4 Rules to Help Salespeople Maximize Initial Prospect Meetings
Anthony Cole Training
NOVEMBER 5, 2020
How important is it that you or your sales team close more business, more quickly at higher margins?
Margin Maximizer Prospecting Training 
Leverage CPQ Software for Manufacturing
Cincom Smart Selling
MAY 8, 2024
Applies guardrails to protect margins. The flexible pricing engine transparently applies discounts, margins, and version control logic to determine accurate pricing on every order. Provide Real-Time Pricing Pricing visibility ensures sales teams always present accurate, up-to-date costs to prospects across channels.
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How to Maximize the SPIN Selling Method: A Comprehensive Guide
Crunchbase
JULY 7, 2022
The aim is to remove some of the uncertainty and difficulties in closing a deal and discover common themes that might assist a sales agent in developing a substantiated rapport with a prospect. Situation questions are the opening questions and provide representatives with a better understanding of where each prospect is in the sales funnel.
Maximizer 59
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Building Financial Acumen as a Sales Professional
Janek Performance Group
MARCH 1, 2023
“I just closed a deal with a 60 percent gross margin!” What’s the net margin? The salesperson looked confused and asked, “Net margin, what’s the difference?” But the net margin is what you take home after taxes.” I’m curious what your net margins are on an average deal?” “On
Margin 62
62 
3 Reasons to Market Your Small Business Like A Drug Dealer
Sales and Marketing Management
SEPTEMBER 14, 2018
This is meant for educational and training purposes because of the clear examples and useful insights that can easily be understood by analyzing what they do. It must be an active strategy where the size is based on the amount of time, money, and resources that can be invested for marketing to prospects.
Small Business 260
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Creating the Ideal Performance Culture
SBI Growth
OCTOBER 21, 2013
If they went after new business, it would surely be at lower margins. High margin deals only come after a relationship has been built. A majority of reps focused on margin, and gave up prospecting for new accounts. If the team does not have a strategy for maximizing pay, they will thrash. Hire slow and fire fast.
Hiring 293
293 
BHAGs And Radical Simplification
Partners in Excellence
MAY 13, 2023
” Other things like pipeline, forecast accuracy, gross margin, and so forth have to be balanced out. They probably have a satisfactory win rate, a sufficient pipeline, and are doing the prospecting activities critical to regenerate pipeline. Do they have the right skills, do they need skills development/training?
Retention 91
91 
TSE 1279: How To Identify, Recruit, And Train A Diverse Sales Team That Sells
Sales Evangelist
APRIL 20, 2020
How To Identify, Recruit, And Train A Diverse Sales Team That Sells Your company’s hiring process must have key steps and criteria for hiring a sales team that will consistently maximize profit. Are they trying to create a margin of time? Why does the customer buy that from you? Is it the product itself?
Hiring 52
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Sales Strategy: From Vision to Execution
SBI Growth
NOVEMBER 12, 2013
Examples here are wide ranges in either revenue/deal or margin/deal. Benefit – Gives you the ability to prioritize your customer/prospect base. Success Metrics – higher win rates, higher average deal size/margin. Benefit – Gives your reps formal training before the new product hits the street. How demand is generated.
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40+ of the World’s Best Sales Training Programs to Get Your Team Into Shape
Sales Hacker Training
SEPTEMBER 5, 2018
If talent acquisition, development, and retention are top-of-mind for you as a sales leader, here are 40+ of the best sales training programs to check out! And that is why training has become not only a competitive advantage but the primary driver of corporate excellence. Great Sales Training = The Best Sales Outcomes.
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Why Best Alternative to a Negotiated Agreement (BATNA) Matters for Sales, According to Dropbox's Head of Customer Solutions
Hubspot Sales
OCTOBER 3, 2022
In the first negotiating phase, you'll send along a standard contract that outlines the full cost of your software to your prospect. Free training & educational materials provided by your customer support team. BATNA Can Help Maximize Value for Your Business and Your Customer. Step 1: Determine your best result and goal.
Negotiation 95
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2019 Sales Kickoff Meeting Themes: Three Profitability “Moments of Truth”
Corporate Visions
OCTOBER 13, 2018
Make your 2019 sales meeting kickoff theme about maximizing profitability throughout the entire customer relationship, not just during the initial deal. With that in mind, I’m going to look at one key moment you need to train for during the deal, and two key moments your reps need to master with customers that are already in the fold.
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Measuring What Matters Most in Sales
Highspot
MARCH 15, 2022
ValueSelling Associates and Training Industry recently conducted research that uncovers a glaring gap between the most impactful sales behaviors and what sales leaders measure today. These behaviors could include sales reps blocking time on their calendars for prospecting, completing more phone calls, and writing more follow-up plan letters.
The Pipeline ? Win The Sale Without Compromising on Price
The Pipeline
MARCH 6, 2012
In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Prospecting. Sales Training. 3 R’s of Prospecting Success. Dave Kahle – Sales Training. Negotiations.
Pipeline 212
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The Everyday Guide to Leading and Lagging Indicators
Janek Performance Group
MAY 24, 2023
Here are some examples of lagging indicators: Units sold Gross margin Gross revenue Market share Deals won Deals lost Closing percent Average deal size As any sales outcome is the result of numerous factors, lagging indicators are a snapshot of what you’ve accomplished. Here, you may consider coaching or training that targets prospecting.
Lead Rank 62
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Are There AI Tools for Small Business Sales?
BuzzBoard
FEBRUARY 16, 2024
However, to maximize the value from AI, businesses must contemplate how they can seamlessly integrate AI technologies into their sales processes. Coupled with that, training is crucial. With AI’s rapid progression, thorough, regular training on these new tools should be a fundamental part of every sales strategy.
The Best Sales Glossary for Sellers
Mindtickle
JUNE 21, 2023
Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals. BANT BANT is an acronym commonly used in sales to qualify and assess potential leads or prospects.
Lead Rank 52
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How to Manage Your Sales Relationship Database for Better Prospects
Lessonly
JUNE 2, 2020
How viable are your company’s prospecting methods? Vetting and converting prospects into warm leads is also the most challenging aspect of sales. Customer and prospect databases have always been key in building and maintaining a robust sales division. . Maximize Your CRM Efforts. Know Your Demographic.
Prospecting 26
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The Ultimate List of YouTube Channels for Sales Professionals
Zoominfo
DECEMBER 13, 2018
With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. 1. Jeb Blount (Sales Gravy). 3. Criteria for Success. Jeffrey Gitomer.
Channels 187
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A Sales Enablement Guide to Winning More Deals
Pipeline
MAY 30, 2023
Sales support: support is a broad category that includes training, workflows, escalation, feedback, and tactical support (e.g., Your technology stack includes lead forms, lead qualification, prospecting, email, and CRM management tools. Marketing creates educational content; this attracts subscribers and prospects.
3 Key Ways Excellent Customer Service Benefits Distributors
The Brooks Group
MAY 24, 2017
Savvy distributors are providing their service department with consultative selling skills training so they are able to: 1. use this information to maximize the value derived from purchased products and services. Helps You Achieve Higher Margins. NOTE: Our sales training tools are designed to make your life easier.
Laziness Takes Too Much Time And Effort!
Partners in Excellence
JULY 23, 2013
It’s not prospecting. Prospecting is marketing’s job–they just need to get the right leads–people ready to issue a PO! We know the sales process maximizes our ability to win, shortens our deal cycle, and maximizes our margins. At least there’s a lot of activity.
Book Review of High Profit Selling by Mark Hunter ? Score More.
Score More Sales
MARCH 6, 2012
He has talked with thousands and thousands of sales leaders and sales people over the past 14 years on how to maximize profits and grow revenues. It is a contributing factor in growing margin in your deals. Sales Tips and Strategies to Grow Revenues. Consulting. Book Review of High Profit Selling by Mark Hunter. example: tid = 123.
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Why You Really Need a Social Selling Process
Adaptive Business Services
DECEMBER 20, 2017
For example, how many calls should you make to this one prospect and on what schedule? “In simple terms, a sales process is a systematic approach involving a series of steps that enables a sales force to close more deals, increase margins, and make more sales through referrals.”
Fixing the Sharp Stick(s) in the Eye - 10 Obstacles to Sales Success
Anthony Cole Training
FEBRUARY 14, 2012
Maximize the Initial Sales Call: The 3 rules. Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34).
Hiring 169
169 
Preparation and Sales Success
Anthony Cole Training
APRIL 15, 2011
Maximize the Initial Sales Call: The 3 rules. Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34).
Hiring 174
174 
How to Check the ROI of Your ABM Strategy
Sales Hacker
JULY 15, 2021
Imagine this: you have a thoroughly vetted list of prospects. The prospects soak up everything your marketing team has to say. In ABM, once you land an account, you deepen your relationship with the company and identify more opportunities to maximize earnings. If your ads don’t resonate with prospects, you must improve them.
Sales Success - Coaching Skill 1 of 9
Anthony Cole Training
DECEMBER 13, 2011
Maximize the Initial Sales Call: The 3 rules. Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34).
Coaching 168
168 
Budget - #7 Sales Solution for Improved Sales Results
Anthony Cole Training
JULY 28, 2010
Maximize the Initial Sales Call: The 3 rules. Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34).
Hiring 136
136 
Key account management strategy: Setting things in motion
PandaDoc
APRIL 21, 2023
You may then follow up on these referrals with an outbound prospecting strategy to secure additional accounts. A better way to secure your business’s future growth prospects is to prioritize accounts with the potential to bring in higher revenue down the road. See also 10 Sales training techniques every manager should know 8.
Account 52
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Want More Success Selling? Ask the Right Questions
Anthony Cole Training
APRIL 18, 2011
Maximize the Initial Sales Call: The 3 rules. Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34).
Hiring 175
175 
Why, What, How, Who, When, Where
Partners in Excellence
AUGUST 26, 2020
We are inundated with training, content, articles, books on “You have to prospect, You have to build your pipeline, You have to follow the process, …… ” These focus on what sales people have to do, they are generally closely followed by techniques and tools focusing on how we do those things.
10 sales blogs you should be reading every day
Close.io
AUGUST 7, 2019
They not only publish new blog posts often, but also provide useful content such as podcasts, webinars, online courses, sales training, videos, eBooks, and more. In doing so, they usually create higher value for their clients, higher margins for their organization, and maximize their commission checks. Read more > 2.
Hiring 108
108 Improving Sales Performance Without Changing “How You Sell”
Partners in Excellence
AUGUST 22, 2019
As people struggle to make their numbers or to maintain their pipeline/activity metrics, they tend to cast a wider net, losing focus on the Ideal Customers, pursuing marginal cases. We develop the sales process based on the things we identify that maximize our success and ability to win. Hyperfocus on your ICP. I’ll stop here.
The Ultimate List of YouTube Channels for Sales Professionals
Zoominfo
DECEMBER 13, 2018
With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like sales prospect research , sales outreach, and professional development. His focus is to accelerate peak performance fast. Enter Jeffrey Gitomer.
Channels 100
100 
Why Choose Mediocrity?
Partners in Excellence
FEBRUARY 2, 2015
Our companies spend millions in the best sales training and tools, but we don’t use them. We know our sales process represents our best practice at maximizing our ability to win, compress our sales cycle, maximize deal value and margin, but we don’t use it.
Margin 48
48 
Sales Success? Evaluating the Why's and Why Nots
Anthony Cole Training
FEBRUARY 24, 2012
Maximize the Initial Sales Call: The 3 rules. Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34).
Hiring 137
137 
Selling at 'C' Level
Anthony Cole Training
JULY 17, 2010
Maximize the Initial Sales Call: The 3 rules. Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34).
Hiring 120
120 
Sales Tech Game Changers: How to Exceed Revenue and Profit Projections
SBI
MAY 2, 2018
Helps B2B companies maximize the top- and bottom-line value of every customer relationship. Jared: Zilliant IQ helps you maximize the immediate value of every transaction and the lifetime value of every customer. Nancy: How do you work with prospective customers to help them assess your solution? increase in annual revenue.
Revenue 139
139 
5 Sales Lessons for Sales Reps I Learned While on Vacation
Anthony Cole Training
JUNE 2, 2010
Maximize the Initial Sales Call: The 3 rules. Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34).
Hiring 174
174 
Sales enablement: what is it, and how does it work?
Close.io
FEBRUARY 24, 2020
Sales enablement content optimizations & training tactics. ? This involves giving your sales team the processes, information, technology, and training they need to sell more effectively. We know it includes information, training, tech, and analysis, but what are the practical, real-world aspects of sales enablement?
Sales Success and Crossword Clues
Anthony Cole Training
JUNE 4, 2010
Maximize the Initial Sales Call: The 3 rules. Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34).
Hiring 136
136 
Confusion About Metrics
Partners in Excellence
JULY 21, 2014
Here’s a quick overview: Business Management Metrics : These are some of the more traditional goals and measures, Revenue, Orders, Growth, Gross Margin, Customer Satisfaction. Other operational metrics may be activity related, prospecting calls per week, customer meetings per week, proposals completed per month, and so forth.
Lead Rank 97
97 
8 Sales Forecasting Models to Help You Accurately Predict Revenue
Crunchbase
MAY 5, 2022
In addition to providing your team with the right sales prospecting tools , it’s crucial to take proactive action with sales forecasting in order to set them up for success. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data. What is sales forecasting? Search less. Close more.
Lead Rank 52
52 
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