Marc Wayshak

APRIL 7, 2022

In these scenarios, salespeople have usually done something that turns the prospect off —but they never get feedback, and so they have no idea what they did wrong. That’s why I made this video to show you the 10 things sales prospects hate about you …or most salespeople, anyway. Your prospects hate this extended chit-chat.

Prospecting 62

Prospecting Discount Intent Closing 62

Mr. Inside Sales

JULY 20, 2021

Save 20% on our already discounted, Bestselling CD Series: “How to Double Your Income Selling Over the Phone.”. Qualify prospects better and learn their buying motives. Give better demos and presentations. Only $79 with Free Shipping (domestic only for physical CDs) This Week Only! July 20 th to July 26 th , midnight).

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Pipeliner

AUGUST 22, 2019

Regardless of the pricing model, you have worked hard to develop when push comes to shove, and often even before push comes to shove, salespeople cave in and offer discounts. If key stakeholders are not invested in the relationship with your company, they will have no qualms about pushing for discounts that hurt your bottom line.

Discount 73

Discount Negotiation Forecasting Proposal 73

The Pipeline

JULY 18, 2013

So if you are in Toronto, or driving or flying distance, mark down August 27 in your calendar, that is the day that we will be present the Proactive Prospecting Workshop. Sign up now and take advantage of the Early Bird Special, and multi attendee discounts. See full details here.

Prospecting 275

Prospecting Cold Calling Discount Maximizer 275

Braveheart Sales

JULY 28, 2020

There are many factors that go into the ability to sell based on value rather than on price, but there is an especially important mindset that must be present to enhance one’s ability to sell value over price. They accept that behavior from their prospects as well and even expect it. All of this leads to discounting.

Discount 52

Discount Comparison Exercises Negotiation 52

The Pipeline

JUNE 4, 2019

While I am impressed with some of the big numbers presented, I am also skeptical about many of the claims presented. The risk is that buyers will discount your claims; you need only look at feedback buyers are providing. About 600% of that was environmental; they weren’t prospecting before I showed, then they were.

Discount 268

Discount Vendor Quota Buyer 268

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

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

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. Silence from a prospect tends to erode a salesperson‘s confidence.

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Closing Proposal Negotiation Discount 120

The Pipeline

AUGUST 27, 2019

They not only give away their time; they pay the prospect for the privilege of doing so. This is exactly what you are doing when you choose to discount instead of sell. If it isn’t quota, then why discount? You know what I mean, spending all that valuable time with prospects that you know will never buy. Below Your Scale.

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Wireless Discount Face-to-face Scale 264

MTD Sales Training

JULY 26, 2016

Instead, think about how you can get the prospect to think of what you have in terms of how it will benefit them. One way is to present a beneficial situation from another customer’s viewpoint and then ask the decision-maker if that appeals to them. This helps you see what is most important to the prospect. Happy selling!

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Examples Prospecting Decision Maker Buying Cycle 120

The Sales Hunter

APRIL 20, 2012

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Sure it does. Not a good idea.).

Prospecting 217

Prospecting Customer Hiring Discount 217

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. In fact, a more purchase-ready prospect is likely to know more about the variety of products on the market.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

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.

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Segment Prospecting Objections Vendor 120

Janek Performance Group

JULY 15, 2022

When a sales rep asks us point-blank, ”What is the best way to follow-up with a prospect that goes silent?“ In this article, we will explore why prospects go silent, ways to handle it, and most importantly, solutions to help prevent being on the receiving end of the silent treatment. . Why Prospects Go Silent.

Prospecting 62

Prospecting Sales Cycle Benefit Call-back 62

Hubspot Sales

MAY 5, 2023

33% of sales reps say they average 2-4 interactions with prospects in the sales process. However, selling in a recession often entails more touchpoints, more objections, and slower decision-making from prospects. If you're feeling the pressure of a downturned economy, your prospects are too. Change up your pitch.

Consumer 100

Consumer Trends Strategy Data 100

Sales Hacker

DECEMBER 14, 2018

As such, steep discounts are often on the table in a way that can feel as thrilling as a 50% off Apple Watch on Cyber Monday. For example, in the reference above, Apple doesn’t technically discount their technology on Cyber Monday. And sometimes, a discount is just a discount, and you should grab it while it’s hot and save that money.

Discount 65

Discount Software Software Vendor 65

The Sales Hunter

JANUARY 9, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Stage Fright: Don’t Let It Kill Your Presentation. Whether it is your first presentation, or number 100, almost everyone suffers from some level of stage fright or performance anxiety. 5) A bad presentation will ruin your reputation.

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Motivation Ideal Customer Profile Negotiation Hiring 167

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Prospecting. What is prospecting? What is prospecting? Prospecting is the process of finding and reaching out to potential customers for your business. Scour Yelp for potential prospects.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Sales and Marketing Management

SEPTEMBER 8, 2018

After a week and a half, a 20 percent off discount opportunity becomes available to your interested subscriber. Here’s a good list that contains the best email autoresponders in the present times – check each of them out and see which one fits your business needs best! Day 4 – Product recommendation and Discount.

Case Study 237

Case Study Discount Webinar Metrics How To 237

MTD Sales Training

OCTOBER 31, 2018

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. Your closing presentation didn’t quite work. It’s all going so well.

Closing 243

Closing Discount Buyer ROI 243

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

PandaDoc

FEBRUARY 24, 2023

In order to develop an efficient sales process, every company must develop a sales prospecting strategy as a priority. Thus, successful commercial prospecting will allow your company to increase sales, revenue, and customer lifetime value. Finding prospects through social networks has become essential for salespeople.

Paid Content 52

Paid Content Channels Webinar Metrics Ideal Customer Profile 52

PandaDoc

FEBRUARY 24, 2023

In order to develop an efficient sales process, every company must develop a sales prospecting strategy as a priority. Thus, successful commercial prospecting will allow your company to increase sales, revenue, and customer lifetime value. Finding prospects through social networks has become essential for salespeople.

Paid Content 52

Paid Content Channels Webinar Metrics Ideal Customer Profile 52

MTD Sales Training

SEPTEMBER 3, 2019

Rarely do customers tell you the whole story when they present an objection. You’re now in control of the conversation and the prospect feels obliged to answer you with further details. Your thought processes are controlled by the nature of the question, and you seek the answer to what they have asked. Happy Selling! Sean McPheat.

Face-to-face 230

Face-to-face Objections Guarantee Discount 230

Partners in Excellence

NOVEMBER 22, 2021

It came from the endless buzzwords that presenters injected into their presentations to feign credibility. The more a presenter packed into a presentation, the more the implied credibility. ” I get prospecting letters suggesting a collaboration so I can buy their product.

Cost Per Click 120

Cost Per Click Conference Discount Sales 120

Janek Performance Group

JANUARY 16, 2024

However, this too can present challenges for both reps and the organization: For example, a commission-only plan offers less security, making it risky for employees. If a sales rep’s entire compensation is directly tied to their individual effort, they could compete against each other for prospects or territories.

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Compensation Salary Commission Margin 118

Partners in Excellence

DECEMBER 1, 2021

It came from the endless buzzwords that presenters injected into their presentations to feign credibility. The more a presenter packed into a presentation, the more the implied credibility. ” I get prospecting letters suggesting a collaboration so I can buy their product.

Cost Per Click 118

Cost Per Click Conference Discount Sales 118

Sales and Marketing Management

JUNE 22, 2020

Offering discounts for their support through advocacy or references shows your appreciation and can help you build a stronger community.”. If you’re sitting on products that aren’t selling, consider bundling or heavily discounting those items to generate some much-needed cash. 4 tips for more engaging remote sales presentations.

Margin 194

Margin Discount Incentives Incentive 194

Sales and Marketing Management

JUNE 3, 2019

Through predictive analysis, we’ve identified a set of six core skills and characteristics where high-performing salespeople score well: Qualifying prospects with a swift level of interest – People who score well on this capability are able to capitalize on the moment in a closing market by quickly and accurately gauging someone’s readiness to buy.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

Janek Performance Group

APRIL 15, 2024

After all, it is the seller’s job to guide the buyer through the sales process and present solutions that meet their needs. While letting the buyer lead can seem counterintuitive to maintaining control, it presents you as personable and amenable. Of course, it’s best not to present your must-haves as must-haves.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Hubspot Sales

AUGUST 12, 2018

We’ve got a 20% discount just for customers who sign up today.”. “If This technique works because it creates a sense of urgency and can help overcome inertia when a prospect wants to buy -- but for some reason isn't pulling the trigger. Of course, you should always establish value before offering a discount or promotion.

Closing 145

Closing Discount Fashion Objections 145

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. In fact, they didn’t even need to talk to prospects, because they had great tech tools. Today’s the last day to get your discounted copy.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Nutshell

AUGUST 28, 2023

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Prospecting Also known as lead generation, prospecting involves identifying potential buyers to add to the top of your sales funnel. It is best practice to target your ideal buyer persona throughout prospecting efforts.

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Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Zoominfo

NOVEMBER 5, 2018

Once you are presented with a contract, carefully review the contract before signing to ensure the offer meets your needs. Hint: Vendors are often more flexible when it comes to pricing with prospects they believe will become long-term customers; if you think you’ll utilize this service long term, speak up! Ask for a discount.

B2B 154

B2B Data Vendor Discount 154

MTD Sales Training

JUNE 27, 2012

Price dropping,” reducing your price or offering discounts, however you call it, is an extremely delicate issue requiring skill and practice. The sales rep made a great presentation and then proposed an offer that he claimed was his best recommendation, the best price and value. What is the motive and justification for the discount?

Discount 283

Discount How To Referrals Objections 283

eGrabber

JUNE 28, 2021

What is sales prospecting? Sales prospecting is when sales and business development representatives potential buyers or targeted prospects and reach out to them through cold calls or emails. Why is sales prospecting important? Sales Representatives often find manual prospecting very troublesome and time-consuming.

Lead Rank 40

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 40