MTD Sales Training

FEBRUARY 15, 2012

Bash the competition. The buyer already agreed to buy, and the sales person, now feeling victorious, begins to bash the competition in an effort to put more cement on the sale and completely shut out the competition. If you truly were not worried about the competition, you would not be talking about them so much.

Competition 237

Competition Up-Sell Buyer Benefit 237

Partners in Excellence

AUGUST 19, 2020

Second, the customer is looking at the competitor for a reason, if we start blindly trashing the competition, we are also trashing the customer and their thinking. At the same time, we can’t ignore the competition. Not only the competition, but us, as well.) Related Posts: Beating The Competition!

Competition 110

Competition Positioning Report Relationals 110

Partners in Excellence

JULY 14, 2020

It seemed an inordinate part of the discussion focused on the competition. People went back and forth on their strengths relative to the competitors, the relationships the competitors had with the customer, strategies to deal with the competition. ” But we seldom develop competitive strategies to deal with this possibility. .”

Competition 107

Competition Cancellation Face-to-face Discount 107

MTD Sales Training

AUGUST 9, 2012

Do not bash the competition. The PP will often try to bait you into taking sides against your competition. They are paranoid and suspect of everything and sometimes even sold proof to the contrary does not sway their beliefs. Often there is good reason for prospective buyers to share such a sentiment.

Prospecting 273

Prospecting How To Guarantee Buyer 273

The Sales Hunter

NOVEMBER 19, 2012

I’m not a big one to spend an overt amount of time worrying about the competition, but I do get concerned when I hear from salespeople about this… their concern is what their competitor is saying about them. Just don’t drive it home by bashing the competition. The best defense is a good offense.

Face-to-face 190

Face-to-face Competition Comparison Sales Leadership 190

MTD Sales Training

NOVEMBER 9, 2011

Do not bash the competition. The PP will often try to bait you into taking sides against your competition. How do you handle the prospect that is afraid of everything and everybody? You know the person I’m talking about. That prospect who is so paranoid, you wonder how they got the job and how you set the appointment. .

Prospecting 214

Prospecting Guarantee How To Competition 214

Sales Hacker

FEBRUARY 16, 2023

So, if the prospect casually mentions they are using a competitive technology, you don’t bash. Rejection is part of the job in sales. That is the absolute truth. 90% of the time you’ll get a “no.” What people need to realize is that success and failure are on the same exact road. They’re not that different from one another.

Face-to-face 93

Face-to-face Relationals Pipeline Objections 93

Partners in Excellence

MAY 17, 2019

At some point, we or colleagues may choose to go work someplace else–even our competition. Most of the time, there is intense competition–I want to beat them, just as they want to beat me. Sometimes our customers choose competition, either because their solution is better or because we may have been outsold.

Competition 85

Competition Call-back Meeting Relationals 85

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. In many cases, just initiating the first contact doesn’t deliver any business growth. B2B sales prospecting in a nutshell.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Highspot

MARCH 27, 2019

Something was different about the 2019 GeekWire Bash. Attendance continued to grow, the dodgeball competition was fierce, but what really stood out was the excitement in the air emanating from the fresh, excited faces of young company leaders, employees, and families. It’s no secret that Seattle’s tech scene is booming.

Meeting 40

Meeting Microsoft Nonprofit Face-to-face 40

Partners in Excellence

NOVEMBER 30, 2012

My friends at OpenView Labs asked for my views on “bashing” the competition. As you might guess, I have some pretty strong opinions on it. To read the accompanying article, visit my friends at OpenView: The Single Worst Thing A Sales Person Can Do! There’s quite a discussion at the site, join in!

Competition 91

Competition Relationals Sales Marketing 91

MTD Sales Training

OCTOBER 20, 2011

As a professional sales person you should know everything there is to possibly know about your competition and your industry. You are then forced to defend yourself and bash the competition, both of which push you and the prospect further apart. . Guilty By Association. This is for professionals only! Two Possibilities.

Fashion 237

Fashion Prospecting Objections Industry 237

Partners in Excellence

NOVEMBER 4, 2018

As they asked for my preferences, the choices I was given were only their traditional competition–other old line business publications. As they asked for my preferences, the choices I was given were only their traditional competition–other old line business publications. But today competition has changed.

Competition 77

Competition Cancellation Vendor Comparison 77

LeadIQ

MAY 14, 2018

The point is, there is always going to be competition. Throughout business history, being first to market is always great, but often times, it is the 2nd and 3rd companies that come to market that prevail. Sometimes it may even be the 15th-20th company in that space then ends up prevailing. No one knows why these two are flipping.,

Customer 58

Customer Decision Maker How To Vendor 58

MTD Sales Training

JANUARY 4, 2012

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. Recession Or Not, It’s Going To Be Like This For A Long Time. Whether you think we’re coming out of the recession or not, business has changed for a long time to come.

Social Media 149

Social Media Negotiation Lead Capture Margin 149

BrainShark

JUNE 28, 2023

Why sales coaching matters — a few key points Knowledge retention Sales coaching activities add an interactive element to learning and are an excellent way to ensure knowledge retention and evaluate whether reps can “play back” what they learned in their training. Ever heard of the Ebbinghaus Forgetting Curve ?

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Partners in Excellence

AUGUST 29, 2012

Understanding our competition in each deal is important. But strategies driven by responding to the competition not providing leadership to the customer are simply losing strategies. In doing this, we surrender leadership and innovation to the competition. They complained, “How do we deal with this competitor?

Strategy 95

Strategy Competition Positioning Consumer 95

MTD Sales Training

JANUARY 4, 2012

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. Recession Or Not, It’s Going To Be Like This For A Long Time. Whether you think we’re coming out of the recession or not, business has changed for a long time to come.

Social Media 120

Social Media Negotiation Lead Capture Margin 120

Braveheart Sales

JUNE 23, 2020

You need to hire or keep the salespeople who are the most adept at hunting, who aren’t afraid to fight to get new business and who aren’t bashful about getting paid for the value they and your company deliver. Salespeople who thrive on competition and aren’t complacent. Sometimes that means making cuts: Maybe expenses, maybe headcount.

Hiring 52

Hiring Decision Maker Comparison Buying Cycle 52

MTD Sales Training

NOVEMBER 20, 2017

Know The Prospective Buyer. Understanding and dealing with different personality types. Buyer Traits. While every person is different, you will find that most prospective customers fit into certain categories. We will examine how to recognise each one, and then provide tips on how to deal with them. Different Prospective Buyer Types. The Assertive.

Buyer 120

Buyer Prospecting Education Guarantee 120

Partners in Excellence

AUGUST 3, 2015

I asked, what competition are they looking at, what do they think of them? Sales people dance around the competition issue. They don’t want the customer to look at competitors, they don’t want to make the customer aware of competition, they are afraid that bringing up the issue of competition might disadvantage them.

Competition 48

Competition Relationals Up-Sell Influencer 48

Hubspot Sales

MAY 29, 2018

Now, I’m certainly not here to bash men in sales. Early in my career I was hired as the “guinea pig” to prove a concept for a marketplace. While they had a hunch it would be lucrative, they didn’t know if it would work and needed a salesperson to dig in to see what the road ahead might look like. Women close 11% more deals than men.

Face-to-face 102

Face-to-face Hiring Demographics Sports 102

A Sales Guy

NOVEMBER 14, 2011

When we critique, we take information we’ve just acquired and bash it against the knowledge we have stored in our brain and produce validations AND alternative ideas, options, actions, approaches etc. It’s usually at the point when they reach the decision they need to call you or your competition. Good luck with that.

Customer 111

Customer Social Media Lead Rank Lead Scoring 111

Partners in Excellence

OCTOBER 30, 2012

We all know the saying, “Things would be great if it weren’t for those damned customers!” ” It’s said in jest, but sometimes I get the feeling there is more truth than many would like to admit. Unfortunately, we all have too many stories of how we have been treated by the people and companies we buy things from.

Customer 90

Customer Maximizer Loyalty Negotiation 90

Partners in Excellence

AUGUST 2, 2012

Some tend to approach this by focusing on differences with the competition or by bashing the competition , I tend to think these are weak sales strategies. Some tend to approach this by focusing on differences with the competition or by bashing the competition , I tend to think these are weak sales strategies.

Face-to-face 88

Face-to-face Sales Methodology System Construction 88

Partners in Excellence

OCTOBER 2, 2016

In general, I think it’s sound advice. Intuitively, it’s easy to see how you get employees enthusiastic and engaged in improving the things they do well. At a macro level, if we look across large organizations, the more people do what they to well, better, the more improvement the organization is likely to show.

Hiring 87

Hiring Coaching Maximizer Churn 87

HeavyHitter Sales

JULY 1, 2011

A Salespersons Most Important Competitive Weapon. I never grow tired hearing their stories of how they win extremely competitive six- and seven-figure deals. Heavy Hitter Sales Blog. Recent Posts. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! Categories.

Study 163

Study Lead Rank Lead Scoring Penetration 163

HeavyHitter Sales

AUGUST 23, 2016

Martin research article originally appeared in the Harvard Business Review.     If you ask an extremely successful salesperson, "What makes you different from the average sales rep?" " you will most likely get a less-than-accurate answer, if any answer at all. I've also administered personality tests to 1,000 of them.

Lead Rank 60

Lead Rank Lead Scoring Decision Maker Sports 60

Partners in Excellence

JANUARY 22, 2015

There were significant overlaps between the product lines, both those of the competition and those of my client. They knew there were overlaps between the products, but thought the “healthy” competition between divisions would drive stronger growth overall. Recently, I was doing some win reviews.

Company 48

Company Competition Vendor Strategy 48

Bigtincan

SEPTEMBER 14, 2021

Trash-talking” was defined in a 2016 Organizational Behavior paper as “boastful comments about the self or insulting comments about an opponent that are delivered by a competitor typically before or during a competition ” (emphasis added). I have seen a rise in negative selling behavior — and I am worried. What is negative selling?

Social Media 21

Social Media Education Up-Sell Competition 21

LeadFuze

OCTOBER 1, 2021

2 Analyze your market competition. Sales prospecting is a simple way to get competitive knowledge. Historically, prospecting refers to the hunt for resources such as gold. The idea remains the same in commercial terms: to hit “gold” with warm qualified leads. 25 Prospecting Techniques In Sales . 1 Conduct research .

Prospecting 95

Prospecting Top of Funnel Sales Qualified Lead Ideal Customer Profile 95

Sales Hacker

OCTOBER 7, 2019

We talk about why career paths are rarely linear (and how to roll with it), what gives you a competitive edge at any stage, and how to see an opportunity for what it is. GCP’s Marketing Message in Light of Direct Competition (20:30). This week on the Sales Hacker podcast, we talk to Alison Wagonfeld, CMO of Google Cloud.

Google 44

Google Scale Competition Video 44

Partners in Excellence

FEBRUARY 5, 2014

But there are two that provoke immediate outrage—and usually a tirade if I’m speaking with an individual or a group. These two things are: Customers lie! The customer is stupid! These are, possibly, the most destructive statements and attitudes any business professional, but particularly sales people can have. Absolutely not!

Customer 91

Customer Face-to-face ACT Groups 91

Partners in Excellence

FEBRUARY 17, 2015

In prospecting, one of the most important and difficult things to do is establishing credibility. But without this, moving forward, trying to get any type of engagement is impossible. Too often, sales people are oblivious to this—this applies to the really bad sales people who don’t deserve to be selling.

Face-to-face 48

Face-to-face Ideal Customer Profile Collateral Enterprise 48

Hubspot Sales

AUGUST 8, 2018

The byproduct of a high level of self-consciousness is bashfulness and inhibition,” explains Steve W. What are the qualities of a good sales rep? They keep a level head. They don’t get self-conscious. They’re deliberate with their time. They're well-versed in their industry. They're always learning. They're a little pessimistic.

Study 87

Study Call-back Follow-up Buyer Persona 87

Sales Hacker

JANUARY 8, 2018

It seems like an age old topic, how does a Marketing Qualified Lead get to the starting point of the sales process? There is a narrow line between asking for high quality leads and properly handling leads according to their quality. You have eyes and hands and brains all over your company. They are your collaborators. Were there any vacations?

Lead Rank 81

Lead Rank Marketing Qualified Lead Top of Funnel Lead Scoring 81

John Barrows

OCTOBER 17, 2018

Even though “bro” is obviously a reference to men, it wasn’t about male bashing. It was about the mentality and actions related to the aggressive, ultra-competitive, win at all costs approach many companies and sales reps take to their customers and how they treat their teammates. Find the survey results and additional resources here.

Hiring 132

Hiring Face-to-face Survey Webinar Metrics 132