The Pipeline

APRIL 6, 2021

Most of us have an idea of what Stockholm syndrome is, or at least have some sense of who Patty Hearst was. Rep after rep will tell you they sell solutions, just before they revert to talking about their product. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection. By Tibor Shanto.

SME 299

SME Lead Rank Lead Scoring Discount 299

The Brooks Group

JUNE 1, 2015

In order to maintain a healthy profit margin, you must reinforce the importance of value within your sales culture. Keep in mind these 6 tips for protecting profit margin: 1. When a sales rep is genuinely passionate about the product they are selling, it comes through in their presentation. download.

Margin 40

Margin Compensation Hiring Lead Rank 40

Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. This requires us to ask, are reps making the impact they need to in these virtual environments? It’s the next best thing to being there.”

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

Pipeliner

OCTOBER 23, 2023

In efforts to secure a big win that will put us over 100% for the year, we’re often tempted to cut corners. When solid Q4 pricing strategies are abandoned with prices cut and margins surrendered, the positives of the resulting wins can be very short-lived as their negative consequences can quickly reverberate through selling organizations.

Margin 64

Margin Sage Course Revenue 64

Pipeliner

JUNE 14, 2023

Let’s paraphrase it, though, for the selling dilemma many of us now face – “In matters of pricing, stand like a rock”. Room is often left in margins for “sharpening the pencil”. Think about it. Years of bloody margins can cripple organizations in both the short and long-term. Devalued brands often stay devalued.

Margin 52

Margin Sage Face-to-face Revenue 52

Hubspot Sales

MAY 5, 2023

US consumers are spending more conscientiously right now. More than a third (35%) of US consumers are planning to make fewer purchases due to a possible recession. Back in July 2022, 30% of US consumers were planning to "greatly decrease" their home budget if a recession was declared. Now, this number has increased to 44%.

Consumer 100

Consumer Trends Strategy Data 100

LeadFuze

NOVEMBER 30, 2021

It†s happened to all of us. We send out a proposal, and the prospect never responds back. Need Help Automating Your Sales Prospecting Process? Who use Hubspot. Why your prospect hates your sales proposal process. Ask yourself these three questions about the information in each response: 1) What is it?

Proposal 52

Proposal Prospecting Hiring Vendor 52

The Pipeline

JULY 9, 2019

And while it may work for Zen and motorcycles , in sales, it is not about the journey but the destination, the win. I am sorry I don’t buy the customer-centric excuse, always there for them, your high margin customers don’t expect that. By Tibor Shanto. They are not looking for a pinball bouncing from one cc line to another.

Travel 291

Travel Maximizer Microsoft Face-to-face 291

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?

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

Anthony Cole Training

OCTOBER 20, 2014

If we aren’t using the word “secrets,” then we are talking about keys, components, factors, irrefutable laws/rules of… As I think about it, it’s kind of embarrassing and really egotistical to think that we know THE secrets, etc. Over the last years, when we project sales, our revenue projections are about 75% accurate.

Hiring 201

Hiring Insurance Insurance Margin 201

Sales and Marketing Management

SEPTEMBER 14, 2018

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. That represents 91 million people in the United States, according to the 2010 US Census. This approach is much more effective in converting prospects into customers.

Small Business 260

Small Business Small Business Marketing Social Media 260

Hubspot Sales

AUGUST 14, 2023

Buyers will request concessions to address their concerns about perceived shortcomings. So when they're presenting to a prospect, they hastily speed through the support slide in their presentation deck. A prospect will only buy your offering if they perceive it as being better than the one they currently use.

Closing 120

Closing Proposal Negotiation Discount 120

Anthony Cole Training

OCTOBER 20, 2014

Today, I bring you THE ONE secret to getting your sales people to sell more, more quickly at higher margins. Over the last years, when we project sales, our revenue projections are about 75% accurate. Qualified” means the prospect has: described a problem that has to be fixed. Guaranteed! Audiobook on Qualifying.

Insurance 168

Insurance Insurance Margin Hiring 168

Bernadette McClelland

JULY 17, 2017

Selling is not just about getting the numbers although unfortunately, many environments concentrate ONLY on that as a metric. And these skills aren’t about how to close for the business, as they once were. It’s about having the right conversation, with the right people, at the right time, using the right resources.

Negotiation 370

Negotiation How To Sales Leadership Up-Sell 370

Allego

FEBRUARY 21, 2024

While the topic itself seems like old news, the impact of Brexit has stretched far further than many of us could have predicted, and even now, sellers in the United Kingdom (UK) are still navigating a tumultuous landscape and learning how to tackle the hurdles created by the change.

Strategy 62

Strategy Face-to-face Margin Revenue 62

Partners in Excellence

NOVEMBER 3, 2020

We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. They can tell us, we are on target to meet our goals, we are ahead, or we are falling behind and will miss. Should you be worried about their performance?

Churn 106

Churn Marketing Qualified Lead Territories Pipeline 106

Hubspot Sales

FEBRUARY 12, 2024

Small businesses in this space make between $70k and $100k per year, with a 10%-28% profit margin. Currently 6% of US homeowners have solar ( ~14m households), and the American residential solar market is forecast to grow at a 15%+ CAGR through 2030. monthly searches in the US for “dog wipe” on Amazon, and these bring in $500k/ mo. ,

Industry 76

Industry Chemicals ROI Lead Rank 76

The Sales Hunter

MARCH 12, 2013

First, we’re changing how customers view and feel about the price-to-value relationship on what we sell. Second, we’re changing our sales process, because we’re working on a lower gross margin. Second point is the one of changing your sales process because of lower gross margins.

Margin 221

Margin B2C Ideal Customer Profile Segment 221

Understanding the Sales Force

MARCH 6, 2013

A seventy-four percenter, your "C" player said that he presented but the prospect rambled, complained about some problem with an explosion and some diamonds and seemed very distracted. She identified a problem - Lucy was blown sky high and is up their with her diamonds and the prospect needs to address the problem.

Proposal 278

Proposal Margin Follow-up Data 278

Partners in Excellence

AUGUST 27, 2020

It might seem odd, particularly in these difficult economic times, to talk about the concept of “good and bad revenue.” It enables us to more easily find and pursue more deals/revenue. It enables us to more easily find and pursue more deals/revenue. ” They cast wider nets in their prospecting.

Revenue 112

Revenue Margin Buying Cycle Opportunity 112

Hubspot Sales

MARCH 15, 2021

If your entire draw is rooted less in a strong value proposition and more in showing how much money prospects can save, you might come off as sleazy or substandard. Lower prices can often be conflated with lower quality, so if that's all your prospects are hearing about, your product or service might seem higher risk or unreliable.

Margin 110

Margin Remedy Lead Rank Lead Scoring 110

Alice Heiman

OCTOBER 11, 2022

This is a conversation about money, more specifically transaction yields. Unless you’re doing something really wrong, the gross margin dollar yield in these transactions is in excess of the transaction cost, even when you include the cost of your direct sales force. . Margin Decreases as Deal Size Shrinks.

Channels 69

Channels Strategy Margin Ideal Customer Profile 69

Partners in Excellence

DECEMBER 16, 2020

Some are somewhat targeted, we might be in their Ideal Customer Profile, their products might address issues we may be concerned about–but their messaging is never about us, it’s always about them and their incredible products and services. The web, social channels, and technology have helped make it worse.

Ideal Customer Profile 146

Ideal Customer Profile Face-to-face Channels Fashion 146

Partners in Excellence

SEPTEMBER 26, 2022

I’ve been writing a series of posts about selling basics. We toss the words around, assuming people understand what we are talking about, what it means, and how it works. Our focus, in qualifying, is mostly on us. I won’t pretend to force it on you, but would hope you think about it in your own qualifying processes.

Ideal Customer Profile 68

Ideal Customer Profile BANT Pipeline Margin 68

Anthony Cole Training

JANUARY 17, 2013

Time and again I will inform the audience, just as Ross informs us in his article, you cannot manage time. People always complain about not having free time. Assuming you are a sales leader, director, executive or manager then the next priority should be prospecting. It's a known and stable factor - like gravity. The answer is.?

Influencer 160

Influencer Margin Government Follow-up 160

The Pipeline

OCTOBER 21, 2013

I don’t see why anyone in sales should take offence to being called a persuader, it is after all our job, to persuade people that yes it is time to buy, and buy from us. When we look at the Merriam-Webster definition of mediate we find it defined as: : to work with opposing sides in an argument or dispute in order to get an agreement (US). :

Negotiation 280

Negotiation Margin Buyer ACT 280

John Barrows

JANUARY 9, 2019

It’s done wrong when we’re trying to convince people about something they don’t need. If our solutions are only going to make a marginal difference, then it’s most likely not worth making the switch since the cost of transition and adoption usually will outweigh the marginal benefit. Selling to Goals. It rarely happens.

Margin 112

Margin Sales Qualified Lead Inbound Decision Maker 112

SBI

JUNE 21, 2018

He had a mandate to decrease costs to improve profitability by increasing margins. At the same time, he was seeing a jump in requests for demos as his qualified prospect pool was increasing. Seeing your demo resources stay stagnant or even shrink all while your sales teams and prospect pools are growing. What did he do?

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

Anthony Cole Training

JANUARY 17, 2013

Be on time for your meetings, for client appointments, for making prospecting calls and for achieving goals. Even clockmakers are getting in the business of helping us ‘get out of bed’ and be on time…. People always complain about not having free time. Then we add that to the list and make it a #1 priority. The answer is.

Margin 136

Margin Course Follow-up Meeting 136

Anthony Cole Training

NOVEMBER 14, 2012

One of their recent posts is about. The first post discussed the DNA of a Hunter Sales person as a result of reading a blog about building a "Rock Star Team of Sales Hunters". Asks about everything - They do not leave any rocks unturned. They ask - "What could go wrong to keep us from doing business together"?

Hiring 186

Hiring Sales Qualified Lead Lead Rank InsideView 186

Bernadette McClelland

JANUARY 15, 2017

I mean to sell something is still about having something of value that someone else needs and/or wants for both logical and/or emotional reasons, that they are prepared to pay for in whatever currency you both agree on. In the past it was relatively easy for us to sell our products – it was almost a paint by numbers.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Sales Evangelist

JULY 10, 2023

Anyone can say words like “revenue growth” or “back office efficiency,” but if you can become fluent in these topics and personalize discussions to your specific prospects, you’ll be invited into higher-level meetings more often. The C-suite wants to lower SGNA margins, which can look like doing big deals in a shorter amount of time.

Pipeline 40

Pipeline Margin Education Survey 40

Sales Evangelist

JULY 21, 2023

Having the power to customize a product or service to fit our needs makes us feel confident in how we’re spending our money. The same is true for our prospects. If you have a customer who uses one of your services, tell them what else your company can do for them. Ways to Offer Optionality Provide different service lines.

Closing 40

Closing Margin Survey LinkedIn 40

Anthony Cole Training

MAY 1, 2015

Find prospects that place value on something besides just price. It’s a critical part of every effective sales process, and yet, sometimes that very discussion causes us to get “off track” and lose focus on the objective of the call. This can be challenging, but you can use this information to your advantage to make critical decisions.

Margin 120

Margin Pipeline Prospecting Follow-up 120

Partners in Excellence

AUGUST 3, 2020

We don’t have to think about how much credit to apportion to each person, particularly when we know that to achieve the goal, we need the participation of each person. And they are trailing metrics, so does measuring orders and revenue really help us in managing the business and achieving our goals? ” Goals vs.

Compensation 145

Compensation Pipeline Penetration Quota 145

Sales Hacker

AUGUST 12, 2021

When the selling is good, it’s all about scaling, but when there’s less margin for error, it’s easier to pinpoint where your organization isn’t up to snuff and make improvements. Don’t forget about engagement metrics. Email velocity is a direct indicator of how interested the prospect (or account in general) is.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. This is the time of year when we begin to think about sales that may have slipped away from us. Check out the articles and begin closing more sales at a higher margin. prospecting. prospecting. About the author.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190