Your Sales Management Guru

JUNE 19, 2012

Sales Leadership: Closing Summer Business. If you believe you are going to have make some kind of offer, set the stage earlier in the sales process by either mentioning an “upcoming” promotion that may occur in July (example) and then offer the promotion/incentive when appropriate. Invite the prospect to your office.

Sales Leadership 74

Sales Leadership Closing Promotion Incentives 74

The Sales Hunter

JUNE 25, 2013

Demand the largest volume discount price on all orders, regardless of size. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Make comments about how every supplier is being told they need to cut their prices by another 3 percent.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

No More Cold Calling

DECEMBER 7, 2017

Maybe they can even get referrals from those lost prospects. However, when failure becomes a pattern and the whole team is struggling to close deals , it’s time to take a closer look at sales leadership. They wait for the discounts that regularly come, and they pressure reps for even more discounts.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Your Sales Management Guru

MARCH 17, 2013

Either the prospective client was asking for some kind of discount or the salespeople were asking for some sort of promotional discount so “I can close the deal”! Generally this occurs because: 1) You have conditioned your customer or prospects to expect these kind of end of quarter promotion.

Sales Leadership 78

Sales Leadership Hiring Discount Negotiation 78

Hubspot Sales

AUGUST 28, 2019

Start all your meetings with your company and sales team mission statement or M-SPOT (HubSpot acronym for Mission, Strategy, Plays, Omission, and Targets). People don't always need a promotion or discount. She explains, "If sales leadership has this data, they can expand upon it with deal-related data.

Hubspot 140

Hubspot Infusion Call-back Discount 140

Your Sales Management Guru

APRIL 18, 2011

Sales Leadership: Ready for July & August? I often state that it is the salesperson’s responsibility to make quota not the sales managers, it is your responsibility to hire, train and put the salesperson in a position to win and exceed quota. I maybe already too late, hopefully you aren’t?

Sales Leadership 58

Sales Leadership Hiring Quota Discount 58

The Pipeline

MARCH 6, 2012

Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Sales Hunter

MARCH 7, 2014

Hesitation to call customers and especially to call prospects. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. .” ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Janek Performance Group

JULY 11, 2023

However, many sales reps will complain that picking up the phone and prospecting are the worst parts of their job. Regardless of what side of the fence you are on, the bottom line is that the phone is still a valuable sales tool. Over the years, I’ve noticed a pattern among inside sales teams. But that math rarely works.

Cold Calling 62

Cold Calling Scale Hiring Strategy 62

Vengreso

FEBRUARY 19, 2020

Register now using the discount code ‘Vengreso’ and save 40% Click here to sign-up! She’ll coordinate with sales leadership to select the sales reps for each event whose skills best match the needs of the potential attendees. They hope to book meeting times with those prospects during the event. Salesforce CRM.

Pipeline 127

Pipeline Hotels How To Engineering 127

The Sales Hunter

FEBRUARY 23, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. .” ” Sales Motivation Blog. Related posts: Sales Leadership: Building Culture to Increase Profits. What is Sales Leadership?

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

Vendor Neutral

JULY 16, 2021

A graduate of the University of Waterloo’s Computer Engineering program, Joseph’s a repeat Founder & CEO, and with multiple successful exits, and speaks frequently on the topics of sales leadership, diversity, and corporate social responsibility. Maximizing price – The art of avoiding the discount and getting full-price every time.

Cold Calling 52

Cold Calling Hiring Webinar Metrics Advertising 52

MEDDIC

APRIL 1, 2022

Your sellers come to you often to ask for an exceptional discount for a customer. They tell you the prospect has the choice between two possible vendors and that the other vendor has made an attractive offer. “We need to discount at least 30% to be considered for purchase,” they tell you. They don’t sell value.

Training 59

Training Discount Vendor Sales Methodology 59

The Sales Hunter

MARCH 5, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Are you a sales leader or a merely a salesperson? Sales Motivation and Leadership. What is Sales Leadership? discounting.

Motivation 152

Motivation Hiring Ideal Customer Profile Negotiation 152

Braveheart Sales

FEBRUARY 24, 2022

They ask for discounts, knowing that the salesperson will be uncomfortable having the conversation. And unfortunately, when the buyer starts asking for discounts, and the salesperson is already uncomfortable discussing money, it becomes a freight train running off the profitability tracks. This is when buyers pounce.

Lead Rank 52

Lead Rank Lead Scoring Discount Face-to-face 52

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Sales Motivation: What are You Learning? Sales Leadership and the Super Bowl. discounting. leadership. phone sales tips.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Pipeline

AUGUST 14, 2013

I see this in all aspects of sales, those who just make ten calls to ten sequential names on a list, and call it prospecting; versus those who initiate contact and engagement with ten 10 prequalified, researched, planned and targeted viable potential buyers, using all the tools available to them, from traditional to social and everything between.

Scale 293

Scale Forecasting Call-back Account 293

Braveheart Sales

APRIL 6, 2021

As a Seller: If a seller has been frequently told “no,” they tend to assume that a new prospect, one who has never told them “no” before, is somehow going to raise the same objections others have raised. However, many salespeople prepare their entire sales conversation based on the assumption that the prospect is going to object.

Discount 52

Discount Objections Groups Selling Skills 52

SalesLoft

NOVEMBER 8, 2018

Attendees include the brightest, most sincere minds in sales leadership and operations. We look forward to connecting with our customers and prospects at Rainmaker.” – Matt Amundson, VP of Marketing, Everstring. 8 full passes + 15 discounted passes and 3 tickets to invite only VIP dinner. Why Become a Sponsor?

Discount 52

Discount Conference Vendor Industry 52

The Pipeline

JULY 15, 2011

Discounting works on the Internet, too – but be careful. Discounting price also discounts value. Be careful about a blanket discount that can reduce the perceived value. This is one way in which discounting can work – sign up before midnight tonight to get 35% off. Prospecting. Sales Cycle.

Pipeline 243

Pipeline Twitter Discount Hiring 243

Hubspot Sales

SEPTEMBER 6, 2023

Eventually, they hired sales leaders from enterprise backgrounds, and their approach was to give people a little training, throw them in, and start selling. That meant we weren't closing as many deals as we could have, because we were focusing on pushing features rather than connecting with prospects. How did you get the team on board?

Hiring 109

Hiring Hubspot Forecasting Up-Sell 109

Braveheart Sales

NOVEMBER 5, 2020

Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to make his number. The two forces at work: This salesperson struggled with some missing Sales DNA. He had a “Need for Approval” from his prospects and customers. It manifested itself in a couple different ways.

Discount 52

Discount Remedy Pipeline Negotiation 52

Increase Sales

MAY 11, 2012

Sales Training Coaching Tip: Expectations extend into the organization and why in many cases the inability to increase sales is not a sales problem, but a symptom of a much larger problem or problems such as poor executive to sales leadership. A colleague, Charles H. Green , just blogged about customer surveys.

Discount 166

Discount Face-to-face Banking Loyalty 166

No More Cold Calling

SEPTEMBER 29, 2016

“I don’t discount, and I don’t run fire sales.” So now I’m offering one last chance to get 12 hours of my best advice on referral selling for a discounted price of $47. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals.

Referrals 120

Referrals Cold Calling Webinar Metrics Discount 120

The Pipeline

NOVEMBER 11, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Leadership , Sales Management , Sales Success , execution. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

Hubspot Sales

MARCH 19, 2019

Some sales leaders say, "We can't exclude reps from training -- they're horrible at [core skill]!" If your sales team isn't proficient at calling, prospecting, and other foundational competencies, that's a hiring issue rather than a training issue. This, in turn, helps salespeople relate to and build trust with their prospects.

Training 87

Training Hiring Discount Hotels 87

Understanding the Sales Force

NOVEMBER 12, 2012

Most of us will buy when we need something and won't buy something we don't need just because it is discounted. Yes - that's what prospects do when they consider whether to delete, save, return the call or add the caller to their to-do lists. She wanted me to call her back so that she could tell me about their current promotion.

Cold Calling 191

Cold Calling Call-back Hiring Decision Maker 191

The Sales Hunter

NOVEMBER 14, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Guest post Monday brings us Steven Rosen , The Sales Leadership Coach and founder of STAR Results. discounting. leadership. sales tips.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Related posts: Sales Motivation: You Never Know Who Could Be Your Client Someday. Sales Leadership: Building Culture to Increase Profits.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

Janek Performance Group

JUNE 21, 2022

The more focused you are on a specific client, the higher converting your sales team will be. Price is Too Low or Discounting Too Fast. When startups sell on value (and stop discounting so quickly), you immediately increase the perceived value to the marketplace. Denying the Complexity of the Sales Process.

Ideal Customer Profile 62

Ideal Customer Profile Scale Hiring Discount 62

Janek Performance Group

OCTOBER 18, 2021

Maybe it’s more targeted prospecting, better use of collateral, or a late-game value offer, like an unexpected trick play, but coaching can motivate reps to push themselves. Like football coaches with special fourth quarter plays, these needs to be communicated with your sales team, so they are all on board with the new goals.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118

The Pipeline

JULY 18, 2011

Every December the “Leadership”, would roll out the same special offer, an annual subscription for $30,000 if the customer committed before the all-important year-end, a $6,000 discount for those who bit. The other obvious lesson learned was not to sell at a discount. Prospecting. Sales Bloggers Union.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Bernadette McClelland

JUNE 7, 2016

then consider this – The GIVE MODEL of sales leadership – Based on Growth and Contribution, Innovation, Value and Economics, is a benchmark for best practice sales leadership and focuses on these four drivers: Growth (through People). * Sound a bit fluffy? The nurtured ego owns both!

Sales Leadership 150

Sales Leadership Face-to-face Loyalty Discount 150

Braveheart Sales

JANUARY 14, 2021

How can I get my current sales team to sell more? There are two tried and true ways to sell more: Work harder – “If they only would prospect more, hunt harder, in short, work more, then maybe there would be more business closing and more revenue.” And still another question: Do they even know what to do to be effective prospecting?

Hiring 52

Hiring Discount Decision Maker Lead Rank 52

Understanding the Sales Force

NOVEMBER 12, 2012

Most of us will buy when we need something and won't buy something which we don't need just because it's discounted. Yes - that's what prospects do when they consider whether to delete, save, return the call or add the caller to their to-do lists. She wanted me to call her back so that she could tell me about their current promotion.

Cold Calling 156

Cold Calling Hiring Call-back Decision Maker 156

Alice Heiman

FEBRUARY 13, 2019

I do it all year long and send to different customers, past customers and prospects. Offer Specials or Discounts . Often companies offer their prospects deals to get them to purchase, but what about loyal customers? They have seasonal photographs of the area and some of our famous local events. I send about 5 a week. .

Referrals 131

Referrals Promotion Trade Show Discount 131

Braveheart Sales

MAY 4, 2021

If you want a surefire way to kill your margins, then go ahead and hire the wrong salesperson, and let them waste your leads, frustrate everyone on the team and drive you nuts, while asking for discounts at every opportunity. More bodies are not necessarily the right answer.

Hiring 52

Hiring Margin Discount Sales Qualified Lead 52