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. Provide training that shows reps how to build value and negotiate.

Margin 40

Margin Compensation Hiring Lead Rank 40

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

DECEMBER 14, 2020

Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. There are four forever changes transforming sales training and enablement from here on out: Marketing is the sales development team. Sales training and enablement must become buyer enablement regardless of the channel and preferred buyer experience.

B2B 199

B2B Revenue Top of Funnel Margin 199

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

Customer Centric Selling

DECEMBER 10, 2012

Sales Training Article: Why Are Your Deals Bleeding Margin? By John Kenney, Sales Benchmark Index (SBI) This blog post is for those who sometimes find their sales teams negotiating against themselves, closing dirty deals to make quota, or finding their margin-rich transactions disintegrate at the end of quarter.

Margin 40

Margin Negotiation Proposal Face-to-face 40

MTD Sales Training

AUGUST 15, 2018

Objections occur when prospects or customers have not seen the overall value of the solution you are offering to them or their business. By this, I mean you need to uncover what is most important to the prospect in respect to the solution you are discussing. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Objections 154

Objections Face-to-face Margin Discount 154

Partners in Excellence

JUNE 17, 2022

My feeds are filled with articles, tips and advice about lots of things customers and prospects inflict on we poor sales people. ” The total absence of consideration of these prospects to our work and outreach, their lack of respect for our hard work is reprehensible! .” The list goes on. Related Posts: What Do We Stop?

Prospecting 52

Prospecting Ideal Customer Profile Margin Quota 52

MTD Sales Training

APRIL 4, 2018

If they’re a price-only buyer now, they will always be one, and that will only hurt long-term margins. The better customer base you acquire allows you to build further attractiveness to future prospects. MTD Sales Training. Believe it or not, some of the customers you may lose aren’t worth your time anyway. Happy Selling!

Margin 163

Margin Guarantee Proposal Call-back 163

MTD Sales Training

DECEMBER 13, 2018

In other words, it’s a natural part of the conversation process when dealing with prospects, so if you feel you’re not good at negotiating, or you don’t have the assertiveness to get a good position for yourself during a negotiation, then you are certainly missing out on carrying out better deals and working well with the prospect.

Negotiation 174

Negotiation Margin Positioning Insurance 174

MTD Sales Training

DECEMBER 5, 2018

This means that, depending on the occasion or the circumstances the prospect or customer is in, the value could be measured differently. Let’s take three examples of ‘value’ and how they could be interpreted by the prospect: Rational Value. But rationality also can depend on the specific needs of the prospect. Happy Selling!

How To 202

How To Margin Buyer Prospecting 202

Anthony Cole Training

OCTOBER 20, 2014

Today, I bring you THE ONE secret to getting your sales people to sell more, more quickly at higher margins. Here is the secret and I guess this turns out to be 2 secrets – 1 for you and 1 for your sales people: The Secret: Make sure that, when you are presenting your solution, you ONLY present your solution to prospects that are qualified.

Insurance 168

Insurance Insurance Margin Hiring 168

Anthony Cole Training

OCTOBER 20, 2014

Despite the obvious confusion of how many “secrets” there really are to any kind of success, today I bring you THE ONE secret to getting your sales people to sell more, more quickly at higher margins. That your prospect has committed in advance to spend money to fix the problem. I have come to this realization based on my last 4 sales.

Hiring 201

Hiring Insurance Insurance Margin 201

Hubspot Sales

FEBRUARY 12, 2024

Small businesses in this space make between $70k and $100k per year, with a 10%-28% profit margin. Train cleaning teams. Panels are easily damaged and often difficult to get to, so there is opportunity to train cleaning teams who want to enter the business. If you can send them clients or prospects, they’ll pay you.

Industry 76

Industry Chemicals ROI Lead Rank 76

Veelo

APRIL 17, 2018

Sales reps are under a lot of pressure to perform, but they don’t have a lot of margin for error. The post Sales Prospecting Is Supposed To Be Easy And More Old Myths appeared first on Sales Enablement Software | Veelo. The best things you can give them are a great foundation and goals worth achieving.

Prospecting 67

Prospecting Margin Sales Enablement Software 67

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.

Strategy 62

Strategy Face-to-face Margin Revenue 62

Hubspot Sales

MAY 24, 2023

As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands. We've all been there.

Negotiation 116

Negotiation Hiring Margin Buyer 116

Sales and Marketing Management

MAY 24, 2018

Author: Tim Riesterer Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on interest and availability. And then think about how well your training program can or can’t respond to them. In the old days, training was primarily an offline activity.

Territories 185

Territories Margin Training Pipeline 185

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. Continually develop and train on new strategies. Reps had trouble deciding which levers to focus on.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

PandaDoc

APRIL 26, 2023

As such, your prospective employees will judge whether your company can be a good fit. Gross margin commission Gross margin commission is paid on the margin from selling specific goods and services. The margin is $400, and a commission will be paid on that. Let’s dig in. How does the commission structure work?

Commission 52

Commission Salary Margin Scale 52

Alice Heiman

OCTOBER 11, 2022

Unless you’re doing something really wrong, the gross margin dollar yield in these transactions is in excess of the transaction cost, even when you include the cost of your direct sales force. . Margin Decreases as Deal Size Shrinks. This means that larger transactions with better margins are subsidizing the smaller ones.

Channels 69

Channels Strategy Margin Ideal Customer Profile 69

Sales and Marketing Management

SEPTEMBER 14, 2018

This is meant for educational and training purposes because of the clear examples and useful insights that can easily be understood by analyzing what they do. It must be an active strategy where the size is based on the amount of time, money, and resources that can be invested for marketing to prospects.

Small Business 260

Small Business Small Business Marketing Social Media 260

Sales Hacker

AUGUST 12, 2021

When the selling is good, it’s all about scaling, but when there’s less margin for error, it’s easier to pinpoint where your organization isn’t up to snuff and make improvements. It’s crucial to train reps to build out the buying team from the start of each deal to ensure that deals are multi-threaded. That’s exactly what we’ve done.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Bernadette McClelland

JANUARY 20, 2018

5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. If most salespeople struggle with selling value or holding margin when they are in a crucial conversation, then what value would building their ‘ problem-solving skills’ give them instead of ‘overcoming objection’ training?

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

MTD Sales Training

FEBRUARY 12, 2018

There are essentially two things you should reflect on after you’ve met with a prospective buyer…the how and the what. Things like increase in productivity to keep up with competitors, decrease in staff turnover to reduce costs or improvement in quality to enhance margins might be seen as ‘baseline’ benefits. MTD Sales Training.

Sales Meeting 277

Sales Meeting Meeting Decision Maker Buyer 277

Anthony Cole Training

JANUARY 17, 2013

It's not like the training and consulting industry doesn't have specialist at 'time management' to call on! Assuming you are a sales leader, director, executive or manager then the next priority should be prospecting. In our prospecting module we teach that the ONLY "A" priority is prospecting.

Influencer 160

Influencer Margin Government Follow-up 160

SBI

JUNE 21, 2018

He had a mandate to decrease costs to improve profitability by increasing margins. At the same time, he was seeing a jump in requests for demos as his qualified prospect pool was increasing. Seeing your demo resources stay stagnant or even shrink all while your sales teams and prospect pools are growing. What did he do?

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. You can avoid commoditization and grow your margins. Angry customers and prospects identify themselves as in the market. Reps can use event to get an appointment with prospects. Sales reps are trained to spread messages quickly.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Anthony Cole Training

JANUARY 17, 2013

Be on time for your meetings, for client appointments, for making prospecting calls and for achieving goals. It's not like the training and consulting industry doesn't have specialists at "time management" to call on! Assuming you are a sales leader, director, executive or manager then the next priority should be prospecting.

Margin 136

Margin Course Follow-up Meeting 136

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

Nutshell

SEPTEMBER 11, 2020

If you’re having a hard time understanding the product or service you’re selling, let your manager know you need more training. If your margins are tight and you can’t offer discounts, you can still have a loyalty program that rewards clients for coming back over and over again. Offer a loyalty program.

Prospecting 71

Prospecting Loyalty Social Media CRM 71

MTD Sales Training

NOVEMBER 4, 2011

Offering a discount to help motivate the prospect can often be a powerful inducement to close a few more sales. If the prospect feels that your price drop is nothing more than the stroke of a pen , it becomes worthless. You can essentially buy the referrals from the prospect, offering the price reduction in exchange for contacts. .

Closing 303

Closing Discount Referrals Margin 303

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. Efforts your firm has taken to mitigate these impacts. Then reinforce and remind often.

Margin 45

Margin Customer Objections Face-to-face 45

SBI Growth

NOVEMBER 12, 2013

Examples here are wide ranges in either revenue/deal or margin/deal. Benefit – Gives you the ability to prioritize your customer/prospect base. Success Metrics – higher win rates, higher average deal size/margin. Benefit – Gives your reps formal training before the new product hits the street.

Strategy 317

Strategy Hiring Margin Top of Funnel 317

Understanding the Sales Force

MARCH 6, 2013

A seventy-four percenter, your "C" player said that he presented but the prospect rambled, complained about some problem with an explosion and some diamonds and seemed very distracted. She identified a problem - Lucy was blown sky high and is up their with her diamonds and the prospect needs to address the problem.

Proposal 278

Proposal Margin Follow-up Data 278

Sales Evangelist

APRIL 20, 2020

How To Identify, Recruit, And Train A Diverse Sales Team That Sells Your company’s hiring process must have key steps and criteria for hiring a sales team that will consistently maximize profit. Are they trying to create a margin of time? Why does the customer buy that from you? Is it the product itself? Always keep learning.

Hiring 52

Hiring Ideal Customer Profile Training How To 52

Nutshell

SEPTEMBER 11, 2020

If you’re having a hard time understanding the product or service you’re selling, let your manager know you need more training. If your margins are tight and you can’t offer discounts, you can still have a loyalty program that rewards clients for coming back over and over again. Offer a loyalty program.

Prospecting 62

Prospecting Loyalty Social Media CRM 62