Hubspot Sales

OCTOBER 9, 2023

Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. Business strategies aren’t one-size-fits-all — not every prospect has the same one. Is your prospect's goal to increase revenue? Increase profit?

Prospecting 101

Prospecting Consumer Margin Objections 101

Hubspot Sales

MAY 1, 2019

A team without sales objectives is like a ship without a sail. Set your sales team up for success by developing sales objectives. So, what are sales objectives? What are sales objectives? Sales objectives are used by management to supplement the vision and goals they have set for the company and sales department.

Objections 107

Objections Examples Churn Margin 107

The Pipeline

AUGUST 24, 2021

This makes it interesting for them as they figure out how to close the deal, but what about the prospect? Don’t be surprised if prospects find it becomes dreary after the third time they’ve endured those questions. Discovery is an opportunity for prospects to discover things about them, not you discovering what pain you can solve.

SME 391

SME Margin Video Quota 391

Gong.io

DECEMBER 30, 2022

A good place to start is to set the right sales objectives. In this article, we’ll explain what sales objectives are and why they’re critical to business growth. We’ll also look at examples of sales objectives that you can set for your sales team. What is a sales objective? How to set sales objectives. Measurable.

Objections 62

Objections Examples Ideal Customer Profile Sales Management 62

The Pipeline

JUNE 18, 2020

The problem that needs to be fixed in their inability to prospect and bring enough viable opportunities to play. Rather than focusing on adding some real prospects, they turn to urgency. They should improve prospecting, not sprint times. Explore objectives from the standpoint of ‘why’. Urgency Is Relative.

Discount 297

Discount Quota Face-to-face Margin 297

Salesmate

MAY 22, 2020

You’ll hardly meet a sales rep who has never faced the “price objection”. Almost all sales professionals have faced this objection in their sales career. It’s all about how you persuade your potential prospects. Price objection is like a poison that can kill your sales. Examples to handle the price objection in sales?

Objections 124

Objections Examples Face-to-face Case Study 124

The Brooks Group

FEBRUARY 21, 2020

Sales negotiation is a critical skill for any high-performing team, and a major aspect of sales negotiation is overcoming sales objections. When your salespeople are effective at overcoming sales objections, they enjoy several benefits that also benefit your organization: Higher win rates. Better profit margins. Listen actively.

Objections 72

Objections Negotiation How To Discount 72

The Pipeline

JANUARY 26, 2021

As we have explored in a different context, the answer is not always more prospects. This will allow you to generate more revenue without necessarily having to add volumes of prospects. Actively trading out lower margin or otherwise weaker quality revenue accounts with better attributes is part of the job. Play To You Strength.

Churn 310

Churn Quota Margin Exercises 310

The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection. Their product obstructed their view of the objective the buyer was trying to achieve.

SME 299

SME Lead Rank Lead Scoring Discount 299

Janek Performance Group

JANUARY 16, 2024

If a sales rep’s entire compensation is directly tied to their individual effort, they could compete against each other for prospects or territories. Also, this plan must be tied to company objectives and not prompt behavior that benefits only the sales rep, not the company. It takes into account the expenses it took to close a deal.

Compensation 118

Compensation Salary Commission Margin 118

Janek Performance Group

MARCH 1, 2023

“I just closed a deal with a 60 percent gross margin!” What’s the net margin? The salesperson looked confused and asked, “Net margin, what’s the difference?” But the net margin is what you take home after taxes.” I’m curious what your net margins are on an average deal?” “On

Margin 62

Margin Decision Maker ROI Hiring 62

Hubspot Sales

JUNE 6, 2022

Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. If you decide to leverage LinkedIn to guide or support your prospect research efforts, there are some key steps you should follow.

Research 127

Research Prospecting Face-to-face Twitter 127

The Pipeline

APRIL 27, 2017

You need to not only understand the objectives your market player may have and, should have. The reality of “satisfied” prospects, is that they are by definition inert, not looking to move. Even when they have stated objectives, they have pre-conceptions about how to achieve them.

Margin 230

Margin Objections Face-to-face Influencer 230

LeadFuze

DECEMBER 31, 2021

What is a Sales Objection? When we think about objections, the first word that comes to mind is no. An objection can be expressed in a number of ways but it all boils down to when you’re not able to satisfy what they want. Need Help Automating Your Sales Prospecting Process? Here are the top sales objections.

Objections 52

Objections Hiring How To Face-to-face 52

Hubspot Sales

NOVEMBER 13, 2017

How to Overcome Pricing Objections. Wait for the prospect to finish speaking. Summarize their objection in 2-3 sentences. Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount. Step Two: Explore the pricing objection.

Objections 111

Objections Discount Call-back Follow-up 111

Salesmate

MAY 22, 2020

You’ll hardly meet a sales rep who has never faced the “price objection.”. Almost all sales professionals have faced this objection in their sales career. It’s all about how you persuade your potential prospects. Price objection is like a poison that can kill your sales. Examples to handle the price objection in sales?

Objections 52

Objections Examples Face-to-face Case Study 52

Hubspot Sales

JULY 24, 2018

But you’ll only reap these benefits by discounting strategically -- not whenever your prospect asks for one. Promising your prospect a discount before the actual negotiation can have three negative consequences: The buyer subconsciously attributes less value to you and your product. There are some objections that can't be overcome.

Discount 111

Discount Prospecting Negotiation Margin 111

Sales Evangelist

JUNE 21, 2019

We’ve all encountered price wars against the lowest bidder, but today we’re going to talk about how you can stand your ground, protect your margins, and earn the price that you’re worth and how that will help you grow your business. Focus instead on the prospect and figure out her relationship with money. Have a plan.

Margin 65

Margin Hiring How To Consumer 65

The Pipeline

AUGUST 3, 2015

And while some may be shaking their head in disbelief, done right it contributes to prospecting success, but as usual, its down to what and how – the execution. Many believe that success is the prospect calling you back and asking “where do I buy?” First thing is defining success. Which is why we have no room for fat.

Prospecting 120

Prospecting Margin Call-back Lead Rank 120

The Pipeline

SEPTEMBER 21, 2017

Picture an weighty, rectangular object, placed in the middle square of nine squares; your task is to move the object to another square on the grid, a square other than the one you found it in. To move these prospects, you’re going to have to “pull”. These prospects have “to be led to”, and you have to do the leading.

SME 240

SME Objections Margin Follow-up 240

Zoominfo

MARCH 15, 2018

This month’s round-up features topics like content marketing, managing prospect expectations, lead generation, and more. A typical content marketing strategy involves the creation and distribution of content with the sole purpose of attracting prospects to convert into paying customers. Let’s get into it! Continue Reading.

Account Based Marketing 113

Account Based Marketing B2B Prospecting Lead Generation 113

Hubspot Sales

AUGUST 14, 2023

So when they're presenting to a prospect, they hastily speed through the support slide in their presentation deck. Prospects can pick up on lapses in confidence like that, and those moments — those quick gaps in assurance, authority, and assertiveness — allow value leaks to come to the surface. Remain composed when you get here.

Closing 120

Closing Proposal Negotiation Discount 120

The Brooks Group

JUNE 1, 2015

In order to maintain a healthy profit margin, you must reinforce the importance of value within your sales culture. Keep in mind these 6 tips for protecting profit margin: 1. Build a sales compensation plan that focuses on gross margin, not volume. Only hire salespeople who truly believe in the value of your product.

Margin 40

Margin Compensation Hiring Lead Rank 40

Sales and Marketing Management

JUNE 22, 2020

It provides guardrails, guidance, and insights that lead to better decision-making and, in the case of pricing, preserving margins,” states Louis Columbus, who writes about technology and social innovations impacting businesses. Let them go to competitors who are willing to sacrifice margin.”. After speaking with almost a dozen U.S.-based

Margin 194

Margin Discount Incentives Incentive 194

The Brooks Group

OCTOBER 4, 2016

The dreaded reply that can trip up even the most seasoned salesperson and cause them to lose the sale—or worse yet—sacrifice margin. Sales always has been and always will be a function of margin. That’s why it’s so crucial for your salespeople to be able to handle price objections effectively and sell on value every time.

Objections 49

Objections Margin Discount Negotiation 49

The Pipeline

JULY 28, 2014

This is especially fatal early in the process, when they start they prospecting, be that a call, an e-mail, or a social outlet, leading with the How, then wondering why they are not having the traction they seek. Engage with them based on these, and the How will follow. What’s in Your Pipeline? Grab the e-book) . Tibor Shanto .

Decision Maker 310

Decision Maker Objections Margin Vendor 310

The Pipeline

OCTOBER 9, 2017

Building a base of knowledge and understanding with a given prospect, their objectives, hurdles, etc., Many of the “rushed over” deals, could in fact have been better, not just in immediate revenue and quota retirement, but upsells, referrals, and most importantly, margins and price integrity. In essence, quantity over quality.

Scale 265

Scale Quota Margin Referrals 265

Hubspot Sales

MAY 5, 2023

It's also common for consumers to have less confidence in their decisions, so expect to face more objections in the process. 33% of sales reps say they average 2-4 interactions with prospects in the sales process. If you're feeling the pressure of a downturned economy, your prospects are too. Change up your pitch.

Consumer 100

Consumer Trends Strategy Data 100

Bernadette McClelland

JANUARY 20, 2018

Make your key objective to help the customer, not to close a sale. 5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. 6. Know your competition. Solve their problems. Know your company story. Build rapport. Understand the buyers needs and KPIs. Networking. Storytelling.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

The Pipeline

MAY 21, 2015

The reason why many sellers have up and down performance, is that rather than their evolving their execution to meet changing times and objectives of buyers, their approach “occasionally” intersects rather than aligns with the buyer. You need to become an expert on translating that to your buyer’s objectives.

SME 120

SME Objections Margin Buyer 120

The Sales Hunter

FEBRUARY 26, 2013

And it can be the difference between selling at a low margin short-term and selling at a high-margin long-term. The objective is for you to be seen as being different from other salespeople. Too many salespeople are what I refer to as tactical salespeople. Opportunity, however, lies in being a strategic salesperson.

Margin 249

Margin Motivation Objections Competition 249

SBI Growth

OCTOBER 21, 2013

If they went after new business, it would surely be at lower margins. High margin deals only come after a relationship has been built. A majority of reps focused on margin, and gave up prospecting for new accounts. Consider the metrics that will drive your top 3 sales objectives for the year. Talent Management.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

MJ Hoffman

MAY 24, 2017

Prospects are only human, and no one likes to pay more when they could pay less. If your product is only marginally better than your competitor’s but costs significantly more, you’re going to lose deals. Salespeople who don’t work for the low-cost provider in their arena often struggle with losing deals based on price.

Objections 49

Objections Margin Prospecting Negotiation 49

Mereo

FEBRUARY 23, 2022

Whether you believe these inflationary trends are transitory or longer lasting, as a business selling goods and services to other businesses you are likely to be raising prices to recover rising wage and supply costs and to try to maintain your margins. POSITION AND ENABLE YOUR SALES TEAM TO HANDLE THE EXPECTED OBJECTIONS RAISED.

Margin 45

Margin Customer Objections Face-to-face 45

The Sales Hunter

MARCH 12, 2013

Second, we’re changing our sales process, because we’re working on a lower gross margin. If this is the segment you are attracting, then not only are you selling at a lower gross margin, but you’re also increasing your cost of servicing customers at the same time. Let’s look at both of these.

Margin 221

Margin B2C Ideal Customer Profile Segment 221

The Pipeline

SEPTEMBER 10, 2012

Which leads to improved margins (don’t forget sometimes improved margins may be a direct objective for the director you are dealing with, which leads to a direct financial bonus for the buyer). And the buying organization has set a margin target for end of next quarter. Which in turn means lower cost of production.

Margin 255

Margin Pipeline Benefit Buyer 255

Hubspot Sales

MARCH 15, 2021

If your entire draw is rooted less in a strong value proposition and more in showing how much money prospects can save, you might come off as sleazy or substandard. Lower prices can often be conflated with lower quality, so if that's all your prospects are hearing about, your product or service might seem higher risk or unreliable.

Margin 110

Margin Remedy Lead Rank Lead Scoring 110