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Discounting Belongs in Every Sales Tookit

Pipeliner

Discounting gets a bad rap. Critics consider it an act of desperation, a last-ditch knee-jerk tactic vendors try when prospects get nervous and jittery about buying. Discounting is a Sure Sign of Sales Failure , proclaims one recent headline. Done right, discounting is hardly a mark of shame. Net worth: $16.7

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How to Use Email Automation to Nurture Prospects

Zoominfo

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.

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Defining the Real Buyer

Sales and Marketing Management

Author: Alicia McCarty As we are all very well aware, today’s buyers expect us to speak to them personally, not in their general direction; increasingly, customers want businesses to know what they want before they do and to serve them hyper-targeted, relevant content and offerings. It Starts With The Data. . It just isn’t possible.

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Solution Selling Is Exactly What Today’s Buyer Wants

Sales Hacker

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. Table of contents. Simple, right?

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Using Cash Flow as a Sales Prospecting Tool

The Sales Hunter

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.

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Call vs. Email Sales Prospecting: How to Be Effective With Both

Pipeline

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?

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Make It Small

The Pipeline

Specifically, tools, apps and services that help my business success. 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. While I am not working with sales teams, I am buying.

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