No More Cold Calling

SEPTEMBER 25, 2014

Don’t discount. The same principles hold true in B2B sales, but customers don’t instinctively get the message. In this week’s guest post, Geoffrey James shares six ways to stand out from the cheaper options: “When you’re selling against a lower-priced competitor, you have two basic choices: discount or differentiate.

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

Understanding the Sales Force

SEPTEMBER 10, 2012

Targeting is a fairly simple practice, but when sales management doesn't perform this activity for their salespeople (as in, "Mary, call on these 27 accounts.") Take the case of the salesperson who targets hospitals, oil companies, banks and insurance agencies. They aren't being held accountable by sales management.

Opportunity 188

Opportunity Insurance Insurance Comparison 188

No More Cold Calling

JANUARY 27, 2015

Then there’s the real junk—offers for burial insurance, introductions to Russian beauties, discounts on Viagra, and other nonsense. It’s not only stupid; it’s a waste of sales time. Associations Enterprise Sales Management Salespeople Small Business'

Sage 120

Sage Oracle Social Media How To 120

Anthony Cole Training

MAY 30, 2013

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" Too often highly successful sales peope reach a point in their carrer where they become complacent.

Motivation 185

Motivation Insurance Insurance Discount 185

Sales Hacker

OCTOBER 7, 2020

Bonuses continue, everybody keeps their health insurance, and your employees get 3-day weekends to recharge until things heat back up. 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. Be Careful Who You Cut.

Hiring 105

Hiring Salary Margin Compensation 105

Anthony Cole Training

MAY 30, 2013

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" Too often highly successful sales peope reach a point in their carrer where they become complacent.

Motivation 149

Motivation Insurance Insurance Discount 149

Braveheart Sales

SEPTEMBER 23, 2021

When raw material prices return to more reasonable levels, when freight costs level out, when commodity prices normalize, the customers will push hard for discounts. Later when costs decline, secure discounts from suppliers quickly while holding onto price with your customers as long as possible.). It’s not just the insurance.

Margin 40

Margin Insurance Insurance Energy 40