SBI Growth

NOVEMBER 14, 2012

In order to improve your selling skills, you need to improve your competencies piece by piece. It’s to “get better at discovering prospect needs” – which in turn leads to more sales. Here are a few examples to help get you thinking: Selling Skills: With 14 attributes such as sales approach, negotiating and active listening.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

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!

Ideal Customer Profile 68

Ideal Customer Profile BANT Pipeline Margin 68

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Check out the articles and begin closing more sales at a higher margin. Related posts: Negotiation Skills: Don’t Celebrate When Things Go Your Way. high profit selling. prospecting. Client List.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Brooks Group

MAY 24, 2017

Savvy distributors are providing their service department with consultative selling skills training so they are able to: 1. Helps You Achieve Higher Margins. According to Aberdeen , margins generated by service-related activities can be as much as 10 times higher than those of initial product sales.

Customer Service 49

Customer Service Benefit Customer Margin 49

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)? This can cut into margin and be unsustainable in the end.

Discount 56

Discount Margin Negotiation Face-to-face 56

Hubspot Sales

OCTOBER 9, 2019

more deals and the profit margin on sales-won improved by 12.2%. So, how can you improve your sales skills? Below, you'll learn how to develop your sales skills and improve your performance on your team. Getting comfortable breaking up with prospects. Challenging prospects on why they're stuck. Implement roleplay.

Film 138

Film Hubspot Sales Cycle Lead Rank 138

Jeffrey Gitomer

APRIL 21, 2011

It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. Low margin. It’s a waste of the prospect’s time.

Hiring 335

Hiring Social Media Loyalty Commission 335

Pipeliner

FEBRUARY 8, 2019

Your sales team members may not lack negotiating skills – but they might lack the soft skill needed to execute hard skills: emotion management. Here’s a scenario that happens every day in the sales profession: A salesperson meets with a prospect, who listens intently, answers questions and then lobs the price bomb.

Negotiation 58

Negotiation Margin Discount Intent 58

The Sales Hunter

OCTOBER 11, 2012

The lower profit margin you’re making selling at the lower price is not going to give you or your company the level of profit you need to operate. This is the bane of so many issues. Why do anything that would attract difficult customers? A smarter move would be to encourage them to buy from a competitor.

Discount 276

Discount Margin Motivation Groups 276

The Brooks Group

MAY 9, 2018

To succeed in this environment, sales leaders must help their teams embrace value-based selling techniques. What Is Value-Based Selling? Value-based selling, in short, is a sales approach that focuses on communicating and delivering value to prospects and customers throughout their decision-making process.

Lead Rank 53

Lead Rank Lead Scoring Margin Buyer 53

Sell Integrity

APRIL 5, 2021

As the economy picks up steam, organizations are seeing the next 12 to 24 months as a unique opportunity to capture increased market share and margin growth. This begs the question: Does your team have the confidence and skill to take advantage of these complex sales opportunities? By Bruce Wedderburn.

Up-Sell 64

Up-Sell Account Margin Influencer 64

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). Jeffrey Gitomer. Enter Jeffrey Gitomer.

Channels 187

Channels Face-to-face Video Hubspot 187

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

Channels Video Hubspot Face-to-face 100

The Brooks Group

APRIL 8, 2014

Salespeople and sales managers are treated fairly and - ideally - are paid on margin, not volume. Prospect & Customer Perceptions. In top sales organizations, salespeople understand the strategic organizational issues facing their prospects and customers and are perceived as strategic partners.

Hiring 40

Hiring Lead Rank Coaching Sales Coaching 40

Klozers

JUNE 5, 2014

Sales Methodologies can make or break your business , as they not only impact the way you sell, they have a direct impact on many other important factors in your business. Check out the table below on Sales Methodology for some ideas on how the main four differ.

Sales Methodology 44

Sales Methodology Margin Social Media Cold Calling 44

Partners in Excellence

FEBRUARY 5, 2016

They know that sharp execution of the process improves their odds to win, reduces their sales cycle, and maximizes deal value/margin. After all, they are selling themselves into a dream job. Implicitly, they should leveraging their selling skills to the utmost in executing their sales plan. They never wing it.

Hiring 48

Hiring Call-back Margin Territories 48

Janek Performance Group

OCTOBER 18, 2023

A common misconception in sales is that top-performing salespeople are born with inherent selling skills, the so-called “gift of gab.” Prospective clients recognized that the higher price point was justified by the exceptional value they would receive in return. Myth #1: The Best Salespeople are Natural Sellers.

Ideal Customer Profile 62

Ideal Customer Profile Discount Lead Rank Lead Scoring 62

Sales Hacker Training

SEPTEMBER 5, 2018

Founded in 1990, Action Selling provides a broad range of training resources to hundreds of thousands of sales professionals. The company was among the first in the industry to incorporate big data into its learning infrastructure, focusing on critical selling skills and the best ways to reinforce these proficiencies.

Training 103

Training Scale Lead Qualification Lead Rank 103

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

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Gong.io

JUNE 10, 2019

Prospecting. But when you combine it with the rest of their skills, you’ve got a chain-link system that leads to a crazy successful career. That’s because they’re only marginally stronger in each area of the sales process. You may want to read that sentence again). Value messaging. Deal strategy. Negotiation.

Video 91

Video System Objections Margin 91