14. B2B Marketing Challenges
15. Win Rate Definition and Measurement
16. B2B Sales Greatest Struggles
17. External Factors Affecting Sales Performance
18. Value vs. Price Selling Challenges
19. Price Objection Handling
20. Price-Only Decision Making
Why Your B2B Quotes Are Being Ignored (And How to Fix It Without Lowering Your Prices)
Dear Fellow B2B Sales Professional,
Are you tired of pouring hours into detailed quotes only to hear “your price is too high” or worse – complete silence?
You’re not alone.
“95% of objections I face is ‘your price as good as or better than the other guy?’ If it isn’t, then you’re not getting the sale.” – Frustrated B2B Sales Rep on Reddit
I understand your pain. You’ve crafted the perfect solution for your prospect. You’ve highlighted all the features, benefits, and value-adds. You’ve spent hours fine-tuning every detail of your quote…
…only to lose to a competitor with an inferior solution but a lower price.
The Brutal Truth About Your Quote Conversion Rates
If you’re like most B2B sales professionals, you’re probably converting between 20-25% of your quotes into sales. And you’ve been told that’s “normal.”
“20% is minimum, 25% is benchmark and anything above 30% is excellent! Think about it, if I hand you 10 deals and 3 close (considering possible variables) that’s pretty good.”
But is it really “good” to waste 70-80% of your quoting efforts?
Let’s be honest about what’s really happening:
And the worst part? You’re being evaluated on results that are largely outside your control.
“The economy, market, company, timing, and territory all play a massive role – probably 80-85% – in determining sales success.”
It’s not your fault. The system is broken.
The Price-Value Trap That’s Killing Your Conversion Rates
“My preference is to sell on features/quality/value however about 50% of the time I find myself having to pitch price above value.”
This is the trap that’s keeping your conversion rates low. You know you should be selling on value, but you’re constantly pulled into price-based competitions where the lowest bid wins.
Every time you compete on price, you:
“Selling to budget customers is a massive PITA. They are time-consuming, demanding, need hand-holding and will always find someone who does it cheaper.”
But what if there was a way to break free from this trap? What if you could transform how prospects evaluate your quotes entirely?
After analyzing thousands of successful B2B sales quotes and working with hundreds of sales professionals who were struggling with low conversion rates, we’ve developed a proven system that changes how prospects perceive your quotes at a neurological level.
The Value-First Quote Framework™ doesn’t just help you communicate value better – it fundamentally rewires how prospects make decisions about your quotes.
This isn’t about fancy formatting or clever wording. It’s about restructuring your entire approach to quoting to activate the value-recognition centers in your prospect’s brain instead of their price-comparison reflex.
How It Works
The framework consists of three core components:
1. The Perception Shift Protocol
This proprietary sequence of information presentation changes how prospects process your quote information. Instead of immediately jumping to the price section (as 92% of prospects do), they evaluate your solution through a completely different lens.
“My favorite take away is to steer the conversation towards value instead of price. If you’re more expensive, you’ll lose the price conversion every time.”
Our protocol ensures they never make that direct price comparison in the first place.
2. The Value Anchoring Matrix
This simple but powerful tool helps you quantify and present the tangible and intangible value of your solution in a way that makes price objections virtually disappear.
No more vague value statements or generic ROI claims. The matrix provides a concrete framework that makes your value undeniable – even to the most skeptical procurement departments.
3. The Competitive Insulation Method
This technique protects your quotes from direct price comparisons by creating a unique category for your solution that competitors simply can’t match.
“However, writing my RFQ response has always been a challenge. It is usually pretty weak…”
Not anymore. With this method, your RFQ/RFP responses will stand out dramatically, even in the most standardized procurement processes.
Real Results From Real B2B Sales Professionals
The Value-First Quote Framework™ has helped B2B sales professionals across industries dramatically improve their quote conversion rates:
What Makes This Different
This isn’t just another sales methodology or negotiation tactic. The Value-First Quote Framework™ is specifically designed for B2B sales professionals who:
Unlike generic sales training that tells you to “sell value, not price” without showing you exactly HOW to do it, this framework gives you a step-by-step system that’s been proven to work in the real world.
What You’ll Get
The complete Value-First Quote Framework™ includes:
Your Investment
The complete Value-First Quote Framework™ is available for just $497 – a fraction of what you’ll earn from just one additional converted quote.
Think about it: If your average deal is worth $5,000 in commission and this helps you convert just one more quote per month, that’s an extra $60,000 per year.
But you need to act quickly. We’re only making this available to 100 B2B sales professionals in this initial release to ensure we can provide full implementation support.
Our Guarantee
We’re so confident in the Value-First Quote Framework™ that we offer a full 60-day guarantee. Implement the framework, and if your quote conversion rate doesn’t increase by at least 30% within 60 days, we’ll refund your entire investment.
No questions asked. No hoops to jump through. Just send us an email, and you’ll get every penny back.
Take Back Control of Your Sales Process
Remember what that sales professional said on Reddit?
“The economy, market, company, timing, and territory all play a massive role – probably 80-85% – in determining sales success.”
That’s the old way of thinking. With the Value-First Quote Framework™, you take back control of the factors that truly drive quote conversion.
No more being at the mercy of procurement processes designed to commoditize your offering. No more losing deals solely based on price. No more wasting time on quotes that never convert.
Here’s What To Do Next
To get immediate access to the complete Value-First Quote Framework™, simply click the button below and complete your registration.
Within minutes, you’ll receive your login details and can begin implementing the framework right away.
Don’t let another quote go unconverted. Don’t lose another deal to a lower-priced competitor. Take control of your sales process and start converting more quotes at the prices you deserve.
To Your Success,
P.S. Remember, this is only available to the first 100 B2B sales professionals who register. Once those spots are filled, registration will close until the next release cycle. Secure your access now before all spots are taken.
P.P.S. Still on the fence? Consider this quote from another Reddit user: “We hear phrases like ‘predictable revenue’ with an industry-wide assumption that generating new business is simply a matter of hiring a few reps and measuring activities.” We both know it’s not that simple. The Value-First Quote Framework™ gives you a truly predictable way to increase your quote conversion rates without relying on outdated methodologies or price-cutting tactics.
Our insights help you increase quotation conversion and improve your RFQs/RFPs.
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