The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Tool.

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Pipeline Hiring Top of Funnel Cold Calling 212

Vendor Neutral

JULY 16, 2021

Mark Hunter, The Sales Hunter Mark Hunter, CSP, is also known as "The Sales Hunter." Hunter accomplishes such through his keynote speaking, sales training, consulting services, and 3 best-selling books: A Mind for Sales, High-Profit Prospecting, and High-Profit Selling.

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Cold Calling Hiring Webinar Metrics Advertising 52

Anthony Cole Training

MAY 30, 2013

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" Too often highly successful sales peope reach a point in their carrer where they become complacent.

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Motivation Insurance Insurance Discount 186

Anthony Cole Training

APRIL 19, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

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Hiring Ideal Customer Profile InsideView Webinar Metrics 181

Customer Centric Selling

OCTOBER 16, 2013

Sales Training Article: What NOT to Say. John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Imagery Majestic at FreeDigitalPhotos.net Most sellers, sales managers and executives of vendor organizations are rightfully concerned about what is said during buyer interactions.

Majestic 49

Majestic Training Negotiation Buying Cycle 49

Anthony Cole Training

MAY 30, 2013

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" Too often highly successful sales peope reach a point in their carrer where they become complacent.

Motivation 149

Motivation Insurance Insurance Discount 149

SalesProInsider

MAY 16, 2017

During our conversations he always stated how much he thought our sales training course was just what was needed for every sales team in the company nationally. But…he would have to prove the concept with his team first, and in order to do so, he needed a significant price reduction to get the training group funded.

Discount 60

Discount Lead Rank Lead Scoring Buyer 60

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. Sales Bloggers Union.

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

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.

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Pipeline Lead Rank Lead Scoring Top of Funnel 271

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

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Pipeline Cold Calling Top of Funnel Compensation 258

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. Instead of him making “seat of the pants” guesses as to how much to discount the forecast, the software was doing that based upon each rep’s history. By the mid-90’s SFA needed to die and was replaced by CRM.

Hiring 63

Hiring Forecasting Pipeline Discount 63

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. As a professional speaker, Jeff Beals delivers energetic and humorous keynote speeches and workshops to audiences worldwide. Related posts: Sales Prospecting: Office Phone or Cell Phone? discounting. phone sales tips. sales goals.

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Motivation Real Estate Hiring Construction 155

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? I need a better price."

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Discount Decision Maker Vendor Negotiation 40

The Sales Hunter

JANUARY 9, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. She is CEO of BRODY Professional Development, a business communication and presentation skills company that offers tailored training programs, workshops, keynote presentations, and executive coaching. discounting. phone sales tips. sales goals.

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Motivation Ideal Customer Profile Negotiation Hiring 167

The Pipeline

JANUARY 13, 2012

If you spend the last week or 10 day of a quarter “closing”, limiting or skipping all other aspects of the cycle, what will you close 10 weeks after the quarter: Discounted deals. Sales Success , Tibor Shanto , Time Allocation. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

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Pipeline Cancellation Sales Cycle Cold Calling 224

MEDDIC

DECEMBER 16, 2021

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. The post Why You Should Never Ask About A Customer’s Budget appeared first on MEDDIC ACADEMY: MEDDPICC Sales courses and Training.

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

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LinkedIn Pipeline Meeting Social Media 241

Highspot

MAY 8, 2020

In the world of business-to-business sales, coaches are just as essential to ensuring reps have the skills they need to close deals with confidence. Why is sales coaching important? In the scheme of sales training and sales readiness , coaching lives between sales onboarding and sales training.

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Sales Coaching Coaching Hiring Remedy 78

Allbound

SEPTEMBER 12, 2018

They will also provide co-marketing resources, shared training and development resources, and certifications. Marketo focuses their partner program around providing strong sales and marketing support. All but a handful of SaaS partner programs provide some form of sales training, although only half provide hands-on sales support.

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Commission Referrals Hubspot Marketo 112

The Pipeline

MAY 13, 2011

Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Let me clarify: I would argue that the highly trained, effective salesperson is more important than ever. Sales Bloggers Union.

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Report Pipeline Top of Funnel Webinar Metrics 244

Customer Centric Selling

DECEMBER 20, 2016

Sales Tips: How to Plan Your 2017 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. However, what I did have was basic management training, skills, and education. Sales History: Are some months or quarters more prolific than others?

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Revenue Territories How To InsideView 40

Customer Centric Selling

MAY 30, 2016

Win Loss programs are initiated and used for a variety of reasons by internal teams in Enterprise and Small and Medium (SMB) organizations: Sales Managers utilize Win Loss programs to understand what their sales teams are doing well—and what they’re doing poorly. Need some help to increase sales?

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Fashion Competition Analysis Vendor 40

Customer Centric Selling

MARCH 11, 2015

Sales Tips: What NOT to Say in Sales. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The objective of product training, skill training and sales enablement is allowing sellers to make better calls. Image courtesy of Photostock at FreeDigitalPhotos.net.

Buyer 40

Buyer Vendor Forecasting Guarantee 40

Customer Centric Selling

DECEMBER 20, 2016

Sales Tips: No Decision Losses - The Good, Bad & Ugly. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. How long are you going to allow your sales organization to continue to lose good opportunities to No Decision before you take action?

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Decision Maker Sales Cycle Negotiation Sales Qualified Lead 40

Klozers

JUNE 10, 2014

. After nearly 30 years in sales, selling, managing, coaching, training and consulting, I can honestly say the majority of sales people are nothing like that. So why is there such a low perception of Sales People, and what can we do to change that perception? Sales Management' Everyones a Liar.

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Gatekeeper Cold Calling Buyer Discount 50

Sales Training Advice

SEPTEMBER 17, 2011

I’ve found this to be the case in my discussions with groups during Engage sales training exercises, and I’m not alone. Business guru Tom Peters recalls how he once polled executives at a workshop and asked them what percentage of their customers were giving their businesses all they could, including referrals.

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Referrals Exercises Motivation Consumer 44

Trinity Perspectives

JULY 18, 2017

“You train animals, you develop people” – Anon. This week my sales management consulting company turned 6 years old. Recently, while travelling to deliver a workshop in the US for a client of mine, I was asked the standard immigration question, “What is your occupation, sir?”. No, scratch that.

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Sales Management Training Quota Course 62

Janek Performance Group

NOVEMBER 1, 2022

As a sales training company, we see a common mistake among companies missing their sales numbers. Often, there’s too much friction early in the sales process. They, in turn, offer a deep discount and turn what would have been a big deal next quarter into a small deal this quarter. Sales Training Dilemma.

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Buyer Call-back Lead Rank Lead Scoring 62

Gong.io

JULY 18, 2022

Reps should know exactly how much each product or service is (and any wiggle-room in terms of potential discounts for large-volume deals). Features: Your sales team should be highly knowledgeable about each of your product’s features and clearly explain their benefits. Want to test a particular sales message? .

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Solutions Selling Ideal Customer Profile Outsourcing Services Sales Methodology 62

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. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance.

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Closing Decision Maker B2C Proposal 40

Customer Centric Selling

DECEMBER 8, 2016

Sales Tips: How to Avoid a Stressful Year-end. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. As companies enter the fourth quarter, many sales managers and executives ask sellers for personal commitments of revenue numbers they’ll close. The holidays are stressful.

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Quota How To Discount Commission 40