Bernadette McClelland

NOVEMBER 13, 2022

So, my GO BIG is to bring something fresh, different and new to the sales conversation – and not just rehash solution selling, or provide new hacks for getting appointments, or for it to be ‘same girl, different dress’ (hang on, let me rephrase that in case it is perceived as UnPC – same horse, different jockey!).

Ideal Customer Profile 195

Ideal Customer Profile Decision Maker Enterprise Enterprise 195

Increase Sales

MARCH 14, 2012

Salespeople are quick to defend their need to discount with the belief that this is the only way they can close the sale. This is the number one reason I wrote High-Profit Selling: Win the Sale Without Compromising on Price. I wanted to provide salespeople with proven solutions to avoid the discounting madness.

Discount 131

Discount Face-to-face Facebook Negotiation 131

Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

The Sales Hunter

FEBRUARY 20, 2012

Sales Managers Have the Hardest Job in Sales. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. Contact Mark. E-mail RSS.

Motivation 220

Motivation Sales Management Hiring Negotiation 220

Partners in Excellence

DECEMBER 15, 2015

” It was challenging, but I couldn’t go to my management complaining, “We need to give them a discount,” or “We are just too expensive.” I started to focus on TCO, total cost of ownership, recognizing, that even if I could do some discounting, often these had a relatively small impact on TCO.

Discount 48

Discount Competition Face-to-face Margin 48

SugarCRM

AUGUST 22, 2019

If you’ve read our recent piece on emerging trends in manufacturing you’re familiar with learned how businesses are leveraging these trends to drive sales. This post looks at the sector through a different lens, discussing some of the key obstacles modern manufacturing businesses face on a daily basis.

Face-to-face 20

Face-to-face Forecasting Proposal CRM 20

SalesFuel

MARCH 20, 2024

Though Wauneka had only been on the job for a short time, she knew AdMall would help set her apart from other media sales reps. Result: A new client for a new media sales rep The real estate client agreed to an annual contract of nearly $5,000 — a good win for a new sales rep.

Real Estate 52

Real Estate Hiring Licensing Demographics 52

Hubspot Sales

NOVEMBER 17, 2020

many are just trying to survive — after all, we are experiencing one of the biggest macroeconomic shocks most businesses have ever faced. Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model. Sales leaders, let’s dive in.

Hubspot 126

Hubspot Lead Rank Opportunity Lead Scoring 126

Sales Hacker

OCTOBER 5, 2018

Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales. It was clear he knew the industry and how to convert leads into sales. And finally, a big account left at renew time as the sales team struggled to come together.

Sales Management 85

Sales Management Harvest Promotion Motivation 85

SBI

MAY 12, 2020

Sales Enablement often fails to support this relationship fully. The focus on the sales team, and how they move the buyer through the sales process smoothly and linearly, is a problem. Buyers are in control and care little for the sales cycles we have defined. The buyer is in charge of the process, not the seller.

Discount 122

Discount Face-to-face Maximizer Lead Rank 122

Sales and Marketing Management

JUNE 3, 2019

This year we’d be fine with flat or declining sales.” Everyone wants to see that hockey stick curve of escalating sales performance that will take their organization to unprecedented levels of success. But achieving those sales goals is sometimes easier said than done. The Value of Predictive Analytics.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

Pipeliner

AUGUST 20, 2021

The sales process in B2B is not self-sufficient. In addition to the sales team’s efforts, certain tools are also required to achieve the main goal. In addition, you should use automated sales management tools as often as possible. Marketing and sales departments generate lead flows; Education.

Inside Sales 98

Inside Sales B2B Tools Top of Funnel 98

Pipeliner

FEBRUARY 9, 2020

This installment: The enablement domain, which is any activity meant to improve the performance of the sales function. Another key indicator of maturity is the organization’s discounting process and behavior, from subjective/”squeaky wheel” management to objective, value-focused and tracked/analyzed. Good Enablement Culture.

Customer 94

Customer Scale Discount Hiring 94

Chorus.ai

APRIL 13, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Leads 62

Braveheart Sales

FEBRUARY 24, 2022

Well, the truth is that more than a majority of all salespeople, across all types of sales roles and from nearly every part of the globe, are not comfortable discussing money. The Objective Management Group’s data on about 687,000 salespeople is proof. They wait until the very end of the sales process to spring the price on them.

Lead Rank 52

Lead Rank Lead Scoring Discount Face-to-face 52

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . The best sales funnel examples are those that work as a high-level model.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Nutshell

JANUARY 14, 2020

The SaaS industry has different selling techniques , key metrics , and sales process activities compared to the ones you’d encouter while selling a tangible physical product or a more traditional service like a marketing consultation package. By the end, you should have a clear roadmap for reaching your or your company’s sales goals.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Hubspot Sales

JANUARY 5, 2021

Believing in their product also helps salespeople avoid discounting — they know the price tag is justified. That might be revamping their messaging, setting mini-goals they know they can hit for a quick confidence boost, talking to their sales manager, or ramping up their activity. They believe in their product. They're focused.

Face-to-face 142

Face-to-face Remedy Gatekeeper Up-Sell 142

Mindtickle

DECEMBER 8, 2022

Day after day, you plan your conversations, prep your sales collateral, make dozens of calls, face a lot of rejection, and, hopefully, make progress on moving prospects down the funnel. Managing a sales team is a lot of work, too. Sales leaders can get the insights they need to plan and prioritize.

Hubspot 98

Hubspot Top of Funnel Ideal Customer Profile Call-back 98

The Sales Hunter

NOVEMBER 25, 2011

Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. You always face obstacles with the little things that get in the way or the fans who can annoy you. You face objections each day just like they face tough defenses in every game. discounting.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

Mr. Inside Sales

AUGUST 29, 2022

The most effective thing you can do as a sales manager or business owner is to upgrade the skills of your existing inside sales team. Sadly, not increasing their competency will lead to sales as they are now…). This sale is good for one week only and ends at midnight on Tuesday, September 6 th (after Labor Day).

Training 31

Training Licensing Face-to-face Inside Sales 31

Partners in Excellence

FEBRUARY 17, 2020

Let’s dissect what good and bad revenue looks like: First, it’s sales responsibility to execute the company strategy in the face of the customer. Stated differently, sales has to sell the entire product portfolio, not just their favorite products. Let’s imagine a company that’s looking to grow.

Revenue 95

Revenue Territories Face-to-face Quota 95

criteria for success

APRIL 27, 2022

One of the first challenges she faced in her new position was the discovery of a widespread ignition switch problem. In 1994, Amazon was a little-known online bookstore that tried to break even by selling books at a discount. Read on and be sure to download my free eBook and check out our other unique Resources ! “If Download Now.

Examples 52

Examples Scale eBook Discount 52

The Sales Hunter

FEBRUARY 14, 2012

Retail Sales Trends. Let’s face it. Don’t view voicemail as part of the sales pitch or decision-making process. The key to a cold-calling voicemail message is to not make it a sales pitch, but rather use it as a sound byte to share information the person would find of value. Communication Skills. Networking.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

Hubspot Sales

JANUARY 4, 2024

Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. What makes a bad sales month? A bad sales month can be attributed to a variety of factors, ranging from internal processes to external market conditions. Sales experts set off the common seven: 1.

Top of Funnel 112

Top of Funnel How To Hubspot Forecasting 112

The Sales Hunter

DECEMBER 3, 2011

Retail Sales Trends. 18 Phone Sales Skills Tips You Can Use Right Now. It’s time to crank out a new list of phone sales skills tips. If you do have to negotiate over the telephone, use pauses and your tone of voice in the same manner as you would in a face-to-face negotiation. Communication Skills.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

DECEMBER 22, 2011

My goal is to always keep the face-to-face meetings short. Negotiating Doesn’t Have to Mean Sacrificing Profit. Contact Mark. E-mail RSS. Twitter Facebook. Facebook. -->. 6 Negotiating Secrets Buyers DON’T Want You to Know. Dec 22, 2011. Leave a Comment. I have the opportunity to talk with many buyers. Slow is better.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

Partners in Excellence

NOVEMBER 5, 2021

We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. ” Fast forward to today, research shows customers have a preference for minimizing sales involvement in their buying journeys. In some ways, sales leaders revel in this.

Revelation 116

Revelation Margin Discount Retention 116

Hubspot Sales

JUNE 6, 2018

Also known as the Pareto Principle, the 80/20 Rule is a formula stating 80% of sales are made by 20% of sales reps. The 80/20 rule in sales, sometimes called the Pareto Principle, has been around forever. Sales managers typically spend 5% of their time coaching, rather than the expected 50%.

Hiring 89

Hiring Face-to-face Channels Hotels 89

Keith Rosen

MAY 19, 2019

Developing sales leaders, coaching top performers and closing more sales is infinitely easier, when you learn how to leverage Springboard Coaching Questions to get to a better solution quickly and avoid the costly, time-consuming assumptions which derail and destroy conversations. They didn’t respond.” They’re not interested.”

Face-to-face 102

Face-to-face Coaching Call-back Social Media 102

The Sales Hunter

FEBRUARY 14, 2012

Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. You have won a lot of the battle that many salespeople face daily — they don’t believe in their price and they are even suspicious of profit. Negotiation. Communication Skills. Networking.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

NOVEMBER 29, 2011

Is Your Company Ready for Year-End Sales? For sales managers reading this, take the time now to work through each possible scenario your salespeople might face and determine how you would handle it. So, you tell me — is your company ready for year-end sales? discounting. phone sales tips.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. Discounts weren’t uncommon to close business.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Apptivo

MARCH 9, 2023

3 Ways sales automation can help your reps sell more! Bye-bye manual tasks, hello sales automation! However, at times no matter how long one stretches, sales tasks eat up a lot of productive hours. 3 Ways sales automation can help your reps sell more! Reap more with automation 2.

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

The Brooks Group

OCTOBER 11, 2017

Maintaining a healthy profit margin is (of course) important to the overall success of your sales team and organization. Once your salespeople are out in the field trying to sell your offering, should they have pricing authority (aka the ability to freely give discounts)? Cons of Giving Sales Reps Pricing Authority.

Discount 56

Discount Margin Negotiation Face-to-face 56

Gong.io

MARCH 17, 2021

We analyze sales conversations and deals using AI, then share the results to help you win more deals. Samantha and our sales manager sat down and dialed into the call. . My face scrunched. . We analyzed 103,790 B2B sales calls to see if women and men sales pros differ. Follow me to read upcoming research.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

Nutshell

JANUARY 28, 2019

Belichick does what every sales manager wants to do: lead his team to victory consistently. Salespeople typically make their sales alone, but your job as a sales manager is to maximize what your team can be together and coach them to a collective victory for the company. He treats star players and rookies the same.

Coaching 79

Coaching How To Face-to-face Data 79