MEDDIC

DECEMBER 16, 2021

In transactional sales with a short sales cycle and low value-added sales, it’s been prevalent to use the customer’s budget to qualify a sales opportunity. We go through this in many parts of the Advanced MEDDPICC® course at MEDDIC Academy and our workshops. It makes sense.

Sales Methodology 52

Sales Methodology Groups Course Buyer 52

The Pipeline

NOVEMBER 11, 2011

And they always needed to, because clients had figured out that if they wait to the last week of the month, the company would cave in a sell at a discount. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

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. Sales Bloggers Union. Sales Compensation.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Customer Centric Selling

FEBRUARY 26, 2016

If all of these items have been covered, buying should be the logical last step of a sales cycle. Premature closes (when one or more items have not been addressed) can abruptly change buyer relationships as sellers go from consultative sales to high-pressure tactics. Need some help to increase sales?

Buyer 40

Buyer Closing Decision Maker Proposal 40

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. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

Customer Centric Selling

DECEMBER 20, 2016

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. You ARE going to correct an underperforming sales team. Dramatically shorten the sales cycle. Need some help to increase sales?

Decision Maker 40

Decision Maker Sales Cycle Negotiation Sales Qualified Lead 40

Customer Centric Selling

AUGUST 3, 2016

When trying to get to the end of sales cycles, sellers always seem to be in a hurry. This discrepancy in decision timeframes can cause sellers to close prematurely, offer discounts to accelerate decisions and pressure buyers. Need some help to increase sales? Your Roadmap to Revenue Growth® awaits!

Buyer 40

Buyer Vendor Software Software 40

Customer Centric Selling

DECEMBER 9, 2013

Download the SBI Sales SVP New Year''s Guide here. Sign-up for one of the 2014 sales training workshops now open for registration and start the new year strong. Let''s look at several ways sales leaders misallocate their year-end days. Do This Instead: Evaluate your Sales Process. Is your Win Rate going up or down?

Training 45

Training Policies Channels Incentives 45

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. Sales Bloggers Union. Sales Compensation.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The ROI Guy

FEBRUARY 14, 2011

Value-based sales enablement initiatives and tools are the key to arm sales professionals with the consultative insight needed to connect with stakeholders earlier in the sales cycle, prove bottom-line impact and quantify superior competitive value," says Tom Pisello, Chairman and Founder of Alinean.

Research 40

Research Buying Cycle Webinar Metrics Sales Enablement 40

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

Customer Centric Selling

DECEMBER 10, 2012

Stan had to go two layers up in the organization to get approval for pricing discounts. A great sales campaign went from picture perfect to perfectly pathetic. Consider comments by the prospect during the sales cycle. Ask questions during the sales cycle to uncover what will be important during the final negotiations.

Margin 40

Margin Negotiation Proposal Face-to-face 40

The ROI Guy

FEBRUARY 2, 2011

The Buying Lifecycle according to SiriusDecisions, highlighting how CFOs and other executives are involved early in the decision making, helping to drive change, and then again later in the sales cycle when the purchase must be financially justified. But the justification can’t stop there.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

Act!

JANUARY 30, 2024

Consider attending workshops, seminars, conferences, and other networking events hosted by your local chamber of commerce. Additionally, you can set up workflows to track your sales cycles and automate follow-ups with leads at the right time. Bonus points if you can bag a seat as a speaker at these events.

Ideal Customer Profile 52

Ideal Customer Profile Closing Lead Rank Lead Scoring 52

Janek Performance Group

NOVEMBER 1, 2022

Every dollar and every purchase is scrutinized, and sales cycles have extended. They, in turn, offer a deep discount and turn what would have been a big deal next quarter into a small deal this quarter. When companies find themselves missing sales projections, we receive more inquiries. This won’t change.

Buyer 62

Buyer Call-back Lead Rank Lead Scoring 62

Product Management University

MAY 24, 2017

By asking the right questions early in the sales cycle. The Playbook: The single biggest factor to overcoming product demo objections is to understand very early in the sales cycle the strategic goals of the executive buyers. How do you do it? Overcoming Objections.

Objections 49

Objections Scale Negotiation Sales Cycle 49

Gong.io

JULY 18, 2022

If you offer low-price-point products with very concrete use cases and a short sales cycle, it might not make sense to invest that amount of time into each prospect. Reps should know exactly how much each product or service is (and any wiggle-room in terms of potential discounts for large-volume deals). Conclusion.

Solutions Selling 62

Solutions Selling Ideal Customer Profile Outsourcing Services Sales Methodology 62

The ROI Guy

AUGUST 16, 2016

The Bottom-Line Along with your investment in a solid business value / ROI selling toolkit, implementing best practices such as these Five Pillars are required to have a greater impact on your ROI from your tool investment and organizations sales performance.

ROI 58

ROI Channels Sales Tools Tools 58

Customer Centric Selling

DECEMBER 8, 2016

High-pressure closes may yield orders (often discounted to close early), but sellers may offend buyers with high pressure and lose orders. Do this by: Calculating each seller’s monthly quota and multiplying it by the number of months in an average sales cycle. Need some help to increase sales?

Quota 40

Quota How To Discount Commission 40