Sales Hacker

OCTOBER 7, 2020

If your profit margins are 30% and your rep gives a 15% discount, it will take two deals to match the worth of a deal at full price. In that situation, if your rep’s comp plan is aligned with revenue, that 15% discount only costs them 15% of their commission. With the right hire, your team’s weakness could become a strength.

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Hiring Salary Margin Compensation 103

SBI Growth

DECEMBER 26, 2013

This post will also help HR and Sales leaders answer a vexing question: “What do we need to do to retain and empower our top sales talent?” The war for talent is over, and the talent won.". Jerry’s finance organization has implemented an internal process to manage discounts. Where Does the Time Go?

Hiring 282

Hiring SAP Study Retention 282

Mindtickle

AUGUST 29, 2019

Contact us for a limited-availability $400 discount code! Speaker: Christi Moot, Global Director of Sales Readiness, LinkedIn Marketing Solutions. We look forward to meeting you there! . To find out if the conference is right for you, please read the reasons to attend and register here. Date/Time: September 17, 7:45-8:30am PT.

Conference 64

Conference Face-to-face Incentives Incentive 64

Braveheart Sales

JANUARY 4, 2022

Institute a repeatable plan to hire sales talent based on science and data. Analyze profit by salesperson on a regular basis and work with those that discount or ask for discounts ( Price Objections Workbook ). Do not just rely on gut feelings. Require written call planning and debriefing on an ongoing basis.

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Workbooks Hiring Discount Sales Qualified Lead 40

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. EDGE Sales Process. Hiring Sales Talent. Don't Wait. EDGE Selling. Emotional Intelligence(EQ). Funnel management.

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Pipeline Hiring Top of Funnel Cold Calling 212

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. EDGE Sales Process.

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Pipeline Twitter Discount Hiring 243

Mindtickle

AUGUST 29, 2019

Contact us for a limited-availability $400 discount code! Speaker: Christi Moot, Global Director of Sales Readiness, LinkedIn Marketing Solutions. We look forward to meeting you there! . To find out if the conference is right for you, please read the reasons to attend and register here. Date/Time: September 17, 7:45-8:30am PT.

Conference 52

Conference Face-to-face Incentives Incentive 52

Mindtickle

AUGUST 29, 2019

Contact us for a limited-availability $400 discount code! Speaker: Christi Moot, Global Director of Sales Readiness, LinkedIn Marketing Solutions. We look forward to meeting you there! . To find out if the conference is right for you, please read the reasons to attend and register here. Date/Time: September 17, 7:45-8:30am PT.

Conference 40

Conference Face-to-face Incentives Incentive 40

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. EDGE Sales Process. Hiring Sales Talent.

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Pipeline Lead Rank Lead Scoring Top of Funnel 271

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. EDGE Sales Process. Hiring Sales Talent. They followed up in a week, and again a week later if they needed to. Don't Wait. EDGE Selling. Funnel management.

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Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

DECEMBER 10, 2012

Who will the journeymen turn off during their stint, how much money will they leave on the table or discount in deals they do get, and how many deals will they miss just because who they are. The journeymen will underperform, as will the territory, but a bigger cost is opportunity cost.

Hiring 254

Hiring Wireless Sports Territories 254

Anthony Cole Training

APRIL 19, 2011

Sales Representatives (3). Sales Reps (9). sales results (22). Sales Skills (27). Sales Strategies (28). Sales Strategy (29). sales success (11). sales success formula (11). sales talent acquisition (2). sales techniques (47). Sales Tips (34). sales tools (25).

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Hiring Ideal Customer Profile InsideView Webinar Metrics 181

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. EDGE Sales Process. Hiring Sales Talent. Haven’t a clue. Tibor Shanto.

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Pipeline Cancellation Sales Cycle Cold Calling 224

Smooth Sale

AUGUST 23, 2018

Today, CPSA continues to shape the future of sales with innovative, forward-thinking programs that advance the profession and support sales professionals at every stage in achieving their goals. PODCAST: Sales Talent and Recruitment: How to Use Sales Techniques to Sell Yourself in Interviews. Enjoyed the show?

Hiring 60

Hiring Scale Media Webinar Metrics 60

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. EDGE Sales Process. Hiring Sales Talent. The site, well check it out! In case that is not social enough for you, they offer 500 Facebook Fans a month for $96 per month.

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LinkedIn Pipeline Meeting Social Media 241

The Pipeline

DECEMBER 10, 2012

Who will the journeymen turn off during their stint, how much money will they leave on the table or discount in deals they do get, and how many deals will they miss just because who they are. The journeymen will underperform, as will the territory, but a bigger cost is opportunity cost.

Hiring 120

Hiring Wireless Sports Territories 120

The Digital Sales Institute

MAY 20, 2021

A first step in understanding empathy is to figure out what it means to you in sales or business terms. The rise of social media has eroded your grip on pricing, discounting, and financing, and has stripped you of your trained sales techniques or “tricks of the trade.” Sales talent is now a key differentiator.

Training 52

Training Proposal Social Media Sales 52

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. EDGE Sales Process. Hiring Sales Talent.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Lessonly

FEBRUARY 4, 2019

The event features three days jam-packed with compelling keynotes and meaningful breakouts across five different learning tracks: customer service, sales, talent/L&D, leadership, and culture—all with the goal of helping teams Do Better Work. Sign up and save on Yellowship. Sign up today.

Customer Service 35

Customer Service Conference Customer Education 35

Sales and Marketing Management

JUNE 3, 2019

This requires the ability to patiently listen, probe, clarify, and resolve customer concerns rather than ignoring or discounting potential issues. Removing objections – Those who excel in this skill know how to probe and resolve concerns that might prevent a purchase decision.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

Cincom Smart Selling

MAY 5, 2016

Frankly, prospective sales reps aren’t interested in long training cycles either. Being able to promise the new rep quicker access to the revenue- and income-generating aspects of their job is a real advantage when you are trying to attract the best sales talent available. Productive New Hires and Existing Sales Pros.

Hiring 67

Hiring Discount Scale Hotels 67

Customer Centric Selling

JANUARY 10, 2017

Listed below are the top five (5) complaints that I've been asked to help the senior sales executives I’ve spoken with address during their 2017 sales kick-offs: "We continue to lose more good opportunities to 'no decision' than to any single, named competitor.". "My I'm told we hire sales talent.

Hiring 40

Hiring Discount Sales Talent Channels 40

Chorus.ai

OCTOBER 20, 2020

A great sales team has to be built from people who can prove their passion, ambition, and drive, but a great sales team also has to feel that they’re getting paid according to their value. In addition to a salary, a profit-based plan offers a commission that is based on profit rather than on sales.

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Compensation Salary Commission Incentives 50

Sales Hacker

OCTOBER 7, 2021

Everyone wants mentors, and they’re extremely valuable, but don’t discount what you can learn from others at the same career stage as you are, both within your own company or elsewhere. What would you tell a woman just starting a career in sales? Actively seek out knowledge from diverse sales talent.

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Hiring Ideal Customer Profile Top of Funnel Lead Rank 130