Discount, Sales, Selling Skills and Tools

The Slippery Slope of Discounting | Sales Motivation and Sales.

The Sales Hunter

JANUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. The Slippery Slope of Discounting.

Discount

Discount Motivation Hiring Ideal Customer Profile

Avoid the Urge to Discount by Using Your Pipeline to Give You Confidence

The Sales Hunter

FEBRUARY 15, 2013

The urge to cut your price to close a sale is something we all face, and for many salespeople, it’s almost a daily occurrence. Suddenly the urge to do something stupid just to close a sale is not nearly as strong. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Pipeline

Pipeline Discount Face-to-face Top of Funnel

Sales Skill-Sets vs Sales Tool-Sets

SBI

MARCH 19, 2013

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively.

Sales Tools

Sales Tools Tools Decision Maker Cold Calling

Emotional Intelligence Grows Sales

Score More Sales

FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. LR: What made you write a book about Emotional Intelligence and Sales Results?

Decision Maker

Decision Maker Proposal Lead Rank Influencer

7 Sales Prospecting Ideas That Work | Sales Motivation and Sales.

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 7 Sales Prospecting Ideas That Work. Sorry, social media is just one tool. discounting.

Motivation

Motivation Prospecting Hiring Ideal Customer Profile

Five Steps to Help Your Team Master Virtual Selling

Miller Heiman Group

DECEMBER 21, 2020

COVID has greatly affected the buying and selling process. A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. Changes include the addition of more, and likely new, stakeholders entering the buying and selling process.

Face-to-face

Face-to-face Sales Cycle Report Survey

A Guide To Closing Sales Stress Free

The Digital Sales Institute

MARCH 12, 2024

A guide to closing sales with ABC, or “Always Be Closing,” is a learning journey for salespeople looking to improve their sales performance, or “Return on Sales Effort (ROSE). Closing sales is about consistently moving customers towards a desired action or outcome. Points to consider to close more sales.

Closing

Closing Objections Buyer Proposal

Sales Success: A Guide for New Reps

Janek Performance Group

MARCH 14, 2023

As a salesperson, your primary goal is to drive sales and increase profits for your company. Success early in your sales career includes understanding the nuances of your position, like the language and industry vernacular, your company’s sales process, and the sales enablement technology your company provides.

Hiring

Hiring Ideal Customer Profile Maximizer LinkedIn

Book Review: The Challenger Sale | Sales Motivation and Sales.

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Book Review: The Challenger Sale.

Motivation

Motivation Hiring Ideal Customer Profile Negotiation

21 Great Selling Skills Questions

Klozers

APRIL 11, 2016

In the world of sales; Selling Skills can make the difference between a Rainmaker and a Bank breaker for most businesses. Sales people who miss targets at best, and don’t cover the overheads at worst, are an expensive luxury that most organisations can ill afford. Closing New Sales Opportunities.

Selling Skills

Selling Skills Decision Maker Ideal Customer Profile Face-to-face

Effective Strategies on How to Upsell a Product Successfully

LeadFuze

JULY 7, 2023

We’ll delve into the difference between upselling and cross-selling, discuss their impact on customer lifetime value and explore effective methods for successful upsells such as offering discounts and deals. To unlock the secrets of upselling, you need the right tools.

Strategy

Strategy Lead Rank Lead Scoring How To

5 Sales Negotiation Strategies that Work | Sales Motivation and.

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. 5 Sales Negotiation Strategies that Work.

Negotiation

Negotiation Motivation Strategy Ideal Customer Profile

The Dangers of Average Sales Skills

Janek Performance Group

MARCH 17, 2023

Has your sales department ever calculated the cost of sales reps with average sales skills? However, upon deeper reflection, it’s unequivocal that top sales reps are exponentially more productive than average reps. This article explores the pitfalls of average sales skills and the path to high performance.

Referrals

Referrals Exercises Discount Study

9 Sales Motivation Ideas You Can Use NOW | Sales Motivation and.

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. 9 Sales Motivation Ideas You Can Use NOW. discounting.

Motivation

Motivation Hiring Ideal Customer Profile Journal

18 Phone Sales Skills Tips You Can Use Right Now | Sales.

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. 18 Phone Sales Skills Tips You Can Use Right Now. discounting.

Negotiation

Negotiation Hiring Ideal Customer Profile Face-to-face

January is "Prospecting for Sales Month" | Sales Motivation and.

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. January is “Prospecting for Sales Month” Jan 06, 2012. ” Sales Motivation Blog.

Motivation

Motivation Prospecting Hiring Ideal Customer Profile

Why "Social Media" Sucks for Prospecting | Sales Motivation and.

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Mark’s Insights on PRICING.

Social Media

Social Media Media Motivation Prospecting

Solutions to Your Small Business Sales Challenges | Sales.

The Sales Hunter

DECEMBER 19, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Mark’s Insights on PRICING.

Small Business

Small Business Small Business Hiring Ideal Customer Profile

It's Time To Kill Social Media | Sales Motivation and Sales Training

The Sales Hunter

DECEMBER 15, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Mark’s Insights on PRICING.

Social Media

Social Media Media Motivation Hiring

7 Sales Hiring Mistakes You Definitely Should Avoid | Sales.

The Sales Hunter

NOVEMBER 28, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Mark’s Insights on PRICING.

Hiring

Hiring Ideal Customer Profile Negotiation Facebook

6 Secrets for Sales Prospecting Success

The Sales Hunter

JUNE 26, 2012

Sure, I won’t discount the value of good lead sources, but what I will say is I’ve watched far too many salespeople botch good leads — and great salespeople turn what appear to be poor leads into great customers. The sales prospecting expert understands that and gears the message accordingly. Confidence.

Prospecting

Prospecting Lead Rank Lead Scoring Discount

The Most Important Sales Metrics You’re Not Tracking @DeidreWM

SBI

OCTOBER 25, 2017

The Sales analytics category has exploded in recent years, both in number and diversity. Metrics are the bedrock of any sales function (in fact, one could argue that no enterprise function is tracked, measured and analyzed more than sales!). Here are 3 key sales metrics you may be missing: 1.

Lead Rank

Lead Rank Lead Scoring Hiring Analytics

The Secret to LinkedIn that You May Be Missing | Sales Motivation.

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. ” Sales Motivation Blog.

LinkedIn Motivation Ideal Customer Profile Hiring

Richardson Forum: Mind the Value Gap - Leveraging Storytelling and Insights to Drive More Sales

The ROI Guy

DECEMBER 1, 2014

Why are your sales reps not making quota? The number one issue is not the lack of leads, social selling skills or product knowledge, but an inability for sales reps to effectively articulate and quantify your value, this according to research from SiriusDecisions. Watch the video: https://www.youtube.com/watch?v=-SYijObaHYw&index=8&list=PL_4QFEox8W_QZv1bJV_zJ0NwY88yfjs3W

Lead Rank

Lead Rank Lead Scoring Discount ROI

Phone Sales Scripts: Good or Bad Idea? | Sales Motivation and.

The Sales Hunter

NOVEMBER 12, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Phone Sales Scripts: Good or Bad Idea?

Motivation

Motivation Hiring Ideal Customer Profile Negotiation

How "Social Media" Can Be Part of Your Prospecting Strategy.

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. ” Sales Motivation Blog.

Social Media

Social Media Media Strategy Prospecting

Closing Sales Training: Seal the Deal Every Time

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work?

Closing

Closing Training Lead Rank Negotiation

Why You Can't Motivate Workers | Sales Motivation and Sales Training

The Sales Hunter

NOVEMBER 21, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Sales Motivation and Your Sales Heroes.

Motivation

Motivation Training Hiring Ideal Customer Profile

Are You Hanging Around with Pond Scum? | Sales Motivation and.

The Sales Hunter

DECEMBER 17, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. ” Sales Motivation Blog.

Motivation

Motivation Ideal Customer Profile Hiring Negotiation

Should Your Salespeople Have Pricing Authority?

The Brooks Group

OCTOBER 11, 2017

Maintaining a healthy profit margin is (of course) important to the overall success of your sales team and organization. Once your salespeople are out in the field trying to sell your offering, should they have pricing authority (aka the ability to freely give discounts)? Cons of Giving Sales Reps Pricing Authority.

Discount

Discount Margin Negotiation Face-to-face

The Best Way to Get Ready for Your 2012 Price Increase | Sales.

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Mark’s Insights on PRICING.

Ideal Customer Profile

Ideal Customer Profile Hiring Negotiation Facebook

A Failure to Close

The ROI Guy

NOVEMBER 16, 2016

If you ask the average sales rep why the deal didn’t close, they’ll likely tell you “Price”. In fact, an Aberdeen survey of sales leaders indicated that “Price” was cited as the main reason 73% of the time, far beyond any other supposed cause.

Closing

Closing ROI Survey Discount

The One Word to Avoid in Your Next Sales Pitch

Gong.io

DECEMBER 3, 2019

These “apology” words and phrases are all too common on sales calls. Apologizing is rampant amongst sales professionals with 57% of sales calls contain ANY form of apologetic language : sorry, apologize, forgive, pardon. Tactical apologizing is strategically using apologetic language as a persuasive tool. .

Negotiation

Negotiation Call-back Conference Analysis

On the Road to Nowhere -- Failure to Define, Support and Drive.

The Sales Hunter

FEBRUARY 6, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Most would agree, there are right and wrong ways to do just about everything; and sales are no exception.

Negotiation

Negotiation Ideal Customer Profile Journal Guidelines

2017 - “The Year of Value”

The ROI Guy

JANUARY 11, 2017

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. The good news, the research is crystal clear. Those that get Value “right” can overcome these challenges and reap significant rewards. What does a great “Value” program look like?

Lead Rank

Lead Rank Lead Scoring Quota Scale

The One Word to Avoid in Your Next Sales Pitch

Gong.io

DECEMBER 3, 2019

These “apology” words and phrases are all too common on sales calls. Apologizing is rampant amongst sales professionals with 57% of sales calls contain ANY form of apologetic language : sorry, apologize, forgive, pardon. Tactical apologizing is strategically using apologetic language as a persuasive tool. .

Negotiation

Negotiation Call-back Conference Analysis

Dispelling Five Common Sales Myths

Janek Performance Group

OCTOBER 18, 2023

Myths, misconceptions, and make-believe conceptions abound in the business world, often lead aspiring sales professionals down the wrong path. ” This article will dissect the most common “illusions of knowledge” of selling and provide alternative insights to counterbalance these falsehoods. .”

Ideal Customer Profile

Ideal Customer Profile Discount Lead Rank Lead Scoring

Why Sales Role Play is a Must Do

Klozers

APRIL 18, 2016

Ask most sales people to do any form of Sales Role Play and the majority by far will avoid this like the plague, indeed some sales managers are equally uncomfortable when the subject of Sales Role Play arises. This all round discomfort results in the majority of sales people never doing any Sales Role Play.

Objections

Objections Discount Competition Negotiation

Competition Advantage in Today’s Market Comes Down to This “Low Tech” Factor

Gong.io

AUGUST 14, 2018

Today, sales conversations — what your sellers say , do , and write — are where the perception of difference is created. In other words: The battleground for competitive differentiation has shifted from product, to sales conversations. Sales conversations are the new vehicle for differentiation.

Competition

Competition Webinar Metrics Comparison Marketing

Creating Your Value Proposition

Klozers

FEBRUARY 23, 2015

These are “me too” statements that buyers hear all the time from sales people, and things they frankly take for granted – great service is not a differentiator, it is a basic requirement of being in business. We can uncover the Value Proposition using a simple GAP analysis tool which we teach in Consultative Selling Skills.

Discount

Discount Consultative Selling Competition Analysis

8 Ways to Break a Sales Slump

Janek Performance Group

JANUARY 24, 2022

Here are eight ways to break a sales slump: Focus on the Fundamentals. For sellers, it’s their core selling skills. Too often, we complicate our sales process or skip necessary steps. These things can make our tried-and-true methods feel like bad sales habits. Don’t discount any idea, no matter how new to you.

Lead Gen

Lead Gen Social Media Face-to-face Networking

Cold-Calling Works (If You're Doing It Right) | Sales Motivation and.

The Sales Hunter

JANUARY 17, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Anyone who has been in sales for any period of time knows that. ” Sales Motivation Blog.

Cold Calling

Cold Calling Motivation Ideal Customer Profile Negotiation

Demand-Gen Report Interview on Need for New Sales Enablement Tools

The ROI Guy

OCTOBER 5, 2011

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. Can you speak to how the changing buyer has increased the need for sophisticated sales enablement solutions? First, today’s B2B buyer is more empowered than ever before.

Sales Enablement

Sales Enablement Report Tools ROI

The Slippery Slope of Discounting | Sales Motivation and Sales.

Avoid the Urge to Discount by Using Your Pipeline to Give You Confidence

Trending Sources

Sales Skill-Sets vs Sales Tool-Sets

Emotional Intelligence Grows Sales

7 Sales Prospecting Ideas That Work | Sales Motivation and Sales.

Five Steps to Help Your Team Master Virtual Selling

A Guide To Closing Sales Stress Free

Sales Success: A Guide for New Reps

Book Review: The Challenger Sale | Sales Motivation and Sales.

21 Great Selling Skills Questions

Effective Strategies on How to Upsell a Product Successfully

5 Sales Negotiation Strategies that Work | Sales Motivation and.

The Dangers of Average Sales Skills

9 Sales Motivation Ideas You Can Use NOW | Sales Motivation and.

18 Phone Sales Skills Tips You Can Use Right Now | Sales.

January is "Prospecting for Sales Month" | Sales Motivation and.

Why "Social Media" Sucks for Prospecting | Sales Motivation and.

Solutions to Your Small Business Sales Challenges | Sales.

It's Time To Kill Social Media | Sales Motivation and Sales Training

7 Sales Hiring Mistakes You Definitely Should Avoid | Sales.

6 Secrets for Sales Prospecting Success

The Most Important Sales Metrics You’re Not Tracking @DeidreWM

The Secret to LinkedIn that You May Be Missing | Sales Motivation.

Richardson Forum: Mind the Value Gap - Leveraging Storytelling and Insights to Drive More Sales

Phone Sales Scripts: Good or Bad Idea? | Sales Motivation and.

How "Social Media" Can Be Part of Your Prospecting Strategy.

Closing Sales Training: Seal the Deal Every Time

Why You Can't Motivate Workers | Sales Motivation and Sales Training

Are You Hanging Around with Pond Scum? | Sales Motivation and.

Should Your Salespeople Have Pricing Authority?

The Best Way to Get Ready for Your 2012 Price Increase | Sales.

A Failure to Close

The One Word to Avoid in Your Next Sales Pitch

On the Road to Nowhere -- Failure to Define, Support and Drive.

2017 - “The Year of Value”

The One Word to Avoid in Your Next Sales Pitch

Dispelling Five Common Sales Myths

Why Sales Role Play is a Must Do

Competition Advantage in Today’s Market Comes Down to This “Low Tech” Factor

Creating Your Value Proposition

8 Ways to Break a Sales Slump

Cold-Calling Works (If You're Doing It Right) | Sales Motivation and.

Demand-Gen Report Interview on Need for New Sales Enablement Tools

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