Understanding the Sales Force

OCTOBER 15, 2013

Understanding the Sales Force by Dave Kurlan Regular readers know I''m a baseball guy, but that doesn''t mean I ignore football. When you look ahead to 2014 sales, are you using the same assumptions as always? What if customer retention worsens? What if your average sale or account drops? What if your margin drops by 10%?

Top of Funnel 271

Top of Funnel Margin Sales Cycle Retention 271

MTD Sales Training

AUGUST 15, 2018

Objections occur when prospects or customers have not seen the overall value of the solution you are offering to them or their business. Whatever the rationale, here are three quick tips when dealing with customer objections: 1) Find out the criteria buyers will judge the success of any solution by, before you discuss the solution.

Objections 154

Objections Face-to-face Margin Discount 154

MTD Sales Training

APRIL 4, 2018

Here, I share some of the ideas below: Customers will have a different view of your services, your business and you. If the customer sees you with a higher price than the competitors, it will make them curious as to what you’ve got that the competitors haven’t. MTD Sales Training. It’s all about perception. Happy Selling!

Margin 163

Margin Guarantee Proposal Call-back 163

MTD Sales Training

DECEMBER 5, 2018

For some of your customers, it could mean the actual price they are considering paying. This means that, depending on the occasion or the circumstances the prospect or customer is in, the value could be measured differently. Let’s take three examples of ‘value’ and how they could be interpreted by the prospect: Rational Value.

How To 202

How To Margin Buyer Prospecting 202

Hubspot Sales

JULY 24, 2018

But you’ll only reap these benefits by discounting strategically -- not whenever your prospect asks for one. Promising your prospect a discount before the actual negotiation can have three negative consequences: The buyer subconsciously attributes less value to you and your product. You lose some of your bargaining power. Negotiation.

Discount 111

Discount Prospecting Negotiation Margin 111

Sales and Marketing Management

MAY 24, 2018

Author: Tim Riesterer Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on interest and availability. And then think about how well your training program can or can’t respond to them. In the old days, training was primarily an offline activity.

Territories 185

Territories Margin Training Pipeline 185

Sales and Marketing Management

SEPTEMBER 14, 2018

It does until you take a closer look at their marketing and sales strategy. 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. This approach is much more effective in converting prospects into customers. Who knew?

Small Business 260

Small Business Small Business Marketing Social Media 260

Hubspot Sales

FEBRUARY 12, 2024

Small businesses in this space make between $70k and $100k per year, with a 10%-28% profit margin. Differentiate yourself by offering discounted subscription cleans, eco-friendly detergent options, and winning customer service. ? Train cleaning teams. by 2030, with eco-friendly, biodegradable options driving sales.

Industry 76

Industry Chemicals ROI Lead Rank 76

Customer Centric Selling

DECEMBER 10, 2012

Sales Training Article: Why Are Your Deals Bleeding Margin? By John Kenney, Sales Benchmark Index (SBI) This blog post is for those who sometimes find their sales teams negotiating against themselves, closing dirty deals to make quota, or finding their margin-rich transactions disintegrate at the end of quarter.

Margin 40

Margin Negotiation Proposal Face-to-face 40

SBI Growth

OCTOBER 21, 2013

Sales Operations is responsible for creating that winning environment. 80% of its sales team was outside sales reps. Those reps were covering an extensive territory and large customer base. The customer base was surveyed and asked what they required from their rep. Continually develop and train on new strategies.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Bernadette McClelland

JANUARY 20, 2018

And as would have it on social, there was a plethora of responses, from which I randomly collected this bakers dozen: 1. Understand your customer’s business issues and what they want. 4. Make your key objective to help the customer, not to close a sale. 5. Know your prospects. 6. Know your competition.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

MTD Sales Training

DECEMBER 13, 2018

In other words, it’s a natural part of the conversation process when dealing with prospects, so if you feel you’re not good at negotiating, or you don’t have the assertiveness to get a good position for yourself during a negotiation, then you are certainly missing out on carrying out better deals and working well with the prospect.

Negotiation 174

Negotiation Margin Positioning Insurance 174

SBI

JUNE 21, 2018

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. He had a mandate to decrease costs to improve profitability by increasing margins. What did he do?

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

Alice Heiman

OCTOBER 11, 2022

For channel sales to be successful, your team must understand how the potential partners will make money with the product or service you want them to sell. Margin Decreases as Deal Size Shrinks. Eventually, you hit a transaction size where the cost of a direct sales force is greater than the gross margin.

Channels 69

Channels Strategy Margin Ideal Customer Profile 69

SBI Growth

JULY 23, 2013

Sales Operations leaders have seen the power of Social Selling. The top of the funnel is filling with highly qualified prospects. Sales cycles that begin with an online referral are closing more rapidly. You can avoid commoditization and grow your margins. Implementing a successful sales transformation.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Hubspot Sales

MAY 24, 2023

As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands.

Negotiation 116

Negotiation Hiring Margin Buyer 116

Partners in Excellence

JUNE 17, 2022

My feeds are filled with articles, tips and advice about lots of things customers and prospects inflict on we poor sales people. ” The total absence of consideration of these prospects to our work and outreach, their lack of respect for our hard work is reprehensible! .” The list goes on.

Prospecting 52

Prospecting Ideal Customer Profile Margin Quota 52

SBI Growth

NOVEMBER 12, 2013

Increasingly, companies are missing the number because they lack a formal sales strategy. Many are not making the number because a sales strategy is absent. You may be wondering how prepared your sales team is heading into next year. As you plan for next year, a defined sales strategy is a must have. Signs of Trouble.

Strategy 317

Strategy Hiring Margin Top of Funnel 317

Hubspot Sales

MARCH 15, 2021

For many companies, pricing strategy essentially amounts to guesswork — shooting in the dark and hoping they land on prices that customers are willing and happy to pay. How you price your product shapes how customers perceive its value and your company's legitimacy as a whole. Not Segmenting Customers.

Margin 110

Margin Remedy Lead Rank Lead Scoring 110

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Nutshell

SEPTEMBER 11, 2020

According to The LinkedIn State of Sales report, trust is one of the key factors in closing a deal. In this guide, we’re going to cover how and why being perceived as authentic and trustworthy leads to more sales, as well as how you can build your sales skills so that clients view you as genuine and trust you with their business.

Prospecting 71

Prospecting Loyalty Social Media CRM 71

Hubspot Sales

AUGUST 23, 2022

Having powerful software is an undeniably critical component of any strong sales strategy. Fortunately, we did some digging to determine which areas of the sales cycle leaders are investing in most heavily for 2022 and beyond. Prospecting 34.75%. Pitching to prospects 35.50%. Following up cold prospects 33.25%.

Data 79

Data Lead Rank Hubspot Top of Funnel 79

Mereo

FEBRUARY 23, 2022

Whether you believe these inflationary trends are transitory or longer lasting, as a business selling goods and services to other businesses you are likely to be raising prices to recover rising wage and supply costs and to try to maintain your margins. Sales teams often do not have a vast store of knowledge to communicate price increases.

Margin 45

Margin Customer Objections Face-to-face 45

MTD Sales Training

FEBRUARY 12, 2018

He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. There are essentially two things you should reflect on after you’ve met with a prospective buyer…the how and the what. In other words, how did the dynamics of the sales conversation go? MTD Sales Training.

Sales Meeting 277

Sales Meeting Meeting Decision Maker Buyer 277

Janek Performance Group

OCTOBER 1, 2021

The ask goes something like this: Salesperson: “Hi Mrs. Prospect, I hate to bother you, but I was just wondering if you could give me a referral to anyone you know who might be interested in our solution.”. Mrs. Prospect: “Hmmm… maybe…let me think about that and get back to you.”. I don’t want to embarrass myself.

Referrals 118

Referrals Scale Influencer Lead Rank 118

MTD Sales Training

AUGUST 4, 2016

I was thinking about our business last week and the many customers who have used our services over the years. We recognise that sales processes are out of date when certain things are happening that were happening years ago and have not evolved with the times, Here are some of them: The main focus is about the price. Happy selling!

Sales Process 120

Sales Process Margin Policies Incentives 120

Nutshell

SEPTEMBER 11, 2020

According to The LinkedIn State of Sales report, trust is one of the key factors in closing a deal. In this guide, we’re going to cover how and why being perceived as authentic and trustworthy leads to more sales, as well as how you can build your sales skills so that clients view you as genuine and trust you with their business.

Prospecting 62

Prospecting Loyalty Social Media CRM 62

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. Do your sales reps know who they’re supposed to be targeting? Involving decision-makers is a major part of successful sales. Equally as important?

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Gong.io

MARCH 15, 2022

Sales forecasting isn’t revolutionary — it’s been around since the dawn of time. Take a single deal: A sales rep who is overly aggressive may have a different looking forecast compared to a rep who is more conservative. Let’s say you are in the middle of a deal that is normally a 3-month sales cycle. Prospecting .

Sales Forecasts 127

Sales Forecasts Forecasting Call-back Decision Maker 127

BuzzBoard

FEBRUARY 16, 2024

Understanding the Relevance of AI Tools for Sales in the Context of Small Businesses There’s no denying that artificial intelligence (AI) is revolutionizing sales tools, particularly for small businesses. These aren’t just daydreams – they’re tangible opportunities readily available with AI tools for sales.

Small Business 52

Small Business Small Business Tools Lead Rank 52

Hubspot Sales

SEPTEMBER 17, 2018

When a buyer and seller don’t align on price, you might guess the sale won’t go through. Because their commissions were based on margin, it was in the seller’s best interest to close the best deal possible with each buyer. However, the sellers with the highest pricing authority had the lowest sales and profit performance.

Margin 115

Margin Negotiation Call-back Cancellation 115

The Digital Sales Institute

FEBRUARY 24, 2021

The Future B2B Sales Strategy. The future B2B sales strategy will have to account for both the harsh business and economic challenges that will prevail for probably a good five years. Sales leaders looking to balance their immediate goals with long term opportunities will need to plan for the four N’s. The Future of B2B sales.

B2B 59

B2B Strategy Margin Negotiation 59

Chorus.ai

DECEMBER 9, 2019

These might be the laws of the art of sales, but they’re not great sales goal examples. Your business might be headed in a great new direction, and there might be a fantastic vision behind it, but without well-chosen, well-articulated sales goals, your sales team won’t be equipped to get you where you want to be.

Sales Goal 73

Sales Goal Examples Churn Top of Funnel 73

Smooth Sale

DECEMBER 27, 2021

NOTE: Mikkel Andreassen provides today’s guest Blog, ‘Customer Lifetime Value and Why It Matters. Mikkel Andreassen is passionate about customer experience in every color of the beautiful customer engagement spectrum. Customer Lifetime Value and Why it Matters. What’s understood by Customer Lifetime Value (CLV)?

Lead Rank 78

Lead Rank Lead Scoring Customer Social Media 78

Understanding the Sales Force

APRIL 21, 2014

Understanding the Sales Force by Dave Kurlan You want to hire better salespeople, don''t you? And you''ve been told that if you use a sales assessment, you will be able to select better salespeople, right? Back in 1990, OMG developed the very first assessment specifically for sales.

Hiring 258

Hiring Groups Exact Face-to-face 258

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. ” At the same time, my customer gave me an office in their building. .'”

Ideal Customer Profile 146

Ideal Customer Profile Face-to-face Channels Fashion 146

Hubspot Sales

OCTOBER 16, 2017

Sales compensation is one of the trickiest aspects of the sales organization to get right. How to create a good sales comp plan. Sales comp plan types. Sales contests and SPIFs. How sales compensation should work. A sales compensation plan operates from a basic principle: Money drives behavior.

Compensation 124

Compensation Hiring Salary Commission 124