Margin Marketing Prospecting Selling Skills 
Bernadette McClelland
JANUARY 20, 2018
5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. If most salespeople struggle with selling value or holding margin when they are in a crucial conversation, then what value would building their ‘ problem-solving skills’ give them instead of ‘overcoming objection’ training?
Hubspot Sales
OCTOBER 9, 2023
Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. Business strategies aren’t one-size-fits-all — not every prospect has the same one. Is your prospect's goal to increase revenue? Increase profit?
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Partners in Excellence
JULY 14, 2023
If I start chasing marginal deals or those driven by wishful thinking, I’m not spending my time on “my deals,” those that should be wired for me to win. We can spend a lot of time focusing on specific selling skills, for example questioning, probing, objection handling, presenting skills, closing skills.
Women Sales Pros
DECEMBER 27, 2018
Time to apply the emotional-intelligence skill of reality testing and seeing things for what they are. The irony behind this selling scenario is that there are other salespeople at the company selling the same products and services — at full margin! They simply need to hire a pleasant person to take phone orders.
The Sales Hunter
FEBRUARY 26, 2013
And it can be the difference between selling at a low margin short-term and selling at a high-margin long-term. A tactical salesperson is focused on the features of what it is they sell. Are the markets you service growing and, if so, are you growing with them? I believe the difference is huge!
Partners in Excellence
SEPTEMBER 26, 2022
As a result, we fill our pipelines with marginal prospects–wishful thinking on our part, but people that have very low likelihood of ever needing our solutions. Even though those customers may be committed to change, the probability that our offerings are even a marginal fit is low. Consider focusing on disqualifying!
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. Those in the organization in charge with business strategy should set a price based on market research. Your salespeople are closest to your customers and the market. Incentivize on Margins. Conclusion.
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