Janek Performance Group

JUNE 30, 2023

Does your sales approach take buyer personas into consideration? You know, that ideal customer profile of your best potential prospect? In this article, we will explore the concept of buyer personas and how sales reps can apply the principles of perception and persuasion for improved performance.

Buyer Persona 62

Buyer Persona Buyer Ideal Customer Profile Lead Rank 62

Customer Centric Selling

OCTOBER 21, 2021

In today’s episode, Frank and Tim expand on the hidden dangers of discounting and teach you how to prepare for the inevitable conversation. A customer will always ask for and most likely expect a discount. So, before you offer anything, you need to understand what you can get from the prospect in return.

Discount 52

Discount Negotiation Course B2B 52

Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? Automated emails are great for showing possible buyers relevant and personalized information in a timely manner. Automated emails are great for showing possible buyers relevant and personalized information in a timely manner.

Prospecting 262

Prospecting Scale Lead Nurturing Campaigns 262

Sales Hacker

DECEMBER 29, 2022

Though the Harvard Business Review prematurely declared it dead a decade ago , today’s top sellers have found new ways to leverage solution selling that speak directly to the attitudes and needs of modern buyers. A whopping 50% of your prospects may not be a good fit for the product/service you sell. You offer a discount.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

The Sales Hunter

JUNE 25, 2013

Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a salesperson. Buyers will… 1. Demand the largest volume discount price on all orders, regardless of size. Stay calm and resolute in your offer.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

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. While most economic buyers are looking for insight based on experience with real world buyers. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection.

SME 299

SME Lead Rank Lead Scoring Discount 299

Pipeliner

APRIL 1, 2019

I can’t think of any concepts more misunderstood than price, pricing, and discounting. Let’s discuss five myths about pricing, and its Mr. Hyde alter-ego, discounting. All buying decisions are made without emotion…buyers are all Dr. Spock-like in a world that still uses money. An alarming number of businesses price poorly.

Discount 73

Discount Margin Policies Vendor 73

The Sales Hunter

JANUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. The Slippery Slope of Discounting. For sake of argument, let’s say that you do believe in your price, but offering a discount has become commonplace among your sales force. FREE Resources.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

Pipeliner

AUGUST 30, 2019

Six Ways to Commit “Suicide by Discount”. It’s often tempting to discount your way out of sales trouble, but sometimes you’re doing more harm than good. While discounting is sometimes necessary, it’s often the biggest mistake you can make. Full disclosure here: I’m highly biased against discounting.

Discount 73

Discount Negotiation Sales Methodology Scale 73

Hubspot Sales

APRIL 26, 2023

And even if you manage to convince a poor-fit prospect to buy, you're setting yourself up for an unhappy customer relationship and a potential hit to your reputation. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal. 7 Signs You Should Walk Away From a Prospect 1.

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Q4 is generally the biggest sales quarter of the year due to two major factors: buyer behavior and budgets. 15 Tips to Score More Deals in Q4 1.

Data 117

Data Discount How To Quota 117

The Pipeline

JUNE 4, 2019

The risk is that buyers will discount your claims; you need only look at feedback buyers are providing. Vendors focus on providing material that buyers don’t find very useful or trustworthy. Buyers don’t trust all vendor claims, nor do they expect to. Buyers are looking for predictability and repeatable success.

Discount 268

Discount Vendor Quota Buyer 268

The Pipeline

AUGUST 27, 2019

23% would mean over two hours a day in front of buyers; let me know when you do that consistently, and we’ll talk. They not only give away their time; they pay the prospect for the privilege of doing so. They not only give away their time; they pay the prospect for the privilege of doing so. If it isn’t quota, then why discount?

Wireless 264

Wireless Discount Face-to-face Scale 264

Force Management: The Seller's Command Center

FEBRUARY 5, 2021

Getting beyond technical buyers and in front of economic buyers requires you to make distinct connections between your solution’s technical capabilities and the business pains of your prospects. This connection helps you move your deals higher in the customer organization, increasing the value and the price.

Buyer 52

Buyer Discount Conversion Prospecting 52

Pipeline

MARCH 12, 2024

From making the first contact to nurturing a lead, sales prospecting is a delicate art. After all, 43% of buyers think impression matters , and you get only one chance to make a memorable first sales impression. It lets you engage with a prospect directly and answer their queries in real time. You must do it right, but how?

Cold Calling 52

Cold Calling Prospecting Buyer Persona How To 52

Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? Automated emails are great for showing possible buyers relevant and personalized information in a timely manner. Automated emails are great for showing possible buyers relevant and personalized information in a timely manner.

Prospecting 130

Prospecting Scale Lead Nurturing Campaigns 130

The Sales Hunter

APRIL 7, 2012

In recent blog postings, I have talked a lot about sales prospecting. I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments. Below are 7 articles I’ve written that dig into the unique dynamics of working with buyers and purchasing departments.

Buyer 176

Buyer Discount Up-Sell Motivation 176

MTD Sales Training

DECEMBER 16, 2018

What’s the most frustrating barrier that you come up against when you are trying to get the buyer to commit to your solution? If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’. Yes, the prospect being indecisive can be frustrating to you as a sales consultant. Sean McPheat.

Prospecting 136

Prospecting Guarantee Discount Course 136

Zoominfo

AUGUST 18, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts. Because SaaS purchases represent significant investments, not just one-off purchases, diligent buyers have likely done their research.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

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

Customer Centric Selling

DECEMBER 10, 2014

Sales Tips: How to Avoid the Discounting "Squeeze". I was working with a client a few years ago and saw the CEO and CFO in a meeting to discuss pricing on a transaction for a large prospect. After asking a few questions it seemed clear that they were the vendor of choice and were in a death spiral of discounting.

Discount 81

Discount Negotiation Face-to-face Vendor 81

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

Hubspot Sales

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. Buyers will request concessions to address their concerns about perceived shortcomings. Silence from a prospect tends to erode a salesperson‘s confidence.

Closing 120

Closing Proposal Negotiation Discount 120

John Barrows

FEBRUARY 3, 2020

That’s one reason it’s crucial to educate your buyers on how the buying process works at your organization. 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. This way, there are no surprises. The Shoppers Perspective.

Education 118

Education Prospecting Lead Rank Lead Scoring 118

The Pipeline

SEPTEMBER 9, 2020

We have some great news from the Proactive Prospecting Club , we have added a new course, and, members get a discount! Communication between team members, buyers and sellers, and all previously daily exchanges that moved the business forward have gone virtual. By Tibor Shanto. And it’s not just any course.

Course 235

Course Hiring Video Discount 235

The Pipeline

APRIL 11, 2016

Thus far in this series we have looked at two prospects segments that are popular among sellers, mostly because they are likely the easier of the three. The reason for that is that those who thrive on prospecting this segment, not only have more fun selling, they face less competition, and as a result make more sales and commissions.

Segment 120

Segment Prospecting Objections Vendor 120

Customer Centric Selling

JUNE 11, 2014

Sales Tips and Techniques: How to Avoid the Death Spiral of Discounting in Sales Negotiations. While I was onsite the CEO and CFO were huddled to discuss pricing on a transaction for a very large prospect. Buyers understand that the longer negotiations take, the lower the ultimate pricing will be.

Discount 84

Discount Negotiation How To Vendor 84

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. 7 Sales Prospecting Ideas That Work. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

SalesFolk

MARCH 2, 2021

How specific is your “buyer persona,” or “Ideal Customer Profile” (ICP)? . Too often I see sales and marketing leaders defining their buyer personas as “Marketing” or “C-Suite.” How to build solid “Buyer Personas” for more effective sales campaigns. Example of redefining a Buyer Persona & copyediting a real Cold Email.

Ideal Customer Profile 64

Ideal Customer Profile Buyer Persona Prospecting Hiring 64

No More Cold Calling

APRIL 26, 2018

More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. We’ve trained our buyers to expect discounts and that everything is negotiable. The better strategy is to quote a reasonable price in the first place, and you’ll gradually shift buyer behavior.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

Nutshell

DECEMBER 21, 2022

Most sales training focuses on prospecting , lead nurturing, and closing techniques. But what should a seller do after securing a new buyer? You’re a salesperson, which means your primary job is to meet with prospects and close deals. Understanding your customers will also help you upsell new or related products to buyers.

Retention 71

Retention Outsourcing Services Buyer Customer 71

The Sales Hunter

DECEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. 6 Negotiating Secrets Buyers DON’T Want You to Know. I have the opportunity to talk with many buyers. Confessions from a buyer: 1. Think You are Smarter Than the Buyer? discounting.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

Hubspot Sales

AUGUST 21, 2023

You want to create a scenario where you and your prospect arrive at an agreement within a reasonable timeframe with as few surprises as possible — and being able to get there consistently starts with solid preparation. Make sure you‘re not rushing into a closing call or trying to leverage a discount to force a deal’s timing.

Negotiation 76

Negotiation Hubspot Discount Guidelines 76

Nutshell

JUNE 25, 2021

Newsflash: half of your prospects are a bad fit for the products and/or services you sell. Fortunately, there are ways to identify and eliminate bad-fit prospects from your pipeline before they drag you down. Fortunately, there are ways to identify and eliminate bad-fit prospects from your pipeline before they drag you down.

Prospecting 112

Prospecting Lead Rank Sales Qualified Lead Lead Scoring 112

Salesmate

DECEMBER 3, 2020

Your sales success is dependent on your ability to handle and convert prospects into paying customers. Like all fingers of the hand aren’t the same, even the sales world is filled with different types of prospects. A good understanding of different kinds of prospects can help in developing successful strategies.

Prospecting 98

Prospecting How To Negotiation CRM 98

MTD Sales Training

MAY 5, 2017

How do you build up trustworthiness before meeting with a client or prospect? This builds credibility with prospects and gives them a reason to trust you. We often find that salespeople use phrases or words that can easily turn a prospect off. But this trust isn’t always earned, even when you are building the relationship.

Prospecting 120

Prospecting Decision Maker Call-back Discount 120

The Sales Hunter

JULY 14, 2012

Everyone is looking for a discount. Far too many salespeople are willing to give in and give a new customer a discount thinking it’s what is needed to close a sale. Don’t get me going regarding what I think of discounting. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Discount 176

Discount Tools Prospecting Benefit 176