The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection. Doing a much better job selling the manager on the discount than selling the value to the prospect.

SME 299

SME Lead Rank Lead Scoring Discount 299

Hubspot Sales

MARCH 18, 2019

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. The benefits.

Hiring 120

Hiring Account Analytics Sales Qualified Lead 120

Sales Hacker

SEPTEMBER 13, 2021

The results of account-based marketing (ABM) , content marketing, in- or outbound marketing, on- and offline marketing, and branding, have to be monitored and presented more than in the past. 4 reasons why marketing accountability is on the rise: Offline results must be measurable in addition to online marketing efforts.

ROI 93

ROI Account Marketing Lead Rank 93

Crunchbase

NOVEMBER 9, 2021

Lead generation is pointless if it doesn’t result in a prospect and a conversion. Before we dive into how to drive conversions, let’s first unpack the difference between a lead and a prospect, and how to turn one into the other. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data.

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

LeadBoxer

DECEMBER 8, 2019

If your primary marketing strategy has been to “cast a wide net”, consider only going after your white whales – your ideal accounts – instead. Known as account-based marketing (ABM), companies that treat individual prospects like an entire market can generate 208% more revenue than those who don’t according to MarketingProfs.

Account Based Marketing 89

Account Based Marketing Account Software Software 89

Zoominfo

SEPTEMBER 30, 2020

If she were accepted, she’d get a lifetime discount — all she had to do was promote the brand on her social media pages (and hopefully make some sales). Even better, the email had a 35% discount code for her first purchase, which she had to make in order to activate her ambassador status. Become a Rep,” it read.

Hiring 246

Hiring Loyalty Discount Social Media 246

Crunchbase

APRIL 22, 2020

It’s common knowledge that citing simple information like details about your prospect’s industry and company proves helpful in closing deals, as it allows teams to approach conversations from an informed perspective. For salespeople, knowing about the potential impact of COVID-19 on a prospect’s business is only the first step.

Prospecting 124

Prospecting Customer How To Decision Maker 124

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. Well… you might want to be careful what prospect you wish for.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 52

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. Well… you might want to be careful what prospect you wish for.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 52

John Barrows

APRIL 10, 2019

Maybe we’re not a high Tier1 account and this spray approach works for accounts that have 0.5% Discounts right away. It’s easy for me to say never discount, but I understand the reality of discounting and how sometimes it’s necessary to get the deal over the finish line. If you are going to discount.

Closing 161

Closing Licensing Discount Account 161

Crunchbase

JUNE 7, 2023

As a salesperson, much of your success relies on prioritizing the right prospects. By focusing on the right prospects, you can streamline your efforts, speed up the sales cycle and ultimately close more deals. A particularly strong fit is a good reason to prioritize that prospect during outreach.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Buyer Intent 52

Sales 2.0

APRIL 16, 2020

They seem to be sending emails for the sake of sending emails, probably driven by a desire to show they care for their prospects. Can you, or your company, come up with some good ideas for your clients and prospects to help them get through this crisis? During this time of extreme turbulence, ideas are really welcome.

Face-to-face 243

Face-to-face Social Media Discount Lead Rank 243

John Barrows

FEBRUARY 3, 2020

What is your prospects buying process? Some shoppers only shop for discounts, or buy what’s on sale. Your prospects, and vendors don’t want that either. We’ve all had that experience where a prospect will tell you they should know something by the end of the day, or week. Your prospects want to be informed.

Education 118

Education Prospecting Lead Rank Lead Scoring 118

Allego

MARCH 31, 2023

Sometimes, using the wrong choice of words can make your prospects think and feel differently about both you and your company with the click of a finger. Honestly For too long now, salespeople have built a bad reputation with prospects or buyers about being untrustworthy and only looking out for themselves. ” I feel ill.

Discount 71

Discount Lead Rank Lead Scoring Conversion 71

Miller Heiman Group

APRIL 9, 2019

According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Develop a Situation Appraisal.

Account 92

Account Incentives Incentive Decision Maker 92

Janek Performance Group

JANUARY 16, 2024

If a sales rep’s entire compensation is directly tied to their individual effort, they could compete against each other for prospects or territories. If a plan grows too complex and elaborate, it can lead to a discouraged sales force, costly accounting errors, and complex administrative burdens.

Compensation 118

Compensation Salary Commission Margin 118

DiscoverOrg Sales

SEPTEMBER 4, 2018

price discount. The line items you throw in may differ depending on your offering – but the price discount should always be last. When people are asking for discounts, Wernke says, they’re asking if what they’re buying is going to be successful. So any discounts should be last. additional product and services.

Closing 286

Closing B2B Decision Maker Discount 286

Zoominfo

NOVEMBER 11, 2019

To make customers feel good about the sale, communicate these three pieces of value, in this order: additional support additional product and services price discount. The line items you throw in may differ depending on your offering – but the price discount should always be last. So any discounts should be last.

Closing 191

Closing B2B Scale Decision Maker 191

Partners in Excellence

NOVEMBER 9, 2023

As a result, we are looking at any hack that enables us to get those goals…… Your customers are just waiting for you to come to them with those deep discounts. Why waste the time, once we get the order, we’re on to something else. Technology has become our savior. They waste our time talking about their problems.

Discount 119

Discount Pipeline Opportunity Tools 119

Zoominfo

JUNE 11, 2021

Sales leaders who are thinking ahead will focus their reps on the advantages of technology and how hybrid work schedules will influence prospecting. These statistics should not discount the lost businesses during COVID.) Call mobile numbers as prospects enter hybrid work schedules. Prospect with video. Source: U.S.

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130

Zoominfo

JUNE 11, 2021

Sales leaders who are thinking ahead will focus their reps on the advantages of technology and how hybrid work schedules will influence prospecting. These statistics should not discount the lost businesses during COVID.). Call mobile numbers as prospects enter hybrid work schedules. Prospect with video. Source: U.S.

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130

Sales and Marketing Management

JULY 27, 2017

The best way to reach these goals is by spending more time in the field, leading more productive conversations with prospects and customers, with access to any needed data in real-time. By using mobility, sales teams can decrease the time it takes to execute on discount approvals, allowing them to sell more in a shorter amount of time.

Discount 149

Discount CRM Collateral Case Study 149

Hubspot Sales

MAY 16, 2022

Inflation product pricing is a tricky, nuanced process — how do you keep pace with inflation without alienating prospects and customers? Fair" is a frame of mind — it's a matter of prospect and customer perception. Consider tinkering with any discounts you might offer. Try to identify other, non-price-related ways to compensate.

Discount 101

Discount Compensation Face-to-face Distribution 101

Hubspot Sales

FEBRUARY 9, 2021

By her account, "These last 12 months have dramatically changed the challenges (and goals) that organizations are prioritizing.". Relying Heavily on Discounts. Ortiz also warns against leaning on discounts when conducting sales efforts in 2021. The first step is to sincerely listen to what your prospect is saying.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Hubspot Sales

APRIL 26, 2018

Avoid Discounts of More Than 50%. Avoid Discounting Outside Traditional Guidelines. Know what you’re willing to give up and what you stand to gain by offering a sales promotion to a prospect. You might be considering discounts, extended payment terms, bundles, add-ons, coupons, or extended-use terms.

Promotion 116

Promotion Discount Negotiation Guidelines 116

Zoominfo

NOVEMBER 13, 2019

To make customers feel good about the sale, communicate these three pieces of value, in this order: Additional Support Additional Product and Services Price Discount The line items you throw in may differ depending on your offering – but the price discount should always be last. So any discounts should be last.

Closing 130

Closing B2B Decision Maker Scale 130

The Pipeline

AUGUST 5, 2013

So who is likely to be in the office, who is likely to have time to just “talk”, rather than being out at client/prospect meetings; who lacks the discipline to not stop what they had scheduled, and shoot the breeze with the new guy? You guessed it, the members of the 80% club. The 20% club is too busy being out and driving revenues.

Hiring 275

Hiring Discount Sales Talent Groups 275

Hubspot Sales

JUNE 8, 2020

Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. But keeping customers happy only accounts for part of the customer's lifetime cycle. So how do you create a positive experience for your prospect during the pre-purchase phase?

B2B 85

B2B Ideal Customer Profile Top of Funnel Prospecting 85

Hubspot Sales

SEPTEMBER 24, 2020

Wouldn't it be awesome if you could stay one step ahead of your prospects and customers at all times — to know what to expect, their individual and collective preferences, and the right strategies to employ to make the most of them? Targeted Discounts. Sales Forecasting Through Predictive Sales Analytics. Upselling and Cross-Selling.

Analytics 93

Analytics Lead Rank Lead Scoring Buyer Persona 93

Zoominfo

APRIL 29, 2020

Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are a small(ish) pond of like-minded prospects where your sales reps can catch a lot of really big fish. It’s time-consuming, yes.

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

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. We've all been there.

Negotiation 116

Negotiation Hiring Margin Buyer 116

Cincom Smart Selling

DECEMBER 2, 2016

Customer and prospect derive real benefit from engaging in transactions powered by CPQ, especially in those challenged by complexity. Pricing accuracy – Correct pricing, applicable discounts and error-free extensions. Volume of the purchase may also entitle additional discounts. Most particularly, the buying end of the process.

Prospecting 59

Prospecting Customer Discount Software 59

Pipeliner

FEBRUARY 28, 2023

Trial or discount. Developing customers and prospects boost confidence. Remote employees require community and accountability. This question determines product value. Product knowledge simplifies sales. Better than writing is believing your product will improve someone’s life. Converting Believe it? Your motivations.

Real Estate 52

Real Estate Insurance Insurance Cold Calling 52

Mr. Inside Sales

JUNE 6, 2017

Here are just five examples of cold call rebuttals (there are five more in the book PLUS examples from the other calls (call-in and existing accounts)! Get Copies for your Entire Team & Get a Discount: Shop Here for multiple copy discounts and give your team the edge it needs to succeed!

Cold Calling 136

Cold Calling Gatekeeper Discount Decision Maker 136

Sales Hacker

APRIL 8, 2020

Credibility helps you stand out and build trust with prospects who are complete strangers to you. Keep reading to learn how to overcome a credibility gap, plus five things you can do to create credibility with your ideal prospects — even if they’re perfect strangers. You have an active presence on every channel your prospects use.

Closing 115

Closing Top of Funnel Social Media Prospecting 115

Zoominfo

NOVEMBER 29, 2021

KPIs should also hold each team member accountable for hitting their number and doing their part. Account penetration percentage. From an account-based marketing perspective, this metric tells you if you’re targeting the right people. The dollar value of the gift depends on the importance of the prospect.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Zoominfo

APRIL 20, 2020

Basic firmographic and demographic data points simply aren’t enough to hone and engage prospective buyers in a good economy, never mind the current climate. Conversely, use the same approach to eliminate accounts normally in your sights that currently not in position engage. Work harder: Increase activity to expand your reach.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239