Pipeliner

AUGUST 30, 2019

Six Ways to Commit “Suicide by Discount”. It’s often tempting to discount your way out of sales trouble, but sometimes you’re doing more harm than good. While discounting is sometimes necessary, it’s often the biggest mistake you can make. Full disclosure here: I’m highly biased against discounting.

Discount 73

Discount Negotiation Sales Methodology Scale 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

Hubspot Sales

OCTOBER 25, 2018

I've compiled a list of the best franchise opportunities to select from. Its stores are turnkey and you can get started within three to six months, including application, testing, and training. And they support their franchisees with training and assistance with site selection, construction, operations, management, and marketing.

Opportunity 143

Opportunity Real Estate Sports Loyalty 143

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Closing is about finalizing a sale and creating a lasting relationship that can lead to more opportunities. Let’s explore the key benefits of developing a comprehensive sales training program.

Closing 52

Closing Training Lead Rank Negotiation 52

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. Every Q4, reassess opportunities that you’ve spent time on but didn’t close in the past year.

Data 117

Data Discount How To Quota 117

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. Then they look at our pipelines, saying we need to fill the pipelines. Better dial up the emails to 100-140K tomorrow.

Discount 119

Discount Pipeline Opportunity Tools 119

MEDDIC

NOVEMBER 17, 2023

We hope we express our gratitude by offering exclusive discounts on our renowned MEDDPICC courses—an opportunity to invest in yourself! The “Full MEDDPICC” Course In the spirit of Thanksgiving, we’re offering a 20% discount on our Full MEDDPICC Course. Only 50 spots are available! Only 30 slots up for grabs!

Discount 52

Discount Course Opportunity Training 52

MTD Sales Training

JUNE 4, 2019

Special terms and conditions: When done with tact, these can assist the prospect in talking to others who are in partnership with making the decision to work with them, and can build value in their eyes without having to resort to discounts. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling!

Case Study 255

Case Study How To Discount Decision Maker 255

Hubspot Sales

NOVEMBER 17, 2020

While this year has knocked us all off-balance, opportunities for growth still exist. In addition to creating supporting content, they are being asked to evaluate and roll-out tools and technology to improve rep training, coaching, and team productivity. It helps managers and reps stay focused on what they do best: selling.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Sales Evangelist

JUNE 16, 2020

How To Generate Interest In Lost Opportunities Every so often, a prior interest doesn’t end with a good close. Sometimes, there are lost opportunities. As a salesperson, how do you generate interest in lost opportunities? At that point, you label the deal as a lost opportunity and end it. How did you do it?

Opportunity 52

Opportunity Cancellation How To Scale 52

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

Partners in Excellence

AUGUST 7, 2023

And finally, they rush to discount when I raise my obligatory objection to the pricing. Whether it’s a discount, a freebie, some other concession around the value of the offering, they are too willing to offer concessions. Buying is about addressing business issues and opportunities.

Face-to-face 95

Face-to-face Discount ROI Training 95

The Sales Hunter

DECEMBER 29, 2011

When the salesperson isn’t confident, they miss opportunities to close sales. More importantly, they miss the opportunity to close sales without offering a discount. discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

Smooth Sale

APRIL 15, 2024

The internet provides many opportunities to connect with your target audience and expand your reach. Here are some tips to prioritize customer satisfaction and retention: Deliver exceptional customer service : Train your employees to provide outstanding customer service at every touchpoint.

Small Business 119

Small Business Small Business Advertising Advertising 119

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

Smooth Sale

DECEMBER 1, 2023

Updating your web design doesn’t have to cost the earth, but it’s worth spending the money as an investment opportunity. 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.

Automotive 106

Automotive Paid Content Customer Advertising 106

Sales Management Plus -- SMP

MARCH 5, 2024

Distribution is exceptionally competitive, and finding ways to maximize your sales opportunities can help you with that competitive edge. This insightful visualization helps you identify “holes” or untapped opportunities to expand product sales into new categories within existing customer accounts.

Customer 52

Customer Distribution Analysis Discount 52

Janek Performance Group

OCTOBER 18, 2023

.” While it’s true that some individuals may have certain innate qualities that lend themselves to sales, achieving true excellence in selling hinges on specific skills, knowledge, and training, regardless of a salesperson’s natural disposition. This can make it difficult to sell at full price in the future.

Ideal Customer Profile 62

Ideal Customer Profile Discount Lead Rank Lead Scoring 62

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

John Barrows

APRIL 10, 2019

For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. 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. If you are going to discount.

Closing 161

Closing Licensing Discount Account 161

LeadFuze

MARCH 9, 2021

How to train your team effectively with sales role play in 3 steps. Image Source: Elevate Corporate Training ). It also gives them a great opportunity to ask questions and learn how you would like them to navigate certain objections and other roadblocks they may come across throughout new client acquisition and beyond.

Hiring 105

Hiring Training Sales Qualified Lead Exercises 105

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. Great Enablement Culture.

Customer 94

Customer Scale Discount Hiring 94

Sales and Marketing Management

JUNE 22, 2020

In a blog post about pricing in the pandemic for marketing research firm Forrester SiriusDecisions, Lisa Singer says companies trying to rebound from the disruption of the COVID-19 pandemic must look for opportunities to offer low-cost or free offerings. The sales force may need updated training in negotiation, value selling and pricing.

Margin 194

Margin Discount Incentives Incentive 194

Pipeliner

AUGUST 21, 2023

Offering discounts in every email trains customers to never pay full price and eats into profit margins. This constant bombardment of discounts also cheapens the value of the products or services being sold. Another mistake is not finding the right email frequency. Another mistake is not finding the right email frequency.

Scale 97

Scale Strategy Marketing Lead Rank 97

MTD Sales Training

OCTOBER 3, 2018

Relationships aren’t built on discounts or special offers. Instead, identify opportunities to contact them with valuable information and industry knowledge. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post Top 5 Ways To Gain More Repeat Business appeared first on MTD Sales Training.

Loyalty 258

Loyalty Discount Up-Sell Follow-up 258

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

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

Smooth Sale

DECEMBER 23, 2023

Training and Skilled Workers Much of the time, the best way to save money is to spend it. If your contractors lack the training for their onsite tasks, your company could be liable for any injuries or damages. As well as being safer to work with, someone with proper training can work more quickly, efficiently, and skillfully.

Construction 106

Construction Hiring How To Vendor 106

Zoominfo

NOVEMBER 29, 2023

Providing a community forum for advocates can create an avenue for product improvement, as well as training around new or lesser-known features. Given the opportunity — and a great customer experience — Gen Z and Millennials can become your biggest champions.

B2B 130

B2B Social Media Loyalty B2C 130

Smooth Sale

FEBRUARY 15, 2024

Whether you offer bonuses, discounts, days out, or more, your employees should know that you’re willing to invest in treating them how they deserve. Invest in their training and have an open-door policy for employees who want to talk. Inquire about the type of training that will benefit staff.

Hiring 113

Hiring How To Loyalty Construction 113

The Pipeline

OCTOBER 22, 2012

A couple of weeks ago I lost an opportunity I feel I should have won, and as you have read here in the past, you need to invest the time to understand why deals turn out the way they do. The quicker you can spot one vs. the other, the quicker you can decide who is worth your time and resources, or which opportunities you can abandon early.*.

Discount 303

Discount Margin Commission Trends 303

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

Understanding the Sales Force

MAY 10, 2023

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

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

Hubspot Sales

OCTOBER 3, 2022

These might include: 10% discount on the cost of the software. Free training & educational materials provided by your customer support team. This isn't always straightforward: For instance, what's the impact on productivity or overhead costs if you're requiring your customer support team to help with implementation and training?

Negotiation 87

Negotiation Discount Customer Hiring 87

Customer Centric Selling

MAY 13, 2013

Sales Training Article: How to Revive a Cold Opportunity By Geoffrey James, INC - Sales Source Even if you''ve dropped the ball, you can still win the game. Anybody whose job involves selling knows how to handle a hot opportunity: stay in contact, work the issues, and drive towards a decision. Here''s how to reheat a cold lead.

Opportunity 40

Opportunity Training How To Discount 40

Mereo

MAY 12, 2022

Many in the B2B industry are buzzing about the death of in-person sales training programs. But my team at Mereo has been witnessing and navigating the evolution of these in real-time over the past couple years, and right now we are starting to see a marked shift that tells a different story for the future of training.

Training 36

Training Travel Exercises Sales Enablement 36

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