Highspot

MAY 8, 2020

From delivering winning doses of inspiration to transforming rookies into all-stars, coaches are a key component of any winning team — and not just in sports. In the world of business-to-business sales, coaches are just as essential to ensuring reps have the skills they need to close deals with confidence. What Is Sales Coaching?

Sales Coaching 78

Sales Coaching Coaching Hiring Remedy 78

Mindtickle

MAY 21, 2021

Your sales managers need the ability to identify why deals are lost and how they can train and coach reps to win today’s deal — and every deal in the future. These solutions record, transcribe and score customer calls, serving them back to sales managers to use as fuel for more effective coaching conversations.

Coaching 52

Coaching Conversion Sales Coaching Lead Rank 52

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. Prepare for the “Discount Talk”. We’ve found that prospects mention discounts in 50% of discovery meetings.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

Partners in Excellence

DECEMBER 15, 2023

” We see the same thing in “coaching conversations.” ” Customer: “No… ” Seller: “Would it be helpful if we could give you a discount?” ” And we know the “coaching version” of this conversation, it usually starts with, “Why does your pipeline suck?”

Lead Rank 113

Lead Rank Discount Conversion Lead Scoring 113

Chorus.ai

NOVEMBER 12, 2019

In the early days, you’ve got time to coach, and you obsess over it. Discovery is one of your favorite things to coach - and - “the most important part of the process!” But why does coaching on discovery calls work so well? Let’s explore what we know intuitively (but rarely practice) when we’re coaching our sales teams.

Coaching 48

Coaching Scale Hiring Sales Management 48

Partners in Excellence

JANUARY 20, 2022

Some of you may be smirking, saying, “Dave, you don’t get it, what about discounting–that’s sales taking pricing actions.” ” There are several issues at play, but they are really not pricing issues: Sales may be allowed to to discount by certain amounts, without any needed approvals.

Discount 97

Discount Negotiation Sales Cycle Sales 97

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. They waste our time talking about their problems. Then they look at our pipelines, saying we need to fill the pipelines.

Discount 124

Discount Pipeline Opportunity Tools 124

Nutshell

JANUARY 28, 2019

Love the Patriots or hate ‘em , you can’t deny that Bill Belichick is one of the most effective coaches in football history. Belichick is the only NFL head coach with five Super Bowl victories, and under his direction the Pats have won nine AFC championship titles (beating my Colts in a number of those games).

Coaching 79

Coaching How To Face-to-face Data 79

Hubspot Sales

DECEMBER 7, 2023

Anticipation of discounts: Buyers know that salespeople are more likely to discount the later it gets, so they wait in anticipation of discounts. It’s no coincidence that 42% of managers and sales pros who coach or train their teams say that their primary goal is to get sales teams aligned on a common goal. Demo in bulk.

Data 120

Data Discount How To Quota 120

Sales Hacker

MARCH 28, 2019

So to lay the groundwork for the “and economy”, where sales training serves both men and women better, here are six ways sales training and coaching need to transform. Accept the Premise: Gender-Based Coaching Is Important. How do men and women in your sales organization perceive access to training and coaching support?

Coaching 80

Coaching Training Hiring Sales Management 80

Sales Management Plus -- SMP

MARCH 5, 2024

.” You could also consider creating bundled packages that combine the new product with their existing purchases, offering a discounted price or additional value. Maybe you create something like a “drilling essentials kit” that includes the drill bits, hole saws, and safety glasses at a discounted price.

Customer 52

Customer Distribution Analysis Discount 52

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 Find the right way to break a few sales call rules, and you can fast-track your company to a hefty market advantage.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Chorus.ai

MAY 23, 2019

And most importantly, how do you ensure that reps are truly enabled through coaching and content? Today we're excited to announce the launch of our Coaching Programs feature. Your favorite Conversation Intelligence platform is also your go-to sales coaching and enablement platform! Step Two: Set Up Relevant Coaching Initiatives.

Sales Enablement 48

Sales Enablement Coaching Discount Call-back 48

Bernadette McClelland

DECEMBER 27, 2018

And with envy you remove everything that is strong and good and clever and amazing about you, completely discounting and devaluing it. And that self judgement is cloaked in the fact that we do not see ourselves as having, doing, getting or worse still, being , enough. Then envy kicks in.

Comparison 363

Comparison Discount Conference Lead Generation 363

Pipeliner

FEBRUARY 9, 2020

Generally, it encompasses talent strategy, training, coaching, and content services. An event focus might look like “train and coast”, or “coaching sprint” then coast. Process looks like ongoing training or developing a consistent coaching cadence. The more loops closed, the more elite.

Customer 94

Customer Scale Discount Hiring 94

The Pipeline

APRIL 6, 2021

Doing a much better job selling the manager on the discount than selling the value to the prospect. Yet they are willing to fight for a discount every time, no matter the profit erosion. This is something that is easily resolved with coaching and training, but you must have a willing participant.

SME 299

SME Lead Rank Lead Scoring Discount 299

Sales Hacker

FEBRUARY 20, 2024

The importance of sales coaching and role playing. 21:47) The art of negotiation: offering discounts. (25:31) Common mistakes that Richard sees founders make and how to avoid them. Highlights: (5:13) Unveiling Richard’s book: The Seller’s Journey. (10:51) 10:51) The art of negotiation: engaging with procurement. (19:52)

Negotiation 93

Negotiation Ideal Customer Profile LinkedIn eBook 93

Allego

MARCH 31, 2023

Discount Here’s a strong statement for you. Salespeople who serve up discounts to get deals done in their sales conversations are weak. I’ve often used the phrase, “Discount your price, and you discount your product.” Ever wonder why some retailers give HUGE discounts on televisions, but not on others?

Discount 71

Discount Lead Rank Lead Scoring Conversion 71

Force Management

OCTOBER 13, 2022

By identifying and addressing concerns early on, sellers can not only reduce the likelihood of discounts and “no decisions,” but can also influence the decision criteria itself by communicating on value in the early stages. Great coaching comes from teaching, not inspection. Get Your Team in a Mission-Critical Success Mindset.

Strategy 107

Strategy Customer Discount Decision Maker 107

Mindtickle

DECEMBER 8, 2022

Ensuring that goals and sales targets are ambitious but reachable, taking broad business growth goals and distilling them down to a sales quota for every rep of every level, and mentoring and coaching sales reps throughout their tenure with your company are all just part of the job. With the right tools, sales work can be a lot of fun.

Hubspot 98

Hubspot Top of Funnel Ideal Customer Profile Call-back 98

Openview

JANUARY 18, 2018

A great sales team starts with a manager who’s also a great coach. How is a good soccer coach different than a bad soccer coach? A bad soccer coach just tells you what they want and what to do. For example, a good coach may notice that some people on the team are scoring on a low percentage of their penalty kicks.

Lead Rank 104

Lead Rank Lead Scoring Coaching B2B 104

Chorus.ai

FEBRUARY 20, 2020

Prepare for the “Discount Talk” You might consider discounting as more of a late-stage concern, but it can often rear its head earlier in the sales process. We've found that prospects mention discounts in 50% of discovery meetings. Discounts can lead to a win but they can quickly become a crutch, leading to bad habits.

Discount 96

Discount Cold Calling Sales Qualified Lead Lead Rank 96

SalesLoft

MAY 22, 2018

Focusing on personality type is an easy way to move from being an average to an excellent coach. With so many different personalities and perspectives comes the challenge of how to most effectively coach each individual. That’s why focusing on personality type is a game-changer when it comes to coaching. The Hunter.

Coaching 52

Coaching Analytics Scale Opportunity 52

Engage Selling

JULY 5, 2019

???????????????????????I recently talked to a group of sales leaders. It was the last three days of their quarter and they told me, “Colleen, we have to admit: we are having a fire sale. We’re doing everything we can right now, … Read More »

Discount 70

Discount Strategy Groups Sales 70

SBI

MAY 12, 2020

However, if you do focus just on the sellers, you need to focus on the fundamentals: Enable sales managers to be tremendous coaches. Deal Discounts Customers will always push to get a discount on pricing. Are you seeing areas of your business struggling with discounting? Train them on critical sales skills. Linkedin.

Discount 122

Discount Face-to-face Maximizer Lead Rank 122

Keith Rosen

JULY 8, 2017

Except from one of Keith’s future books and his ground breaking, award winning program, The Seller Coach. Others blame lackluster performance on poor training, coaching, support, a saturated market, competition, difficult customers, weak leads, and a limited, unqualified database of prospects to call.

Coaching 90

Coaching Social Media Intent Epiphany 90

Understanding the Sales Force

MAY 23, 2019

Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas prices ranged between 17.9 But when gas prices are around $3.00 per gallon, how does 9/10 cent continue to make sense? Some habits die really hard. I don't know about you but some things just don't make sense to me.

Commission 255

Commission Compensation Discount Data 255

No More Cold Calling

DECEMBER 7, 2017

They wait for the discounts that regularly come, and they pressure reps for even more discounts. Plus, we become flagrant discounters. They’re not coaching their teams around leading indicators: It’s not OK to set revenue goals and let your account based selling team figure out how to get there.

Account 189

Account Referrals Sales Qualified Lead Quota 189

BrainShark

AUGUST 15, 2023

Now that many sales organizations are permanently adopting hybrid and remote work, there’s been a shift from in-person to virtual coaching sessions. Sales readiness platforms with video coaching capabilities , as well as video conferencing and collaboration tools , can ensure there’s no interruption to facilitating effective role plays.

Exercises 62

Exercises Ideal Customer Profile Buyer Persona Decision Maker 62

Pipeliner

JANUARY 28, 2021

emphasize “value-uncovering” behaviors from your methodology at early stages…combined with focused training and coaching, because most methodologies gloss over these deal-winning behaviors. Price Premiums Achieved or Discounts Avoided. If you use one of the major methodologies ( MEDDICC/MEDDPICC, Strategic Selling, TAS, etc.),

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Understanding the Sales Force

MAY 10, 2023

Instead of discounting, get better at selling value. Can companies add water to grow revenue when the economic conditions are evaporating? Yes, but it’s counter-intuitive. Instead of laying off salespeople, hire salespeople. Instead of getting more transactional on more opportunities, target more effectively and be more consultative.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

The Sales Heretic

FEBRUARY 18, 2015

In my work training and coaching salespeople, professionals and business owners, I’ve noticed [.]. Sales business discount owner product professional prospect rapport seminar service training trust'

Discount 120

Discount Coaching Training Sales 120

Bernadette McClelland

NOVEMBER 13, 2022

To give StorySelling added oomph, I have leaned in on my expertise in enterprise sales, emotional psychology, and executive coaching – the critical elements for a businessperson who sells to achieve their objectives of connecting, conversing and converting more commercial opportunities. Our External Stories.

Ideal Customer Profile 195

Ideal Customer Profile Decision Maker Enterprise Enterprise 195

Partners in Excellence

JUNE 23, 2019

I’ve had the great privilege of coaching/advising one of the highest performance sales teams I’ve ever worked with. We see the results not only in much longer sales cycles, but much lower win rates, higher discounting, and lower average deal size. Who Should We Be Coaching?

Sales Cycle 103

Sales Cycle Discount Coaching Forecasting 103

Crunchbase

JANUARY 26, 2021

Discounts are a brilliant way for companies to connect with clients who are struggling with the extra pressures imposed by 2020. Our research into B2B companies discovered that discounts had increased by around 60 percent since the beginning of the year. Teams need better deal coaching.

Trends 98

Trends Social Media Discount Decision Maker 98

Sales and Marketing Management

MARCH 30, 2020

Undervaluing is the result of succumbing to the temptation of “discounting.” Are you properly coaching them with regard to negotiations? Coaching for active listening. We hope you have found these five in-depth tips valuable as you coach your team members on negotiation. The key here is to get something in return.

Negotiation 279

Negotiation Margin Proposal Maximizer 279

Hubspot Sales

DECEMBER 6, 2017

If you introduce an expiration date for terms or discounts and your prospect says they’ll still need a few weeks to decide, say, “ That’s fine, but this current discount will expire on December 10th. ”. But hopefully the urgency of an expiring discount gives your prospect the push they need to meet your December closing deadline.

Closing 131

Closing Discount Face-to-face Negotiation 131