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

The Pipeline

JUNE 18, 2020

The real problem is the lack of time, but a lack of viable opportunities and deals. If your pipeline was running over the brim with opportunities, you could care less how long it takes to close. The few opportunities in most pipelines have plenty of room to properly social distance. Urgency Is Relative.

Discount 297

Discount Quota Face-to-face Margin 297

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. The base salary can act as a buffer, allowing salespeople to weather uncertainties while still having the motivation to pursue commission-based opportunities.

Compensation 118

Compensation Salary Commission Margin 118

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

Sales and Marketing Management

DECEMBER 14, 2020

Prior to COVID-19, reps could often pop in and see a prospect or existing customer without an appointment. existing or prospective. Smartphones, tablets, social media and other tech tools provide a way for constant communication, but they also provide a way for customers and prospects to hide. No margin for error.

Margin 156

Margin Social Media Conversion Prospecting 156

Zoominfo

OCTOBER 19, 2023

Without a modern go-to-market strategy that can turn signals into action, the flood of data can mean greater administrative overhead, higher margins of error, and even lost revenue. But when you stack GTM plays on top of GTM plays, you create lots of really interesting opportunities for your business.”

Data 130

Data Hiring Intent Data Scale 130

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 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

MTD Sales Training

FEBRUARY 11, 2019

One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Now, what if your prospect that you’re dealing with wants a bigger discount ? What if you’ve already offered a discount and the prospect says ‘you’ve got to increase that discount?’.

Discount 199

Discount Margin How To Prospecting 199

The Pipeline

AUGUST 6, 2019

And that’s what they’ll do, go out and find people with that pain, and ignore all other opportunities that aren’t painted “pain.” Most call this process qualification, a number of perfunctory questions to establish the level of quality of the opportunities inherent in a given account. Better to learn how to turn pains into priorities.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Margin 242

Pipeliner

FEBRUARY 20, 2018

Opportunity cost is the investment your company must make to achieve a sale, and it has a bearing on every company activity associated with a sales cycle. Alice and the Opportunity Cost. While the average deal size was $10,000, the average opportunity cost was $16,500! Why should the sales force be so aware of opportunity cost?

Opportunity 53

Opportunity Margin Travel Sales Cycle 53

SugarCRM

FEBRUARY 15, 2024

According to PwC’s latest report, 52% of manufacturers see the most significant opportunity for them in 2024 lies in broadening their portfolio. As manufacturers explore prospects in fresh markets, it becomes essential for them to actively adjust to the evolving landscape of UK trading rules and regulations post-Brexit.

Opportunity 26

Opportunity SugarCRM Face-to-face Infusion 26

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. Doing a much better job selling the manager on the discount than selling the value to the prospect.

SME 299

SME Lead Rank Lead Scoring Discount 299

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

Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. Meanwhile, positive outcomes associated with the organic processing system like increased market share, revenues and profit margin were rendered in blue.

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

The Pipeline

OCTOBER 9, 2017

Building a base of knowledge and understanding with a given prospect, their objectives, hurdles, etc., I recently sat in on an opportunity review, for what I would describe as a bit of a complex sale, but not rocket propulsion stuff. There were also critical questions he could not answer about multiple opportunities.

Scale 265

Scale Quota Margin Referrals 265

Sales and Marketing Management

SEPTEMBER 28, 2020

Author: Dan Freeman The economic fallout caused by the COVID-19 crisis continues to present opportunities for leaders to show their resolve. There are many challenges ahead, but there is an opportunity to emerge from the crisis stronger than before. Assertive businesses have taken the lead and have handled the crisis with resilience.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

The Pipeline

JANUARY 23, 2013

In the process the can also open up shelf and storage space, again to make way for newer more salable goods; not so much out with the old in with the new, more like out with lower potential goods and in with better margin and turnover potential. Prospects are similar, in as much that some will close, many more don’t.

B2B 244

B2B Margin Retail Pipeline 244

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. You lose some of your bargaining power. Negotiation.

Discount 111

Discount Prospecting Negotiation Margin 111

Allego

FEBRUARY 21, 2024

Cost and Delay Concerns: New tariffs and customs checks have introduced delays and increased costs, directly impacting sales cycles and squeezing margins, making seller effectiveness even more crucial. Adopting a comprehensive modern revenue enablement solution is a huge leap toward solving the challenges outlined above.

Strategy 62

Strategy Face-to-face Margin Revenue 62

Partners in Excellence

AUGUST 22, 2023

Since generating more pipeline is so critical to selling success, the constant emphasis on prospecting, lead gen, and demand gen is critical. Expanding prospecting outreach to more people, increasing the frequency with which we contact those people, are basic pipeline building principles. What about all the prospecting and demand gen?”

Lead Gen 95

Lead Gen Pipeline Scale Hiring 95

Sales and Marketing Management

JUNE 22, 2020

In a blog post about pricing in the pandemic for marketing research firm Forrester SiriusDecisions, Lisa Singer says companies trying to rebound from the disruption of the COVID-19 pandemic must look for opportunities to offer low-cost or free offerings. Let them go to competitors who are willing to sacrifice margin.”. 4 smart steps.

Margin 194

Margin Discount Incentives Incentive 194

The Pipeline

APRIL 27, 2017

The reality of “satisfied” prospects, is that they are by definition inert, not looking to move. Most sellers take in the prospect’s objectives at face value, and jump to trying to influence how the prospect might achieve those objectives. How you ask, by focusing on the impacts you can deliver to their business.

Margin 230

Margin Objections Face-to-face Influencer 230

LeadFuze

NOVEMBER 30, 2021

We send out a proposal, and the prospect never responds back. Need Help Automating Your Sales Prospecting Process? Why your prospect hates your sales proposal process. If you lose an opportunity because your proposal was over the page limit and it had to do with verbose SMEs responses then that’s really unfortunate.

Proposal 52

Proposal Prospecting Hiring Vendor 52

Sales Hacker

OCTOBER 7, 2020

With the prospect of a healthy bonus, your team will be better motivated to sell. Margin compression is a huge obstacle to overcome in a down economy. Consider switching up your compensation plan if you have a product with tightening margins or if margins need to be defended. This Is a Time of Opportunity.

Hiring 103

Hiring Salary Margin Compensation 103

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

Jonathan Farrington

AUGUST 25, 2014

Most of all he resented my privileged upbringing and my public school education – he called me “ Silver Spoon ” and he attempted to embarrass and belittle me at every possible opportunity, which only served to drive me on to succeed. Salespeople who think big, get big results, and never let your prospect lower your sights.

Margin 43

Margin Negotiation Conference Education 43

Zoominfo

MAY 12, 2020

However, these positive traits also make it more difficult to actively recruit them to your opportunities. Candidates who are content with their current job and are not looking for new opportunities. Candidates who are content with their current job but are open to hearing about new opportunities. Talk about opportunities.

Hiring 278

Hiring How To Networking Salary 278

The Sales Hunter

FEBRUARY 26, 2013

Opportunity, however, lies in being a strategic salesperson. And it can be the difference between selling at a low margin short-term and selling at a high-margin long-term. Too many salespeople are what I refer to as tactical salespeople. I believe the difference is huge!

Margin 249

Margin Motivation Objections Competition 249

The Pipeline

SEPTEMBER 21, 2017

Now let’s apply that to a prospect, the square they are in represents their current state, and the square they end up in, represents their state, where they are, after a purchase decision. 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

Jeffrey Gitomer

JANUARY 14, 2019

Entrepreneurial ventures are starting in record numbers, competition is stiffer than ever, customers are demanding more, profit margins are thinning. All of these trends create leadership opportunities. It is the mark of a leader to welcome change and take advantage of the opportunity it presents. Good advice. Just listen.

Lead Rank 218

Lead Rank Lead Scoring Margin Intent 218

Hubspot Sales

MAY 1, 2019

Profit margins. Reduce cycle time by automating email prospecting. Spend one hour each day prospecting to find good-fit leads. Limit the number of discounts given to prospects. Sales objective type: Profit margins. For instance, salespeople can minimize the number of discounts offered to prospects each month.

Objections 107

Objections Examples Churn Margin 107

Sales Hacker

APRIL 1, 2020

I hate to break it to you, but prospects in your target accounts have the same reaction to your sales messages. In this article, we’ll explore how this reaction impacts your bottom-line results, and then I’ll dive into an alternative that you may not have considered — direct mail prospecting and gifting. And you’re not alone.

Direct Mail 77

Direct Mail Prospecting Face-to-face Channels 77

Pipeliner

AUGUST 13, 2020

As our clients and prospects face daunting challenges, our business opportunities have been few and far between. But as some vertical markets and geographies have begun to rebound, pent-up demand and unaddressed pains have generated new opportunities. And the opportunity cost dragon enjoys the feast. Winning at all costs.

Margin 98

Margin Ideal Customer Profile Enterprise Enterprise 98

Partners in Excellence

JULY 14, 2023

If I start chasing marginal deals or those driven by wishful thinking, I’m not spending my time on “my deals,” those that should be wired for me to win. Customers in your ICP, and within that, customers/prospects that have a high sense of urgency to change. Perhaps I’m lazy. Hack 1: Let your laziness guide you.

Ideal Customer Profile 78

Ideal Customer Profile Pipeline Margin Construction 78

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

Partners in Excellence

FEBRUARY 17, 2021

Today, responding to a prospecting call earns a discount. Look at the percent of opportunities, won or lost, that you discounted. Consider what the lack of confidence your sales people have in selling at full price means not only to your revenue/margins, but what it means in terms of your ability to win through creating superior value.

Discount 160

Discount Margin Proposal Competition 160