The Sales Hunter

JANUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. The Slippery Slope of Discounting. of your sales are happening at a discount.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

Apptivo

MAY 31, 2022

All About Customer Relations. What is customer relations? Who is responsible for customer relations in a company? Why is customer relations important? Customer relations vs Customer service. Steps to take to build lasting customer relations. 5 Tips to improve customer relations. Introduction.

Relationals 52

Relationals Customer Lead Rank Lead Scoring 52

Anthony Iannarino

DECEMBER 18, 2019

Every year, at about this time, salespeople and their companies begin the process of offering discounts to their prospective clients as a way to compel them to sign a contract before the end of the year. Some consumers buy things they don’t need because they are on sale. Mostly, however, there isn’t.

Discount 65

Discount eBook Motivation Closing 65

Pipeliner

APRIL 1, 2019

I can’t think of any concepts more misunderstood than price, pricing, and discounting. Let’s discuss five myths about pricing, and its Mr. Hyde alter-ego, discounting. Myth #1: Price should be related to your costs. Price should relate to customer value, period. Related to “emotionlessness”, price is merely a number.

Discount 73

Discount Margin Policies Vendor 73

Understanding the Sales Force

AUGUST 5, 2019

Don't believe a word of it when you hear an economy related objection or put-off. It's because the supply chain is busier and stronger than ever and as a result of all of the buying, our roadways are jammed with trucks shipping products to distributors, retailers, warehouses and fulfillment centers.

Discount 173

Discount Construction Incentives Incentive 173

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

The Pipeline

JUNE 18, 2020

Urgency is always a battle cry at sales meetings, one on one or the team. But if all you have is a discount and a free feature, you’re beat. You need to win over their minds and hearts, no one will risk their job for a 5% discount. Especially when they know that the discount will be available whenever they are ready to sign.

Discount 297

Discount Quota Face-to-face Margin 297

Partners in Excellence

JANUARY 20, 2022

He reported on pricing problems within the sales organization. I can’t recap the conversation, but here are some of the issues we discussed: Pricing is never established by sales It’s usually established by some combination of product management, finance, and sometimes strategy. But sales never establishes pricing!

Discount 121

Discount Negotiation Sales Cycle Sales 121

Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

SalesFuel

APRIL 8, 2024

This includes pricing details, as well as offers and discounts. They might also have insight into any promotions or discounts you or competitors offered in the past. Demonstrating buyer-specific value, empathy and confidence in your own solution positions you to handle cost-related objections.

Negotiation 115

Negotiation Buyer B2B Hiring 115

DiscoverOrg Sales

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with 9 tips from our top sales closers. To make customers feel good about the sale, throw in three freebies, in this order: additional support. price discount.

Closing 286

Closing B2B Decision Maker Discount 286

Partners in Excellence

JULY 3, 2013

Trying to move them through our sales process. So we play the discount card. If their problem isn’t urgent enough to change, a discount won’t make them change. It’s a major sales error to using pricing actions to break a stalled deal lose. Discounting is bad period!

Discount 106

Discount Customer Promotion Education 106

Hubspot Sales

SEPTEMBER 6, 2022

According to HubSpot’s 2022 Sales Strategy Report , the third most popular goal for sales professionals in 2022 is prioritizing relationships with existing customers over new ones, and they’ll do so through upselling and cross-selling. When reps cross-sell, they’re most effective when they: Offer discounts/promotions.

Data 99

Data Discount Promotion Comparison 99

Partners in Excellence

DECEMBER 15, 2015

” It was challenging, but I couldn’t go to my management complaining, “We need to give them a discount,” or “We are just too expensive.” I started to focus on TCO, total cost of ownership, recognizing, that even if I could do some discounting, often these had a relatively small impact on TCO.

Discount 48

Discount Competition Face-to-face Margin 48

Partners in Excellence

JULY 5, 2021

Price is important—of course, but sometimes I think we, sales people, make it more important than it is to the customer. Too often, pricing, moreover our willingness to discount, is the centerpiece of our sales strategies. Sadly, too many sales people lose track of this. We Need To Discount." "How

Discount 154

Discount Objections Course Competition 154

Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Zoominfo

NOVEMBER 11, 2019

People buy from people first, product second, according to Director of Sales Steve Wernke. Let’s explore this conundrum with nine tips from our top sales closers. To make customers feel good about the sale, communicate these three pieces of value, in this order: additional support additional product and services price discount.

Closing 191

Closing B2B Scale Decision Maker 191

The Sales Hunter

JANUARY 14, 2014

Sales are slow, the competition has never been tougher, and to top it off, customers are looking for a reason to buy. Can you relate? The discounted price you gave to the customer is now the price they expect every time they buy from you. Copyright 2014, Mark Hunter “The Sales Hunter.” Sound familiar?

Discount 247

Discount Competition Closing Up-Sell 247

Allego

MARCH 31, 2023

Using ineffective and poor sales words and phrases can damage your sales conversations. In the modern world, where sales are driven by science, our choice of vocabulary can emotionally connect or disconnect with our buyer’s brain and emotions in different ways. Discount Here’s a strong statement for you.

Discount 71

Discount Lead Rank Lead Scoring Conversion 71

The Pipeline

SEPTEMBER 18, 2018

No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. As long as companies fill their sales people’s heads with more “Product Knowledge” than business skills, the challenge will persist. By Tibor Shanto. Like any other asset, garbage in garbage out!

Vendor 255

Vendor Discount Insurance Insurance 255

Cincom Smart Selling

MAY 8, 2023

Let us use an example to look at this in more detail: Business Case Example After Manufacturing Company ABC analyzes their sales processes, they learn that they need, on average, eight business days to issue a quote. They determine that the sales team requests a 30% or higher discount on 60% of all quotes.

ROI 62

ROI Discount Licensing Vendor 62

Cincom Smart Selling

MAY 8, 2023

Let us use an example to look at this in more detail: Business Case Example After Manufacturing Company ABC analyzes their sales processes, they learn that they need, on average, eight business days to issue a quote. They determine that the sales team requests a 30% or higher discount on 60% of all quotes.

ROI 62

ROI Discount Licensing Vendor 62

Partners in Excellence

FEBRUARY 22, 2021

We manage to present a powerful business case, to defend our value, to minimize discounting. Our time, as managers, can’t be focused on heroic efforts, but rather on coaching and developing consistent, disciplined execution with our sales teams. Related Posts: Stop Heroic Sales Efforts! We Need To Discount."

Scale 93

Scale Discount Forecasting Pipeline 93

Smooth Sale

AUGUST 31, 2022

Five Ways to Increase Sales for Your Small Business. NOTE: Konrad Jasinski provides today’s guest blog, ‘Five ways to increase sales for your small business.’ Optimizing sales is always a top priority regardless of your small business type. Each business can use many strategies to boost sales. Develop A Sales Strategy.

Small Business 78

Small Business Small Business Hiring Discount 78

Hubspot Sales

MAY 16, 2022

Try to identify other, non-price-related ways to compensate. You should always explore different, non-price-related ways to compensate amid inflation. Consider tinkering with any discounts you might offer. In many cases, a "discount reduction" comes off as less imposing than a "price increase."

Discount 109

Discount Compensation Face-to-face Distribution 109

Distribution Pricing Journal

SEPTEMBER 21, 2023

As price lowers, sales go up along the demand curve. If prices rise, sales drop. Understanding Price Reduction Discounting is a familiar tactic when trying to win large jobs in distribution. You also risk creating an expectation with all your customers that another discount is around the corner.

Discount 52

Discount Distribution Customer Tourism 52

PandaDoc

JULY 14, 2020

Used effectively, they can be a great way to generate more sales and draw your customers in. Pop-ups should always relate to the page on which they appear. Adding a discount code is a good example of this, but not the only one. A pop-up should only ever increase sales, not risk people leaving the site entirely.

Discount 140

Discount eBook Up-Sell Follow-up 140

John Barrows

APRIL 10, 2019

I received this email last week (looks like the end of someone’s Q1), which is a great example of sales done wrong, in my opinion. Cheers, Guilty Sales Rep. Discounts right away. Why would you bring up a discount before it’s even mentioned by the prospect? If you are going to discount. Find the right person.

Closing 161

Closing Discount Licensing Account 161

Cincom Smart Selling

MAY 8, 2024

Managing sales processes across large organizations is complex. From coordinating teams to configuring quotes, enterprise companies face immense challenges keeping sales operations running smoothly. Related: What Is Configure Price Quote Software? This frustrates customers and limits sales capacity. What Is CPQ Software?

Enterprise 62

Enterprise Enterprise Sales Process Scale 62

Sales Hacker

NOVEMBER 1, 2019

RELATED: 9 Shrewd Negotiation Tips Proven to Close More Deals. The problem in sales is that we tend to be “givers.” They end up having little respect for us towards the end, which is why they either keep asking for things (discounts) or they just flat out disappear on us and don’t even give us the courtesy of a callback.

Negotiation 86

Negotiation Discount How To Buying Cycle 86

John Barrows

MARCH 13, 2019

Do you know the biggest sin in sales? We, like Jim Carrey in Dumb and Dumber (video included for your viewing pleasure below), are the eternal optimists in Sales. We, like Jim Carrey in Dumb and Dumber (video included for your viewing pleasure below), are the eternal optimists in Sales. It’s not to lose a deal.

Exact 182

Exact Cold Calling Discount Forecasting 182

Partners in Excellence

JULY 9, 2020

Sales people seem to be nodding their heads in the right direction, I take this for understanding. We go back to the sales people with questions, they tell us about their products? ” The sales people tell me what their product does. But somehow, sales people are making it my job. My team is trying to figure it out.

Discount 168

Discount Vendor Software Software 168

Cincom Smart Selling

AUGUST 18, 2020

After Manufacturing Company ABC analyzes their sales processes, they learn that they need, on average, eight business days to issue a quote. They determine that the sales team requests a 30% or higher discount on 60% of all quotes. To get all required discounts approved typically takes five days. Channel sales.

ROI 118

ROI Discount Licensing Vendor 118

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. By stressing long-term relationships over short-term sales, sellers should form partnerships and work with buyers to achieve the best outcomes. After all, it’s a negotiation, not a fire sale.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Zoominfo

NOVEMBER 13, 2019

Today we’re exploring this conundrum with nine tips from our top sales closers. 9 B2B Closing Techniques People buy from people first, then product second, according to ZoomInfo’s Director of Sales Steve Wernke. So here are nine steps to humanize your closing process, and strengthen your overall sales strategy.

Closing 130

Closing B2B Decision Maker Scale 130

Pipeliner

APRIL 7, 2023

Sales skills are crucial in any business. Authors and publishers can earn royalties as much as 40% on audiobook sales. You need to have excellent sales skills to be able to grow. As mentioned, sales skills are critical in any business, and Audible can help you in many ways. Conclusion Sales skills are vital in Audible.

Discount 98

Discount Demographics Follow-up Referrals 98

Partners in Excellence

NOVEMBER 22, 2021

Whether at a conference listening to speakers wax on about how fantastic their technology and companies were, investor meetings, sales pitches, people played this game. Sales and marketing is filled with buzzwords. Using them with other sales/marketing people immediately increases your credibility.

Cost Per Click 145

Cost Per Click Conference Discount Sales 145