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. Real life example: If your offer’s ROI is often north of 500% at similar clients, a hesitant customer isn’t going to be motivated by price. Well, OK…not “only”.

Discount 73

Discount Margin Policies Vendor 73

Hubspot Sales

JULY 24, 2018

A discount can help accelerate a slow-moving deal, create goodwill, and give you leverage for requesting concessions. But you’ll only reap these benefits by discounting strategically -- not whenever your prospect asks for one. Of course, responding to discount inquiries during the actual negotiation is challenging too.

Discount 111

Discount Prospecting Negotiation Margin 111

MTD Sales Training

JUNE 30, 2016

We are all used to the prospect coming up with some kind of doubt about your claims on the validity of your product, or looking for discounts on your services when you have spent a lot of time. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Examples 185

Examples Objections Discount Prospecting 185

Hubspot Sales

AUGUST 6, 2019

Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). When you're creating a new-hire training plan, remember a few things : Keep your training plan personalized, because no two reps are the same. Pre-week training. Product Training.

Hiring 119

Hiring Training Hubspot Inbound 119

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training. Let’s explore the key benefits of developing a comprehensive sales training program.

Closing 52

Closing Training Lead Rank Negotiation 52

MTD Sales Training

DECEMBER 16, 2019

For instance, if they are asking for a discount, find out the reason why a cheaper price is important to them. For example, make a decision that you won’t go beyond a certain figure of discount, unless you get increased orders or higher margin on other services you offer. We also offer In-House Sales Negotiation Training.

Negotiation 211

Negotiation Margin Discount Face-to-face 211

MTD Sales Training

FEBRUARY 25, 2013

I always enjoy reading true stories that readers send in. They offer a real perspective on how life is like for sales guys out there in the big world. Sometimes these stories highlight points that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Discount 265

Discount Examples Sales 265

Hubspot Sales

MARCH 19, 2019

Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. So, how do you make your training a success , not a flop? Top Reasons Your Sales Training Will Fail. Some are neutral.

Training 84

Training Hiring Discount Hotels 84

MTD Sales Training

SEPTEMBER 3, 2019

Examples could include: I need to get further quotes. Here are some examples: Customer: ‘I need to get further quotes.’ MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post The First Thing To Do With EVERY Objection You Face appeared first on MTD Sales Training. We don’t need this right now.

Face-to-face 230

Face-to-face Objections Guarantee Discount 230

Hubspot Sales

DECEMBER 7, 2023

Buyer behavior: Many buyers are trained to buy at the end of the quarter or year. Anticipation of discounts: Buyers know that salespeople are more likely to discount the later it gets, so they wait in anticipation of discounts. Here’s an example: Subject line: [Prospect's First Name], where did the year go?

Data 117

Data Discount How To Quota 117

Sales and Marketing Management

JANUARY 14, 2019

For example, if a potential sale is about to be derailed because of timing simply offering a discount won’t be helpful. Would giving you a 10% discount on the upgrade help defray that cost for you?”. Today, he provides business planning, training and consultation to a variety of companies. Let Employees Make Decisions.

Negotiation 292

Negotiation Sales Process Strategy Discount 292

LeadFuze

MARCH 9, 2021

5 sales role play scenarios and examples. How to train your team effectively with sales role play in 3 steps. Image Source: Elevate Corporate Training ). Look at this example. Also, the example shows the “all about me” pitch. 5 Sales Role Play Scenarios and Examples. What to sell during a sales role play.

Hiring 105

Hiring Training Sales Qualified Lead Exercises 105

Sales and Marketing Management

FEBRUARY 18, 2019

Loyalty, at the end of the day, is not created by offering discounts or exceeding customer expectations. Consider the following example: You and I both sell sand to the same glass manufacturer. A loyalty program is much more than offering a card that gives discounts to your customers. a trip to the destination of your choice).

Loyalty 290

Loyalty Banking Airlines Discount 290

John Barrows

APRIL 10, 2019

I received this email last week (looks like the end of someone’s Q1), which is a great example of sales done wrong, in my opinion. 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.

Closing 161

Closing Licensing Discount Account 161

Sales and Marketing Management

FEBRUARY 27, 2020

know what kinds of discounts you can offer while “expanding the pie” in other areas to recoup those losses). For example, maybe the offer on the table is not one of your standard packages. Perhaps you can maintain a premium scope while offering a first-month discount (e.g., Control the timetable. Trade for value.

Negotiation 270

Negotiation Exercises Discount Proposal 270

Distribution Pricing Journal

SEPTEMBER 21, 2023

Understanding Price Reduction Discounting is a familiar tactic when trying to win large jobs in distribution. You also risk creating an expectation with all your customers that another discount is around the corner. It also gives you a chance to take advantage of supplier discounts without lower other prices.

Discount 52

Discount Distribution Customer Tourism 52

Cincom Smart Selling

MAY 8, 2023

Let us use an example to look at this in more detail: Business Case Example After Manufacturing Company ABC analyzes their sales processes, they learn that they need, on average, eight business days to issue a quote. They determine that the sales team requests a 30% or higher discount on 60% of all quotes.

ROI 62

ROI Discount Licensing Vendor 62

Cincom Smart Selling

MAY 8, 2023

Let us use an example to look at this in more detail: Business Case Example After Manufacturing Company ABC analyzes their sales processes, they learn that they need, on average, eight business days to issue a quote. They determine that the sales team requests a 30% or higher discount on 60% of all quotes.

ROI 62

ROI Discount Licensing Vendor 62

The Digital Sales Institute

MAY 20, 2021

Soft skills sales training is becoming just as important as the hard skills training, we are most familiar with in the world of training. Salespeople may have the technical knowledge, the hard sales training, the product knowledge, the sales presentation skills plus the functional skills to work through the entire sales process.

Training 52

Training Proposal Social Media Sales 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. Sales managers tend to train sales reps to avoid mentioning pricing on an initial approach call ! Prepare for the “Discount Talk”.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

Hubspot Sales

OCTOBER 3, 2022

To fully understand how this process works, let's explore a few examples — both professional ones, and personal ones. BATNA Example. These might include: 10% discount on the cost of the software. Free training & educational materials provided by your customer support team. What is the next acceptable option?

Negotiation 87

Negotiation Discount Customer Hiring 87

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

Xactly

NOVEMBER 15, 2018

At many companies, reps may not have control over pricing and discounting policies. For example, here is a sample sales manager compensation plan typically used for a Software as a Service (SaaS) company (learn more about the software sales commission plan, here ). Do you have a training plan to develop other leaders as you grow?

Compensation 87

Compensation Examples Sales Management Incentives 87

Sales Hacker

MARCH 4, 2019

In all my experience running trainings, here are the eleven mistakes specific to voicemail I see most often. Here’s an example of what a voicemail script might look like when there’s a pitch in it: “Hi Max. Discounting the urgency. Take this example of a bad script: “Max! 11 Biggest Sales Voicemail Mistakes.

Examples 85

Examples Call-back Lead Rank Lead Scoring 85

Partners in Excellence

DECEMBER 15, 2023

While I have created extreme examples, actually too many of our conversations tend to resemble this. Most of our training focuses on asking questions and getting answers. As an example, yesterday, I was watching a group of really talented managers doing a role play about a coaching conversation with a salesperson.

Lead Rank 110

Lead Rank Discount Conversion Lead Scoring 110

Cincom Smart Selling

AUGUST 18, 2020

Let us use an example to look at this in more detail: Business Case Example. They determine that the sales team requests a 30% or higher discount on 60% of all quotes. To get all required discounts approved typically takes five days. Products quoted at too much of a discount ? Simple CPQ ROI Example.

ROI 118

ROI Discount Licensing Vendor 118

Smooth Sale

NOVEMBER 28, 2023

Improved Promotions Processes Promotions and discounts can help drive online sales. Companies can set up promotions, create vouchers, and set discount rules using APIs. For example, organizations can define criteria to receive discounts, such as signing up for a free account, and then track the number of users that complete this task.

Discount 106

Discount Lead Rank Promotion Hiring 106

Sales Training Connection

NOVEMBER 2, 2012

Sales training stickiness. Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve.

Training 103

Training Maximizer Face-to-face Discount 103

Sales Training Connection

JULY 24, 2013

Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve. A Classic – ’63 Corvette.

Training 105

Training Maximizer Face-to-face Discount 105

Cincom Smart Selling

JULY 18, 2023

Cincom CPQ is an example of quote software that integrates with all of your other systems to ensure an accurate and efficient quoting process. Automated Pricing and Discounting Automated pricing and discounting are crucial features to look for in quote software. Choose quote software that is easy to use and implement.

Software 62

Software Software Discount Lead Rank 62

Cincom Smart Selling

JULY 18, 2023

Cincom CPQ is an example of quote software that integrates with all of your other systems to ensure an accurate and efficient quoting process. Automated Pricing and Discounting Automated pricing and discounting are crucial features to look for in quote software. Choose quote software that is easy to use and implement.

Software 62

Software Software Discount Lead Rank 62

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

Smooth Sale

DECEMBER 1, 2023

Consider introducing a mobile app for your business to cater to those who may want to benefit from any additional discounts and exclusivities you could offer through this platform. You can see examples of automotive-specific digital marketing services here if you want to learn more about using the online domain for your business currently.

Automotive 106

Automotive Paid Content Customer Advertising 106

Pipeliner

JANUARY 28, 2021

For example, when a prospect downloads/reads a white paper on an outcome that only your service (or product) can help them achieve, they should score higher than someone reading an e-book describing your generic product category. Now, train, equip, and track how well they’re doing so. Price Premiums Achieved or Discounts Avoided.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Sales Hacker

MARCH 28, 2019

In a recent survey by D2L , an online survey company, 64% of men said that they received access to training resources, while only 48% of women said they did. Really the percentage should be 100% for both genders, but it’s telling that female sales reps feel short-changed on training more often than men do.

Coaching 79

Coaching Training Hiring Sales Management 79

Distribution Pricing Journal

OCTOBER 3, 2023

For example, you could offer points that could be redeemed for training, shipping, discounts, special merchandise or other perks. Volume Discounts: Offer tiered pricing or bulk discounts to encourage larger, more frequent orders.

Distribution 52

Distribution Customer Discount Segment 52

Increase Sales

FEBRUARY 19, 2013

If being successful as a salesperson is all about having someone buy your solution, then most sales training really is buying training isn’t it? Now there are some efforts in the sales training industry that discuss being an assistant to the buyer. Yet the focus is still on the salesperson first and the buyer second.

Training 127

Training Discount Buyer Analysis 127