Sales and Marketing Management

MAY 17, 2019

Author: Paul Nolan At the height of the dot-com boom in the late 1990s, much was written about the five-star-worthy cafeterias that high-tech companies created, offering free meals and elaborate snacks to keep their employees engaged and maybe even working extra hours. While the dot-com bubble burst, food as a perk persists. A perk for who?

Face-to-face 149

Face-to-face Discount Benefit Sales Goal 149

Gong.io

NOVEMBER 12, 2021

So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? To emulate what the top sales professionals do, you can: . and hope “sales skills osmosis” works. Millions of sales opportunities. . But the top sales reps are great at prospecting.

Cold Calling 118

Cold Calling Negotiation Face-to-face Objections 118

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales? Self Sales.

Enterprise 95

Enterprise Enterprise Ideal Customer Profile Sales Process 95

Sales Hacker

AUGUST 12, 2021

Do your sales reps know who they’re supposed to be targeting? Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. Involving decision-makers is a major part of successful sales. Not involving the decision-maker. Equally as important?

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

The Pipeline

AUGUST 3, 2017

Well, it may take a bit of effort, but most sales people know this better than they pretend, they just have to change a few approaches. While most sales people nod knowingly when you say this, they fail to follow through on actually reviewing and understanding why the opportunity ended the way it did. What Are We Looking For?

Objections 206

Objections Face-to-face Segment ROI 206

The Sales Hunter

AUGUST 22, 2012

I know it may seem odd to ignore something your customer says, but when they request a discount, this tactic is worth trying (at least initially). When they make a comment about the price being too high, simply ignore it and re-direct the conversation back to the customer’s needs and pain. ” Sales Motivation Blog.

Discount 216

Discount Customer Call-back Objections 216

The Accidental Negotiator

OCTOBER 6, 2023

Mistakes That We Make When Negotiating No matter if you’re planning on selling you house, trying to get rid of excess merchandise, or even just searching for new clients, there’s a good chance you’ll end up making your next sales negotiation more challenging than it needs to be by falling into common cognitive traps.

Negotiation 52

Negotiation Real Estate Proposal Face-to-face 52

SBI

NOVEMBER 8, 2018

Customer-Specific Prices: The Silent Source of Margin Leakage. In creating customer-specific agreements, sales teams often override existing pricing structures and guidance, in many cases over-discounting. The result is a “set-and-forget” scenario: companies have little to no visibility to the status of active price agreements.

Margin 139

Margin Customer System Vendor 139

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Go for No!

JUNE 20, 2023

The training program consisted of picking things up from the other employees and the owner, Ron (who was incredibly soft-spoken and dressed like a substitute math teacher instead of a record store owner which I always found odd) teaching me how to ring sales on the register. I eagerly told the customer that yes, we did take checks.

Licensing 62

Licensing Closing Training Customer 62

Adaptive Business Services

NOVEMBER 30, 2022

I had zero experience with anything even remotely like this. How I would price it was a big question mark. Was there ever even a willing market that would invest in this course at any price? My total sales, total sales, were under $200. I had absolutely no idea of how to market it. . I was not and could not.

Course 71

Course Software Software Marketing 71

The Accidental Negotiator

FEBRUARY 17, 2023

Image Credit: McKay Savage Not all of our negotiations are sales negotiations , but it sure seems like a lot of them are. It turns out that this information is available to us and we can put it to good use in our next sales negotiation. What persuasion strategies can you use in your next negotiation? So what is framing in negotiation?

Negotiation 52

Negotiation Face-to-face Study Buyer 52

LeadFuze

JULY 6, 2021

What is a Pricing Strategy? Pricing strategies don’t just come down to what you charge, it can come down to how you present your prices. And it’s not over yet; now comes the biggest hurdle… pricing up your offering. 13 Types of Pricing Strategies Examples. 3 Cost-Plus Pricing Strategy.

Proposal 98

Proposal Strategy Discount Social Media 98

Zoominfo

JUNE 22, 2022

As daunting as cold calling may be, it still has a place in today’s sales pipelines. In the age of COVID and increased remote work, sales development representatives (SDRs) and account executives (AEs) are finding that cold calling can be an effective means of reaching prospects — when handled correctly. Is B2B Cold Calling Dead?

Cold Calling 130

Cold Calling B2B Commission Exact 130

The Pipeline

DECEMBER 17, 2012

Where the seller was able to engage in a proper manner, meaning not waiting around to be found by someone with preconceived ideas and price points, but engaged as two peers around a common opportunity. Where the seller takes the initiative rather than the buyer, the odds are much more even.

Sales Qualified Lead 281

Sales Qualified Lead Face-to-face Buyer Discount 281

Hubspot Sales

JULY 1, 2020

The term can cover everything from haggling at a flea market to hashing out a fair price for a new car to finding common ground for billion-dollar deals. The process is a pillar of all things business, and sales efforts are no exception. This point is a mantra that applies to any kind of negotiation, including sales.

Negotiation 128

Negotiation Strategy Decision Maker Scale 128

Partners in Excellence

JULY 18, 2023

When things get tough, for instance the economy, or even you may be behind in your numbers, narrow your focus even more. The majority of customers in our ICP may not even recognize the need to change, that there may be a better way to do things, that they may be missing an opportunity. Tilt the odds in your favor.

Ideal Customer Profile 74

Ideal Customer Profile Discount Pipeline Opportunity 74

Hubspot Sales

JANUARY 8, 2020

This is because objections are typically viewed as a hindrance to the sales process and can sometimes throw an otherwise confident sales professional into a frenzy. Or that you never seem to respond in a way that helps move the sale forward after a customer raises an objection? You immediately get defensive.

Objections 73

Objections How To Guarantee Follow-up 73

Braveheart Sales

JUNE 29, 2021

I recently gave a presentation on strategic pricing. Her question: “How can we sell value when we can’t even talk to decision-makers?”. RFPs and other bidding environments are buying tactics often specifically designed to separate value from price. You will have to decide if you can live with that low price. Should you?

Lead Rank 52

Lead Rank Lead Scoring Sales Qualified Lead Vendor 52

Gong.io

SEPTEMBER 22, 2021

You’d have fewer lost deals right now and you’d be heading for the long-term results you want (like an accurate forecast and a President’s Club-level sales team). In this post, we’ll explore the analytics you should track now using sales analytics software so you know where to invest your coaching time. We’re down with sharing it.

Analytics 132

Analytics Cold Calling Call-back Lead Rank 132

Crunchbase

MAY 26, 2022

So how do you overcome sales objections? In this article, we’ll discuss everything you need to know to overcome sales objections, share tips on how you can respond to prospects, build a solid sales objection strategy, and close more deals. Building your sales objection strategy. Listen to your prospects. Image Source.

Objections 59

Objections How To Webinar Metrics Follow-up 59

Nutshell

MAY 26, 2023

Every business has a sales pipeline. What’s a sales pipeline? But while every business has a sales pipeline, not every business makes a point of tracking or managing it—something you should definitely do. But you might not be sure how to manage a sales pipeline for a professional services company. What are those stages?

Pipeline 62

Pipeline Lead Rank Lead Scoring Company 62

The Accidental Negotiator

SEPTEMBER 30, 2022

To improve your odds of being able to meet a realistic but ambitious target, you will need to determine your best alternative to a negotiated agreement , or BATNA. If you are engaged in a price negotiation, this might be a particular number. When we enter into a sales negotiation, we often rely on what has worked for us in the past.

Negotiation 97

Negotiation Salary Hiring Lead Rank 97

Zoominfo

AUGUST 1, 2022

As interest rates rise by 75 basis points for the first time in almost 30 years, experienced sales reps and newcomers alike are facing the prospect of selling during a recession. Sales is tough enough as it is, and prolonged economic uncertainties make the job even harder. Budgets are reduced or eliminated.

Hiring 130

Hiring Face-to-face Lead Rank Lead Scoring 130

PandaDoc

APRIL 5, 2023

There’s a simple reason behind automating sales processes — less time spent on low-value-added activities results in more time spent on actual selling. That goes for the rest of your sales team stuck following established steps — how much of that time could they have spent doing something more productive than administering routine tasks?

Sales Process 52

Sales Process Benefit Scale Top of Funnel 52

Anthony Iannarino

APRIL 4, 2019

There are no rules in sales, and you have to know them all, which is to say context matters. These enlightened purchasing types often reject the lowest priced offerings because their experience suggests that the “vendor” will cause them to incur higher prices. Get my first book: The Only Sale Guide You'll Ever Need.

Decision Maker 83

Decision Maker Trends Vendor Discount 83

Allego

MAY 31, 2019

According to a McKinsey report on drug launches , more than half of new medical devices and nearly two-thirds of new drugs fail to hit their sales targets. In this two-part article, we’ll see how modern learning tools and techniques can help your organization overcome these risks and increase the odds of a successful product launch. .

Face-to-face 69

Face-to-face Pharmaceuticals Banking Distribution 69

SBI

MAY 30, 2018

I wanted to illustrate the reasons prospects don’t always make the right decision based on first-hand experience – what I’ve seen personally over the past two decades of Sales. #10 They were pitching a discounted price of $99 on a list of companies you could use for prospecting purposes. The normal price is $295.

Prospecting 123

Prospecting Software Software Cold Calling 123

The Pipeline

SEPTEMBER 3, 2019

This has become a lost craft in the day of sales disintegration, i.e., SaaS sales. While this may not be noticed in offerings with one or two functions, it impacts more layered sales that tailored or specifically integrated or implemented. That kind of sale involves more, more of everything, including effort.

Prospecting 210

Prospecting Harvest Call-back SME 210

Gong.io

NOVEMBER 12, 2021

So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? To emulate what the top sales professionals do, you can: . and hope “sales skills osmosis” works. Millions of sales opportunities. . But the top sales reps are great at prospecting.

Cold Calling 71

Cold Calling Negotiation Face-to-face Objections 71

Anthony Iannarino

APRIL 21, 2020

Both you and your prospective client have something at risk as you enter into the sales conversation. The framework below is from The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

eBook 91

eBook Proposal Sports Conversion 91

Anthony Iannarino

FEBRUARY 14, 2020

Negative friction is the conflict that occurs under the surface, with the resistance quietly hidden from sight, often by people who have already decided to do something different even though it conflicts with the strategies and decisions the company’s leaders have already taken. What does this look like in real life?

Margin 119

Margin Positioning Construction Sales Qualified Lead 119

The Accidental Negotiator

OCTOBER 7, 2022

When we enter into a sales negotiation, we often rely on what has worked for us in the past. We don’t spend a lot of time thinking about what new negotiation styles or negotiating techniques we could bring to this negotiation because we assume that one sales negotiation is going to be like all of the others.

Negotiation 52

Negotiation Face-to-face Exact Buyer 52

Nutshell

FEBRUARY 9, 2023

But even when you go out of your way to manage your data efficiently, inconsistencies and inaccuracies can still pop up. When you scrub your data, you’re extremely thorough, deliberately seeking out and eliminating even the smallest errors. Data scrubbing tools Odds are, your company has a vast amount of data to deal with.

Data 62

Data Tools SalesForce CRM 62

Hubspot Sales

MAY 26, 2023

You are greeted with a pitch from a pushy sales rep. Odds are, if you don’t want what they’re selling, you’ll hang up immediately. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. Call scripts ensure you and your fellow sales reps cover the key points.

Outbound 95

Outbound Inbound Cold Calling Buyer Persona 95

Anthony Iannarino

MAY 29, 2020

Of all the things salespeople worry about, a competitor who competes on price tends to be very high on the list. The less experienced the salesperson, the more likely they are to believe that the lower price is a threat to their ability to compete and win their dream client’s business. Win customers away from your competition.

Discount 70

Discount Hiring Comparison Strategy 70

The Pipeline

FEBRUARY 24, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Roulette – Are You A Player? Stored in Attitude , Business Acumen , EDGE Sales Process , Impact Questions , Interactive Selling , Metrics , Next Steps , Proactive , Sales Cycle , Sales Process , Sales Strategy , Sales Success , execution. January 2008.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240