The Pipeline

NOVEMBER 13, 2018

To illustrate, take the example of an industrial supply (MRO) company that was continuously mired down with purchasing managers who spent their time squeezing pennies from their reps, always holding up quotes from competitors until price concessions were made (isn’t that sort of like an opposite end run?).

Decision Maker 274

Decision Maker Buyer Lead Rank Lead Scoring 274

The Pipeline

NOVEMBER 1, 2013

Worse we have all dealt with sales people who jump to competitors, extracting concessions in the form of bonuses, or compensation based on the fact that they will bring their book with them. We have seen companies hire sales reps less for their superior selling skills, and more for their “book”.

Company 261

Company Loyalty Hiring Face-to-face 261

The Pipeline

AUGUST 10, 2012

There are times where you can schedule the review by offering to send in the proposal in advance.

Proposal 257

Proposal Negotiation Buyer Course 257

The Pipeline

MARCH 3, 2016

Despite all that has been written by many about the futility of selling on price, how it erodes margins, which in turn has a number of detrimental effects, I continue to see sales people (apparently professional sales people) spend more time selling their managers on the need to make price concession in order to win deals.

Insurance 120

Insurance Insurance Margin Policies 120

The Pipeline

FEBRUARY 2, 2015

While B2B shoppers, buyers by any other name, may require servicing between the time they made up their mind to enter the market and shop, about the only role a rep working for the winning “shop” is to provide price (or price concessions), and take the order. Again, we’re talking buyers, self-initiated buyers, which is why they went on line.

Social Selling 120

Social Selling Segment B2C Social Media 120

The Pipeline

JULY 19, 2011

Ah, the poor 21st century sales professionals, if he/she is not getting it from their manager, they are being squeezed by what he thought was a “loyal” customer, wringing yet another concession to ensure they keep the business.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The Pipeline

NOVEMBER 11, 2011

This either results in a sales where you are forced to make unnecessary concessions that are not limited to price, and have long term implications on profit. Worse they often cause a sale not to happen, as many customers will not deal with someone they perceive to be weak or desperate.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

FEBRUARY 3, 2012

This will not always be easy, and will require some concessions, but over the long run, better than inefficient territories, over looked opportunities, and the stress of losing business. This however is easier to do when you have data to support both the reshaping of territories and the opportunities created.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

The Pipeline

OCTOBER 9, 2017

Deals that are rushed through, propelled by price concessions, are much less likely to renew without further concession, leading to a higher than necessary quota next year, when the cycle begins again. This may work in the short run, but leads to challenges down the road, most specifically at the time of renewal.

Scale 265

Scale Quota Margin Referrals 265

The Pipeline

MAY 11, 2015

If you only engage with 12 prospects, you will be reluctant to get rid of prospects who do not qualify, or resort to concessions, or any number of desperate measure to try and scratch out your quota; continuously increasing the pressure on yourself in the process.

Hiring 120

Hiring Cold Calling Quota Sales Qualified Lead 120