Trinity Perspectives

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How to add value by ditching the discount

Trinity Perspectives

Everyone wants and deserves a good deal. But a ‘good deal’ doesn’t mean the cheapest price. In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price. We’re trying to create a perceived additional value in the eyes of the customer. But offering a discount has a negative impact for several reasons: It costs you money.

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Earning the moniker ‘sales professional’

Trinity Perspectives

On the 23rd of November 1996, a player called Ali Dia made his professional debut in the English Premiership for Southampton. Coming on as a substitute in the 32nd minute, he proceeded to have one of the worst footballing debut’s in history, perhaps best summed up by the player he replaced that day Matt Le Tissier, who described it like watching “Bambi on ice” Before the game was over, Ali Dia was substituted and soon after left the club and was never seen or heard from again.

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Just start!

Trinity Perspectives

I had my first home haircut in about 40 years the other day. They say ‘necessity is the mother of invention’ and entering week 7 of lockdown with a shaggy mane and no prospect of a haircut, I was definitely in need. My wife Shelley was kind enough to take up the challenge (and the clippers) with lots of rowdy encouragement from the kids.

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Sales training should start with the end in mind

Trinity Perspectives

There’s a fundamental flaw with the way most B2B companies approach sales training and enablement. The de facto approach is usually to focus on the process, not the outcome … “We’ve got $50k sales enablement budget, let’s see what we can get for that?” “We want you to do a two day off-site for our sales team, what will you cover and what will it cost?

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Don’t underestimate what’s in front of you

Trinity Perspectives

Here’s a funny thing I’ve noticed working with lots of B2B companies over 20+ years in the industry … The majority of their sales activity and marketing content tends to be focused on new customers. White Space – Blue Sky – Green Fields (Why is it always a colour?). Don’t get me wrong, I understand the value of new customers and the need for organic growth, but I think sometimes we overestimate their importance and underestimate what’s right in front of

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The question to answer for better engagement

Trinity Perspectives

Here’s what I find puzzling! We all know great content when we see it. Scrolling through LinkedIn, it jumps out at you through the bland posts and sea of sameness. You read, watch or listen and think …”Yup, this person clearly knows what they’re talking about” You drop a quick like or comment. Maybe follow the author or reach out and connect with them.

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5 ways to avoid sticker shock

Trinity Perspectives

Sticker shock is a funny thing, isn’t it? There you are, engaged with your prospect. Some great meetings. Discovery calls. Deep dives. You get shortlisted. They ask for a proposal. You send it over and then … something changes? Suddenly they go cold or go quiet. The mood shifts. The momentum disappears. Nobody likes unpleasant surprises, especially not when they open a proposal and an unexpectedly large number smacks them between the eyes.