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

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

The Sales Hunter

DECEMBER 10, 2013

As tempting as it might be to offer discounts right now to make a number, doing so can create huge issues if you expect to get any repeat business from them next year. Year-end discounts send a message not only to your customers, but also to your prospects, that the best way to get a deal is to wait. Hold firm on pricing.

Discount 224

Discount Commission Selling Skills Prospecting 224

Nutshell

JANUARY 14, 2020

Since a SaaS product is typically more complex to use than a physical product, prospects need a lot more education and training from sales reps before they feel prepared to buy. In addition to commissions for each deal won, reps typically enjoy a comfortable base salary. What Is the Average SaaS Sales Rep’s Salary?

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Hubspot Sales

APRIL 5, 2023

Glassdoor predicts that SDRs typically make a base pay of $50,304 a year, with commission and bonuses totaling another $18,000-19,000. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. 90% of companies use more than one sales software tool to simplify prospecting.

Ideal Customer Profile 116

Ideal Customer Profile Salary Hiring Lead Rank 116

Hubspot Sales

OCTOBER 16, 2017

Commission only. Base plus commission. Absolute commission plan. Relative commission plan. Straight line commission plan. When to pay commission. For instance, if you want your reps to prioritize renewals over new business, give them a bigger commission for the former. Reduce discounting frequency.

Compensation 129

Compensation Hiring Salary Commission 129

Partners in Excellence

JANUARY 12, 2024

And to win that business, we have to discount deeply–getting approvals is such a hassle and it impacts our commissions. I thought, rather than finding people interested in what I wanted to talk about, what if I started focusing on the prospects and customers, talking about what they care about?

Face-to-face 107

Face-to-face Commission Up-Sell Discount 107

MTD Sales Training

JULY 10, 2017

So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! Is it to qualify the prospect for a proposal? If they ask for discount what will your strategy be? Shame on you!

Sales Meeting 169

Sales Meeting Meeting Decision Maker ACT 169

Hubspot Sales

DECEMBER 4, 2023

Stalled deals are often a byproduct of a salesperson locking in on more superficial, symptomatic issues their prospects are dealing with — as opposed to the actual problem those issues stem from. Misaligned problem-solving often stalls deals — and not getting to the why behind a prospect's problems is often where misalignment starts.

Hubspot 86

Hubspot Closing Hiring Cold Calling 86

Mereo

MAY 25, 2023

Salespeople will quickly determine the best way to maximize their interests just like a customer or prospect will strive to minimize their cost. Additionally, how will you pay commissions — up front, as revenue is recognized or on what part of the subscription? Now it is time to take the final steps toward your ultimate pricing power.

Strategy 36

Strategy Workbooks Discount Churn 36

John Barrows

MAY 2, 2019

We give and give and give in the hopes that at the end of the sales process, we get what we want – which is the signed contract and commission. When this happens, we’re actually conditioning the prospect to treat us like a doormat. Get a testimonial in return for a discount. Get an NDA for giving a demo.

Commission 126

Commission Discount Sales Cycle Sales Process 126

Braveheart Sales

FEBRUARY 24, 2022

Can salespeople, especially those money-motivated folks who work on commission, be uncomfortable discussing money? They ask for discounts, knowing that the salesperson will be uncomfortable having the conversation. The salesperson caves and discounts out of fear because it is easier than selling the value delivered.

Lead Rank 52

Lead Rank Lead Scoring Discount Face-to-face 52

No More Cold Calling

APRIL 29, 2018

What it takes to earn introductions to prime prospects. 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. Want to Up Your Prospecting Success? Ditch the Status Quo.

Referrals 136

Referrals LinkedIn Examples Cold Calling 136

SaaStr - Sales Strategy

JANUARY 24, 2019

Prospects will be … if not lied to … then told half truths. This and massive discounting.). Yes, the rep gets a commission and the company might book a tiny bit of revenue in the short-term. If you go long, you’ll often get another chance to close a prospect. That a use case makes sense, when it doesn’t.

Churn 93

Churn Scale Commission Hiring 93

Braveheart Sales

FEBRUARY 24, 2022

Can salespeople, especially those money-motivated folks who work on commission, be uncomfortable discussing money? They ask for discounts, knowing that the salesperson will be uncomfortable having the conversation. The salesperson caves and discounts out of fear because it is easier than selling the value delivered.

Lead Rank 52

Lead Rank Lead Scoring Discount Face-to-face 52

Braveheart Sales

FEBRUARY 24, 2022

Can salespeople, especially those money-motivated folks who work on commission, be uncomfortable discussing money? They ask for discounts, knowing that the salesperson will be uncomfortable having the conversation. The salesperson caves and discounts out of fear because it is easier than selling the value delivered.

Lead Rank 52

Lead Rank Lead Scoring Discount Face-to-face 52

The Pipeline

JUNE 26, 2018

Last week I looked at the power of the small word ‘NO’ in halting sales, preventing President’s Club, and more; but we looked at it in the context of the prospecting experience, very early in the process. Oddly enough most salespeople seem to be able to manage objections better at the end, then in a first prospecting call.

Sales Qualified Lead 200

Sales Qualified Lead Objections Fashion Call-back 200

Sales Hacker

OCTOBER 7, 2020

With the prospect of a healthy bonus, your team will be better motivated to sell. If your profit margins are 30% and your rep gives a 15% discount, it will take two deals to match the worth of a deal at full price. But if the comp plan is aligned with profit, that 15% discount just cost them half of their commission.

Hiring 103

Hiring Salary Margin Compensation 103

Hubspot Sales

NOVEMBER 20, 2017

To help, I’ve pulled together seven email templates with eye-catching subject lines and get-to-the-point messages for more opens and higher response rates -- even as your prospects have one hand in the cool whip and the other on their expanding waistline. Having a hard time getting your prospect’s attention during the holiday season?

Discount 126

Discount Call-back Benefit Commission 126

The Pipeline

OCTOBER 22, 2012

Much better to get your clients addicted to your value/quality, then you becoming addicted to discounting. At first you figure you hey what’s a 3% discount. You figure on $100,000 deal, say 8% commission, going to $95,000 will only impact you by $400, but could be the margin for your company.

Discount 303

Discount Margin Commission Trends 303

Allbound

SEPTEMBER 12, 2018

Each of these companies operates a comprehensive partner program, providing benefits to their partners ranging from the free use of software to referral commissions—even helping them celebrate their wins on social media. Referral partners will generate and pass leads to your SaaS company in return for commission payments.

Commission 112

Commission Referrals Hubspot Marketo 112

MTD Sales Training

JANUARY 30, 2012

I will make this short and sweet: “If you qualify as a prospect for what you sell, then the first sale you should make should be to yourself.”. I want to stress, that the prerequisite is that you must be able be a qualified prospect for the product or service. Can’t Afford It. This lack of true belief will cause you a ton of problems.

Objections 279

Objections Commission Discount Benefit 279

Hubspot Sales

FEBRUARY 1, 2018

These activities are also a fantastic way to practice responding to difficult events, such as unreasonable discount requests or unexpected demands. Get Comfortable Breaking Up with Prospects. Challenge Prospects on Why They're Stuck. The prospect. Choose who will play the salesperson and who will play the prospect(s).

Exercises 134

Exercises Negotiation Guidelines Discount 134

Sales Hacker

DECEMBER 29, 2022

A whopping 50% of your prospects may not be a good fit for the product/service you sell. Think of the times a prospect has needs which extend beyond the scope of your off-the-shelf products. You offer a discount. Solution selling gives the prospect one-on-one attention. You’ve got a unique problem? Simple, right?

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Smooth Sale

JULY 20, 2018

Full Disclosure: Fees may be applied and I may receive commission through the links. ” Sales Hub – Direct OFFER: Inbound Selling Guide. Offers Discounted Services Empowering Entrepreneurs. Business Agility and Personal Development Are Requirements for Success.

Marketing 84

Marketing Social Media Commission Hubspot 84

Understanding the Sales Force

SEPTEMBER 10, 2012

They're either larger than the company's sweet spot or they are too small (easy enough to close, but not large enough for the company to profit or the salesperson to earn sizable commissions.). Why do salespeople make these ill-advised choices? The biggest challenge is that comfort is hidden, not communicated, and difficult to observe.

Opportunity 188

Opportunity Insurance Insurance Comparison 188

Smooth Sale

JUNE 26, 2018

It was only seconds after clicking ‘pay’ when I realized I missed a discount opportunity. Ask prospective clients why they are entertaining new vendors. Full Disclosure: Fees may be applied and I may receive commission through the links. Outcome: After the incident, I finalized the purchase online. 3: (Story #2 continued).

Hiring 99

Hiring Customer Service Discount Vendor 99

Janek Performance Group

MARCH 1, 2023

” I laughed and said, “Gross margin is like your commission before taxes. Term and Volume Deals When selling to a larger company, the decision-maker often leverages their size to obtain a deep discount. The sales rep is eager to accommodate because they believe a deep discount is the only way to win more business.

Margin 62

Margin Decision Maker ROI Hiring 62

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Develop as many spreadsheets as possible and supporting documents outlining your position as to why your company should make an exception for you on your commission and bonus earnings. Spend all day figuring out who you should prospect.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

Smooth Sale

MAY 31, 2018

Ask the prospective client to share their experiences. Share only snippets of your story that align with your prospect. Decide if working with each prospect will turn into an enjoyable endeavor. Full Disclosure: Fees may be applied and I may receive commission through the links. Positive thinking substantially helps.

Lead Rank 107

Lead Rank Lead Scoring Follow-up Commission 107

Chorus.ai

JUNE 26, 2018

This is when the rep still has the ability to shape the way the decision is going to be made and influence the way the prospect should be thinking about the problem they are trying to solve. Interestingly enough, 50% of the time it’s the prospect that is asking if a multi-year agreement could result in a better price.

CRM 48

CRM Discount Churn Sales Cycle 48

Janek Performance Group

MAY 30, 2023

Their entire focus is their next commission check and what they can do to maximize their income. By highlighting how your offering stands out from the competition and provides unique value, you can capture the attention and interest of your prospects. They can identify the real prospects early from those who are not.

Ideal Customer Profile 62

Ideal Customer Profile B2B Lead Rank Lead Scoring 62

Braveheart Sales

JANUARY 22, 2021

I am going to skip some of my daily prospecting activities and catch up on them tomorrow (or next week, or next month).”. This could prevent prospecting consistency. Such things as “I don’t like to cold call” or “Prospects that think it over will eventually buy from me.”. Excuse #1: “ I’m too busy taking care of customers.

Revenue 52

Revenue Cold Calling Proposal Discount 52

Smooth Sale

JULY 26, 2018

Back at the office, be respectful of your prospects’ leisurely time. Obtaining timeframes for checking back from your prospects. Balance prospecting with client meetings to maintain a full pipeline. Full Disclosure: Fees may be applied and I may receive commission through the links. appeared first on SmoothSale™.

Forecasting 74

Forecasting Quota Hiring Follow-up 74

The Spiff Blog

FEBRUARY 24, 2023

Step 1: Get deeply acquainted with the prospect’s perspective To handle sales objections effectively, sales professionals must have a deep understanding of the prospect’s perspective on both a macro and micro level– All before ever picking up a phone or drafting an email. Let’s look at another example.

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

Hubspot Sales

FEBRUARY 17, 2020

Let the answers to those questions guide how you describe your product to prospective customers. Thoroughly qualify your prospects. Are you sure you’re selling to the right prospects to begin with? When qualifying prospects, you want to reach those who are the best fit for your product, and are most likely to make a purchase.

Territories 112

Territories Incentives Incentive Sales Qualified Lead 112

Smooth Sale

JUNE 14, 2018

Each representative was to ensure that a total of five clients and prospects could attend. What prospects might consider being a bonus. Full Disclosure: Fees may be applied and I may receive commission through the links. Laughter was always included in our conversations. Lunch would be served and questions answered.

Gatekeeper 98

Gatekeeper Face-to-face Commission Hubspot 98