Customer Centric Selling

FEBRUARY 22, 2017

During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast. At this point I asked him: Phil, do your sellers tell prospects they’ll have similar forecast accuracy rates? By the mid-90’s SFA needed to die and was replaced by CRM. At that time I worked with a CRM vendor.

Hiring 63

Hiring Forecasting Pipeline Discount 63

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

Pipeliner

FEBRUARY 1, 2018

I’m sorry if this offends anybody, but the weak link in the revenue chain is usually sales management. Sales meetings often expose lazy or short-term mindsets and, sadly, waste most of the participant’s time. Sales meetings often expose lazy or short-term mindsets and, sadly, waste most of the participant’s time.

Sales Meeting 84

Sales Meeting Meeting Forecasting Case Study 84

Janek Performance Group

NOVEMBER 1, 2022

If you want to figure out what is causing you to miss your sales numbers, the first place to look is your no-shows. However, simply calling prospects who missed your first appointment likely won’t dramatically change the outcome. A better solution is to review your sales team’s numbers.

Buyer 62

Buyer Call-back Lead Rank Lead Scoring 62

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

SalesProInsider

MAY 16, 2017

One group at a discounted rate in order to gain access to hundreds more? The course did what was promised – developed his sales reps to increase sales. Yes, I did… I agreed and personally spent the next 16 months providing services at a big discount. It sounded like such a good idea. Count me in!

Discount 60

Discount Lead Rank Lead Scoring Buyer 60

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. Random Walk Down Sales Street.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. As a professional speaker, Jeff Beals delivers energetic and humorous keynote speeches and workshops to audiences worldwide. discounting.

Motivation 155

Motivation Real Estate Hiring Construction 155

The Pipeline

JANUARY 13, 2012

The reason you have the end of quarter derby, is that most sales people don’t prospect or close enough along the way, and as the finish line nears they go into closing mode. Sales Success , Tibor Shanto , Time Allocation. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Cycle.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Sales Hunter

JANUARY 9, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. discounting. phone sales tips. prospecting. sales goals. sales manager. sales motivation. sales negotiation.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

The Sales Hunter

DECEMBER 12, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. discounting. phone sales tips. prospecting. sales goals. sales manager. sales motivation. sales negotiation.

Motivation 147

Motivation Real Estate Training Hiring 147

Customer Centric Selling

FEBRUARY 22, 2016

It’s a great buyer question that often elicits “knee-jerk” discounting. A few years ago, I coached a seller and manager through closing an order with a prospect. In a conference call, the sales manager discussed bidding $850K or lower if necessary. Need some help to increase sales? The buyer calls you back.

Discount 40

Discount Decision Maker Vendor Negotiation 40

MEDDIC

DECEMBER 16, 2021

You have more time available, and your prospects are more sophisticated. We go through this in many parts of the Advanced MEDDPICC® course at MEDDIC Academy and our workshops. Buyers want to reduce that cost, ask for discounts, try to save money. That price or cost is always too much.

Sales Methodology 52

Sales Methodology Groups Course Buyer 52

The Pipeline

MAY 23, 2011

For a nominal monthly charge of $49 they will deliver 100 LinkedIn connections per month, you want 200, you get a discount price, only $89 per month. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

Gong.io

JULY 18, 2022

Too often, sales reps jump straight into their pitch without even considering their prospects’ needs or asking what they’re looking for. And in most cases, that’s a losing sales strategy. So how can you build rapport with your prospects? Solution Selling is a customer-centric sales methodology.

Solutions Selling 62

Solutions Selling Ideal Customer Profile Outsourcing Services Sales Methodology 62

Customer Centric Selling

DECEMBER 20, 2016

Before you begin to lay out your plan, you first need to analyze: 2016 Business, specifically who did you close, what did they buy, where did they come from, and what was the average dollar value of the sales/transaction ? Sales History: Are some months or quarters more prolific than others? Discounting: What has it cost you in 2016?

Revenue 40

Revenue Territories How To InsideView 40

The Pipeline

MAY 13, 2011

What you should do: Arm the sales team with buyer-helpful content that they can both speak to and provide for the client. Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data. What you should do: Get your sales team “in the mix.”

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Customer Centric Selling

FEBRUARY 19, 2016

Anybody that has seen the movie Glengarry Glen Ross will remember Alec Baldwin's role as a high-powered sales manager addressing a tired group of salespeople. In my opinion, this is an awkward situation that can be demeaning for a prospect. Need some help to increase sales? How to Meet a Decision Maker.

Closing 40

Closing Decision Maker B2C Proposal 40

Klozers

JUNE 10, 2014

So why is there such a low perception of Sales People, and what can we do to change that perception? Some years ago during a sales workshop I was running, I made the statement that  All people lie all the time  it was simply a question of how often and how damaging the lies were. Sales Management'

Gatekeeper 50

Gatekeeper Cold Calling Buyer Discount 50

Customer Centric Selling

DECEMBER 20, 2016

If you think this is a sales phenomenon that will simply not happen again, or it will go away if you ignore it - think again. It can be minimized - even eliminated - once you understand the obstacles that are preventing a prospect from making an informed selection decision after a long and expensive sales cycle. The good news?

Decision Maker 40

Decision Maker Sales Cycle Negotiation Sales Qualified Lead 40

Allbound

SEPTEMBER 12, 2018

Whether you’re a freelancer or an agency, they offer a wide variety of perks , including discounts on products and services from leading software companies. Higher tiers also include referral bonuses, product discounts, and a dedicated channel manager. Xero has one of the most user-friendly partner programs out there.

Commission 112

Commission Referrals Hubspot Marketo 112

Customer Centric Selling

MARCH 11, 2015

It compromises a seller’s/vendor’s position on several fronts: The seller acknowledges discounting will be necessary. I suggest never asking prospects this question. In sales calls words convey either noise or a relevant message. Sign-up now for the FREE, 1-day sales management workshop in Boston, April 1st.

Buyer 40

Buyer Vendor Forecasting Guarantee 40

Highspot

MAY 8, 2020

These interactions are useful, but programmatizing coaching distributes its benefits to a broader audience: the salesperson, the sales manager, and the buyer. For sales reps, coaching provides the space needed to address deficiencies in core competencies. Targeted competency workshops. Separate Coaching from Managing.

Sales Coaching 78

Sales Coaching Coaching Hiring Remedy 78