MTD Sales Training

MARCH 16, 2017

I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers. The contract is virtually assured, however a buyer has now got involved and is demanding a 15% discount. Look For Alternatives To Discounts. Happy Selling!

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Discount Negotiation Face-to-face How To 120

Zoominfo

NOVEMBER 10, 2021

Bryan Tunick is a sales manager at ZoomInfo. But seven years ago, he was working at a start-up as the only salesperson. In this week’s episode, Bryan tells us about a deal gone wrong. And what he did to turn things around at the last second. Available wherever you listen to podcasts: Apple | Spotify | Website

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Discount Sales Management Sales 100

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. Better Strategies.

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Discount eBook Motivation Closing 65

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.

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Discount Negotiation Forecasting Proposal 73

The Sales Hunter

JANUARY 14, 2012

The Slippery Slope of Discounting. If you as a salesperson — or worse, if you as a sales manager — do not believe in the price of what you sell, then that is a bigger problem than whether you have a tendency to offer a discount. Over time, you convince yourself that the discounted price is the accurate price.

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Discount Motivation Hiring Ideal Customer Profile 176

Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. There are many moving parts in the sales process, and it’s not easy staying on top of them all.

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Sales Management B2B Fashion Call-back 196

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. If you have ever worked for a sales manager you didn’t trust, you know how stressful that sales role can be.

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Sales Management Hiring Lead Rank ACT 118

The Sales Hunter

SEPTEMBER 11, 2012

If you’re wondering what salespeople would like to tell their sales manager, below are 12 things salespeople have shared with me. Sales managers, read this list and ask yourself if any apply to you. 12 Things Salespeople Would Like to Tell Their Sales Manager.

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Sales Management Discount Cancellation Motivation 229

Nutshell

MARCH 7, 2023

Table of Contents What are KPIs in sales? Why should sales managers track KPIs? How to track and report on KPIs KPIs for Sales Managers What are KPIs in sales? Examples of sales KPIs include customer lifetime value, conversion rate, and number of new leads. Why should sales managers track KPIs?

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Sales Management Churn Retention Lead Rank 62

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. Photo by Kampus Production SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

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Negotiation Buyer B2B Hiring 115

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Sales technology.

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Sales Enablement Sales Management Coaching Engineering 131

The Sales Hunter

JUNE 10, 2014

I rarely run into a salesperson or sales manager who does not want to discuss price. Arguments are varied, but in the end they are centered around one core contention: The price point is a big reason for lost sales. Blog pricing Professional Selling Skills discount discounting price sales discounting sales team'

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Discount Selling Skills Sales Management Sales 273

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.

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Discount Competition Face-to-face Margin 48

The Sales Hunter

JANUARY 27, 2012

5 Sales Training Tips for Sales Managers AND Salespeople. Whether you’re a rookie salesperson, a veteran salesperson or a sales manager, here are 5 sales training tips you need to take action on: 1. The success you have in sales is dependent on your level of confidence. discounting.

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Sales Management Training Hiring Ideal Customer Profile 204

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.

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Sales Qualified Lead Lead Rank Lead Scoring Leads 130

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. This is not to discount the work you do, but often times a senior level person can uncover different information. Sooner you make the calls, the better. Objective of the calls is three-fold.

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Sales Management Cold Calling Closing Consultative Selling 202

Understanding the Sales Force

MAY 23, 2019

Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas prices ranged between 17.9 I loved the Leavitt/Dubner series of books on Freakonomics and thought I could share some interesting sales and sales management data that make little sense.

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Commission Compensation Discount Data 255

Hubspot Sales

MARCH 7, 2018

KPIs for Sales Managers. Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. In addition to promotional sales you can try other tactics such as shelf displays, discounts, coupons, demos, or samples.

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Lead Rank Lead Scoring Sales Management Scale 143

Braveheart Sales

MAY 26, 2023

In this blog, we will shed light on the perils of neglecting your sales team’s growth and examine the underlying factors that contribute to the failure of developing sales professionals and sales management personnel. Ignoring the development of the sales team can significantly impede this process.

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Sales Management Competition Coaching Lead Rank 52

Braveheart Sales

MAY 26, 2023

In this blog, we will shed light on the perils of neglecting your sales team’s growth and examine the underlying factors that contribute to the failure of developing sales professionals and sales management personnel. Ineffective Sales Management: Sales management is a critical component of any successful sales team.

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Sales Management Competition Coaching Lead Rank 52

Increase Sales

MARCH 14, 2012

Salespeople are quick to defend their need to discount with the belief that this is the only way they can close the sale. This is the number one reason I wrote High-Profit Selling: Win the Sale Without Compromising on Price. I wanted to provide salespeople with proven solutions to avoid the discounting madness.

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Discount Face-to-face Facebook Negotiation 131

Hubspot Sales

JANUARY 7, 2019

Relies too heavily on discounts, resulting in lower margins. Clearly identifying these areas for improvement in the performance review will provide points to work on during any coaching or training after the performance review. Struggles to overcome objections. Lacks confidence when negotiating. 3 = Meets expectations.

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Sales Management Quota Margin Hubspot 127

The Sales Hunter

FEBRUARY 4, 2014

SECRET 5: Don’t offer discounts. In the end this is a pretty simple thing, yet so many salespeople still resort to offering a discount. This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. Copyright 2014, Mark Hunter “The Sales Hunter.”

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Discount Face-to-face Selling Skills Groups 241

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.

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Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Xactly

NOVEMBER 15, 2018

One of the most important things to consider when designing plans are the different roles on your sales team. Sales managers and their reporting reps will have responsibilities in their roles, which means your compensation plans should be tailored to different roles. Constructing Commissions in a Sales Manager Compensation Plan.

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Compensation Examples Sales Management Incentives 87

Janek Performance Group

JANUARY 16, 2024

Without the incentive of commission or performance-based bonuses, salespeople may lack the motivation to go above and beyond in driving sales results. Sales managers will have to think of nonmonetary alternatives as motivators. This strategy is often employed to reduce discounting that may hurt the company’s bottom line.

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Compensation Salary Commission Margin 118

The Pipeline

SEPTEMBER 9, 2020

We have some great news from the Proactive Prospecting Club , we have added a new course, and, members get a discount! Our new addition is timely “How To Conduct A Professional Video Meeting” Since the spring of 2020, it seems almost every meeting, sales, or otherwise is a video meeting. By Tibor Shanto.

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Course Hiring Video Discount 235

No More Cold Calling

SEPTEMBER 25, 2014

Don’t discount. The same principles hold true in B2B sales, but customers don’t instinctively get the message. In this week’s guest post, Geoffrey James shares six ways to stand out from the cheaper options: “When you’re selling against a lower-priced competitor, you have two basic choices: discount or differentiate.

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Cost per Acquisition Hiring Discount Insurance 314

Xactly

JULY 5, 2018

One of the most important things to consider when designing plans are the different roles on your sales team. Sales managers and their reporting reps will have responsibilities unique to their roles, which means your compensation plans should be tailored to different roles. Your best sales rep is not necessarily the best leader.

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Compensation Sales Management Examples Commission 69

SalesFuel

MARCH 21, 2024

In the mind of the consumer, discounts and rebates loom large with 48%. Photo by fauxels on Pexels.com SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement However, proper analysis of the data then becomes the challenge.

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Lead Rank Lead Scoring Loyalty Health Care 115

Sales Hacker

OCTOBER 5, 2018

Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales. It was clear he knew the industry and how to convert leads into sales. When is a top performer really going to make a great manager, and when are they going to bomb?

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Sales Management Harvest Promotion Motivation 85

SalesFuel

MARCH 25, 2024

To increase their likelihood of being opened, your client’s email ads should: Include specialized offers each recipient is interested in: 37% of consumers agree Spotlight special offers or discount in general: 23% Be sent starting in August (the month with the least holiday email fatigue) Not overwhelm consumers inboxes.

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Marketing Hiring Social Media Ideal Customer Profile 98

Chorus.ai

FEBRUARY 20, 2020

Type "best ways to approach a sales call" into Google. As a sales manager, establishing a set of guidelines for sales calls should be a cornerstone of your sales process. Incorporate extensive study of competing products into your sales management strategy.

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Discount Cold Calling Sales Qualified Lead Lead Rank 96

The Sales Hunter

APRIL 6, 2013

Too many salespeople and sales managers are “asking” a customer for a price increase. To understand this better, check out the below video: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . This is the wrong approach! This isn’t about arrogance.

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Video Discount Consultative Selling Customer 197

Bernadette McClelland

FEBRUARY 5, 2013

It’s not about discounting, but you can lower the cost if there are other currencies involved. Did I ‘discount’ or did I strategically choose to recognise an additional form of currency? There must be an exchange of value if you are to strategically review your costs. Let me explain.

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Discount Conference Lead Rank Lead Scoring 334

Klozers

JUNE 5, 2014

Sales People often provide discounts or incentives to buyers in order to help them hit sales targets and win more business. Reducing or even better eliminating discounting by sales people, is in many ways one of the easiest ways to grow your business and maximize your profits. Is this really necessary though?

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Discount Margin Negotiation Commission 42

Hubspot Sales

AUGUST 19, 2019

Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline. Managers must develop a more systematic process to test sales pipeline heath across the organization as a whole. What shape is the sales pipeline?

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Pipeline Discount Top of Funnel Pivotal 99