Gong.io

DECEMBER 14, 2022

It’s not hard to set sales objectives. Any sales leader can ask their team to increase sales by 50% or cut customer churn in half. . What’s difficult is setting achievable, effective sales goals that have a genuine impact on your company’s long-term strategy. . What different sales objectives look like .

Objections 62

Objections Ideal Customer Profile Churn Quota 62

Janek Performance Group

JANUARY 16, 2024

One common perk of a career in sales is the ability to earn more based on your own hard work and selling success. With salary, commission, bonuses, and other incentives, sales professionals often have options and feel in control of the compensation they receive, which can be great for motivation and fulfillment.

Compensation 118

Compensation Salary Commission Margin 118

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. Listen actively.

Objections 72

Objections Negotiation How To Discount 72

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. Some sales reps grumble while others tackle it wisely. Price objection is like a poison that can kill your sales. You just need to find it.

Objections 124

Objections Examples Face-to-face Case Study 124

Understanding the Sales Force

MARCH 25, 2024

While one of the sales lessons from this trip comes from baseball, the actual travel generated the other two sales lessons. You must pull out all the stops and sell your value without trying to win with low-margin, low-retention pricing.

Decision Maker 182

Decision Maker Hotels Cancellation Travel 182

The Pipeline

OCTOBER 13, 2014

Sales is very much a balancing exercise, somewhat like a scale, to keep balanced, you need to ensure that there is as much weight on one side as there is on the other. Part of the problem is a lack of definition around value, just because it is subjective, does not mean it cannot be defined, especially in the context of a sale.

Lead Rank 299

Lead Rank Lead Scoring Scale Margin 299

Janek Performance Group

MARCH 1, 2023

“I just closed a deal with a 60 percent gross margin!” ” a new sales hire proudly told me early in my sales management career. What’s the net margin? The salesperson looked confused and asked, “Net margin, what’s the difference?” The solution is a term and volume deal.

Margin 62

Margin Decision Maker ROI Hiring 62

The Pipeline

AUGUST 24, 2021

And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. Curiosity is not a sales skill; curiosity is a way of life. The more curious you are about their objectives and how they may achieve them, the more you can get the prospect to think. By Tibor Shanto. Curious About Life.

SME 391

SME Margin Video Quota 391

The Pipeline

JANUARY 26, 2021

The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Not just know, but plan for and manage like any other element of sales success. You can focus on improving other variables of the sale. We should all seek higher-margin, less resource consuming accounts that have other pluses.

Churn 310

Churn Quota Margin Exercises 310

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? Just to give you an idea.

Objections 52

Objections Hiring How To Face-to-face 52

RAIN Group

MARCH 15, 2017

With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking margins. At the same time, there are some sellers and sales organizations who are consistently winning sales against lower-priced competitors and growing their margins.

Margin 53

Margin Maximizer How To Industry 53

Hubspot Sales

NOVEMBER 13, 2017

How to Overcome Pricing Objections. 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. That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your price.

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. Some sales reps grumble while others tackle it wisely. Price objection is like a poison that can kill your sales. You just need to find it.

Objections 52

Objections Examples Face-to-face Case Study 52

The Pipeline

JUNE 18, 2020

Urgency is always a battle cry at sales meetings, one on one or the team. The easiest way to do that is to focus on accelerating an objective and the outcomes they bring. If they had planned an overhaul of their materialize management, one that would add capacity and margin. Explore objectives from the standpoint of ‘why’.

Discount 297

Discount Quota Face-to-face Margin 297

Steven Rosen

SEPTEMBER 19, 2023

Whether you’re a sales leader or a sales rep, Focused Activity Management can transform how you work and ultimately lead to better results. I will delve into this powerful technique, offering actionable steps to help you reclaim your time and boost your sales performance.

Cancellation 177

Cancellation Margin Distribution Consumer 177

The Pipeline

APRIL 14, 2014

What is there a margin for error, or a margin for slackness? Sales people are no different than others, if you don’t like the message, you shoot the messenger, and if the messenger is wearing Kevlar, try to undermine the numbers in question. Sales Execution Sales Process Tibor Shanto' He told me about thirty or so.

Margin 312

Margin Trade Show Follow-up Lead Management 312

The Pipeline

FEBRUARY 3, 2014

Price is a ‘big’ subject for all in sales, right from those developing product, to marketing, all in the sales organisation, and as important as any, the customer. I think one reason is the message many sales leaders send their teams, and their peers in the revenue generation process.

Incentives 244

Incentives Incentive Discount Margin 244

The Pipeline

JULY 28, 2014

The headline seems simple enough, I bet most a nodding with familiar approval, yet when you watch many sales people in action, you see them focusing much more on the How, not the Why. Sales Execution Sales Process Sales Success Tibor Shanto' By Tibor Shanto - tibor.shanto@sellbetter.ca . Grab the e-book) .

Decision Maker 310

Decision Maker Objections Margin Vendor 310

The Pipeline

NOVEMBER 10, 2014

If it doesn’t get used, it doesn’t matter what marginal advantages there may be. The best way to respond to this is to execute a full “Frontal Sales Blitz”. The disruption is perpetrated on the other sales people who like approach the team one at a time, and build consensus that way, I would argue the slow and wrong way.

Decision Maker 310

Decision Maker Margin Cold Calling Account 310

The Pipeline

APRIL 27, 2017

Monday, we looked and the need to establish a “Gap” , and gave an example that you can use to start the process with in your sales. You need to not only understand the objectives your market player may have and, should have. Even when they have stated objectives, they have pre-conceptions about how to achieve them.

Margin 230

Margin Objections Face-to-face Influencer 230

The Pipeline

APRIL 6, 2021

So, how does this apply to sales? It dominates and rules every conversation, casting a shadow over every sales conversation you have. If you want to be successful in B2B sales, you gotta stop selling like you’re in Stockholm. Most salespeople see their product as a security blanket, not as a potential deterrent to sales success.

SME 299

SME Lead Rank Lead Scoring Discount 299

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. When you go on a sales call, your relationship with money shouldn’t matter. Have a plan.

Margin 65

Margin Hiring How To Consumer 65

Sales and Marketing Management

AUGUST 5, 2020

We feel the same about sales negotiation advice. A lot of “experts” and those who believe themselves well-versed in negotiations take the liberty of sharing all kinds of recommendations for succeeding in sales negotiations. Here are five of the most common bad pieces of sales negotiation advice we hear: 1. But guess what?

Negotiation 218

Negotiation Maximizer Salary Face-to-face 218

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. When a sales rep is genuinely passionate about the product they are selling, it comes through in their presentation. download.

Margin 40

Margin Compensation Hiring Lead Rank 40

SBI Growth

AUGUST 1, 2013

This time of year, Sales Ops leaders are often faced with a pressing question. Today’s post is about a simple approach to improve efficiency with current sales resources. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." Reduce your cost of sales.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

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. 5 Business Insights That Take Sales Conversations to the Next Level 1. Business strategies aren’t one-size-fits-all — not every prospect has the same one. Increase profit?

Prospecting 101

Prospecting Consumer Margin Objections 101

Understanding the Sales Force

MAY 10, 2023

We are now seeing these events in sales organizations: Missed forecasts. Anyone who knows how a company’s economic engine works, knows that if you pay a salesperson $150,000 and they generate $1 million at a 40% margin, the company will get a return of $250,000 on their investment. High interest rates. Massive layoffs.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

The Sales Hunter

MARCH 12, 2013

The conversation always seems to be on how to lower a price to allow more sales to be made. Can a cheap price hurt your sales? Second, we’re changing our sales process, because we’re working on a lower gross margin. Second point is the one of changing your sales process because of lower gross margins.

Margin 221

Margin B2C Ideal Customer Profile Segment 221

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

PandaDoc

APRIL 26, 2023

A sales process is crucial to any commercial organization looking to secure revenue and grow. However, since sales activities have been notoriously hard to measure in terms of performance, many business owners have adopted various commission structures to keep their sales reps motivated. Let’s dig in.

Commission 52

Commission Salary Margin Scale 52

MTD Sales Training

FEBRUARY 12, 2018

He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. In other words, how did the dynamics of the sales conversation go? How did I deal with any objections that came up? MTD Sales Training. What does that mean? What will happen next? Happy Selling!

Sales Meeting 277

Sales Meeting Meeting Decision Maker Buyer 277

Hubspot Sales

MARCH 15, 2021

That offers a new dimension of sophistication to your pricing strategy — allowing you to make the most out of your sales efforts. Not Budging on Profit Margins Across Multiple Products. One mistake companies that sell multiple products often make is insisting on a uniform profit margin for all of their offerings.

Margin 110

Margin Remedy Lead Rank Lead Scoring 110

SBI Growth

NOVEMBER 24, 2012

The purpose of every incentive compensation plan is to influence the actions of sales reps. Sales incentives can be like square pegs. Incentive compensation is intended to reward specific behaviors of the sales force. If asked, the customer would not pay for any of these activities: Margin Incentive. This destroys trust.

Incentives 267

Incentives Incentive Customer Compensation 267

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. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. I believe the difference is huge!

Margin 249

Margin Motivation Objections Competition 249

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. In worst-case scenarios, you can lose the sale completely if the buyer’s concerns reach a level that you can’t overcome. An outreach email sets the tone for your entire sales process.

Closing 120

Closing Proposal Negotiation Discount 120

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. The November 2013 issue featured an article titled Dismantling the Sales Machine. So they say. Here are some of the many problems with their premise. Let me give you an example.

Sales Process 249

Sales Process Margin Survey Forecasting 249

Hubspot Sales

MAY 5, 2023

Sales is a tough job under normal circumstances, but throw in a recession and things get even more complicated. This means retiring the old playbook and getting creative with your sales strategies. As a result, sales cycles tend to get longer. Expect more touchpoints in the sales process. Focus on what you can control.

Consumer 100

Consumer Trends Strategy Data 100