The Cause of Bleeding Margins

Customer Centric Selling

Sales Training Article: Why Are Your Deals Bleeding Margin? Why Stan Lost His Deal Margin Stan and his sales team followed their buyer-centric selling process. It isn’t perfect, but it can preserve the most precious part of the deal – the profit margin.

Are Our Word Choices preventing Us from Telling Our Story?

Babette Ten Haken

As a result, we marginalize the people listening to our stories from truly enjoying the stories we tell. My Introduction to Storytelling Workshop starts with word choices as your foundation. Do our word choices for telling stories engage, delight and convert colleagues and clients?

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The Pipeline ? Win The Sale Without Compromising on Price

The Pipeline

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. Workshops. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers.

Sales Tips: Accelerating Close Dates

Customer Centric Selling

For Donald or sellers without ample pipelines, there are razor thin margins for error. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: Accelerating Close Dates.

Selling at 'C' Level

Anthony Cole Training

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Most sales gurus, including Dave Kurlan, will tell you that selling at "C" level is the MOST productive way to sell more business, more quickly at higher margins.

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Why is Authenticity So Rare Today?

John Barrows

At Salesloft’s Rainmaker conference this year I delivered a workshop, a keynote, and I participated in a panel. Look to make a measurable difference, not a marginal one. The next Keep Dialing Workshop is April 12th in Indianapolis.

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Why Professional Communication is impeded by Your Biases

Babette Ten Haken

My keynotes and workshops take a deep dive into just why your (and their) biases and baggage impede the quality and outcomes of your professional communication. All of us have professional communication habits.

SME 78

Cupcake Storytelling Strategy is not a Client Snack, Part 2

Babette Ten Haken

Throughout my storytelling workshops , I collaborate with industries experiencing unproductive and unprofitable communication disconnects in response to technology change. At one point during a recent workshop, a PR professional exclaimed: “Well, that’s not the way I learned to tell stories!

Why Your Professional Speak creates Biased Listeners

Babette Ten Haken

They feel marginalized or completely excluded from the conversation. Do you depend on professional speak to make you appear credible to listeners? You know, discipline-specific terminology or buzz words which often comprise over 50% of professional conversations.

SME 96

The Science of Basic Selling Skills

Bernadette McClelland

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. And the basics of selling are….?

Improve Sales Forecasting to Improve Sales Performance?

Anthony Cole Training

Pipeline management, although generally disguised as a financial tool to predict future revenue, is supposed to accomplish one major objective: Help sales professionals sell more business, more quickly and higher margins. Workshop

What Type of Professional Legacy are You creating?

Babette Ten Haken

I survey the STEM professionals and left brain thinkers I speak to and conduct workshops for. Yet, the same two-thirds of these workshop attendees tell me that the people sitting around the table do not know who they are and what they do.

SME 98

Why Our Professional Spiel falls short on Credibility and Buy In

Babette Ten Haken

Because instead of an invitation for everyone seated around the table to communicate and collaborate, the clear message we deliver is one of marginalization. Engage me to deliver one of my speaking programs or workshops for a refreshing change from the same-old stuff.

SME 99

Why Your Soft Skills Scorecard impedes Your Professional Success

Babette Ten Haken

Due to professional behavior and communication patterns which marginalize, rather than include. Engage me to deliver one of my speaking programs or workshops for a refreshing change from the same-old stuff.

Communication Disconnects negatively impact Customer Retention

Babette Ten Haken

When communication disconnects are perpetuated, colleagues feel marginalized from the conversation. Engage me to deliver one of my speaking programs and workshops for a refreshing change from the same-old stuff.

A Potent Human Capital Strategy needs a Potent Client Retention Strategy

Babette Ten Haken

Yet far too many business models and hiring practices continue to segment and marginalize internal stakeholders into revenue generators or order-takers. A potent client retention strategy is driven by an equally potent human capital strategy.

3 Reasons Storytelling Skepticism creates Decision Making Mistrust

Babette Ten Haken

Except, these stories can marginalize organizations and associations who typically do not experience these dramatic scenarios. Engage me to deliver one of my speaking programs or workshops for a refreshing change from the same-old stuff.

How will You wield the word NO this week?

Babette Ten Haken

Over time, naysayers are marginalized and they eagerly return the favor. Engage me to deliver one of my speaking programs or workshops for a refreshing change from the same-old stuff. The word NO is a powerful word. With mostly negative connotations.

3 Reasons Why Strategic Stakeholders keep Tuning You Out

Babette Ten Haken

Alternatively, is the professional terminology you use to tell your story excluding, marginalizing, or even intimidating, stakeholders? Engage me to present one of my Storytelling for STEM Professionals and Left Brain Thinkers speaking programs, workshops or moderated facilitation services.

SME 75

Can a Multigenerational Workforce be a Collaboration Sandbox?

Babette Ten Haken

Looking for a dynamic speaker for a keynote or workshop focused on overcoming professional intimidation and Us versus Them workplace mindset? Engage me to speak or conduct an interactive workshop at your next corporate or association event.

SME 75

6 Reasons Marketing And Sales Should Work Together

Women Sales Pros

When marketing and sales work together your margins expand and your bottom line gets fat. Strategies To Drive Sales It’s an age old problem, the friction between marketing and sales.

How Professional Bias undercuts Productivity and Profitability

Babette Ten Haken

I have a great Workshop and Speaking Program called Overcoming Professional Intimidation and Us versus Them Mindset. Why should knowledge workers continue to marginalize – or exclude – manual workers from decisions impacting everyone involved?

SME 68

When Professional Elitism becomes a divisive Workplace Force

Babette Ten Haken

Or, business colleagues marginalize or completely avoid STEM colleagues during meetings, primarily because STEM colleagues intimidate the heck out of them. Engage me to speak or conduct an interactive workshop at your next corporate or association event.

SME 81

Sales Tips: Asking vs. Telling

Customer Centric Selling

Before starting a workshop in the Czech Republic a few years ago, the CEO made me aware that there were no salespeople under communist rule. In B2B selling this would be a business outcome with inherent value to the buyer (higher revenue, lower costs, higher margins, etc.).

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4 Ways We become Professionally Predictable to Customers

Babette Ten Haken

When Yesterday’s business development and customer success strategies continue to marginalize us, we become professionally predictable. Engage me to speak or conduct an interactive workshop at your next corporate or association event.

From Offline to Online to Inline Learning

Sales and Marketing Management

Threat to a dominant product or service – What if a competitor launches a broadside on one of your highest-share, highest-margin product lines, and you need to defend, retain and protect your position? Whether it was a training workshop, a product launch or a messaging rollout, the activity was event-based, non-virtual and done in isolation.

Setting Your Strategic Direction

Sales and Marketing Management

Research out of Harvard Business School over a 10-year period showed that companies with clearly defined and well-articulated strategies outperformed their counterparts, on average, by 304 percent in profit margin, 332 percent in total sales and 833 percent in total return to shareholders. In the strategy workshops I facilitate, an exercise that generates great interest is when the group discusses what they should stop doing. Author: Rich Horwath Think back to your childhood.

Sales Tips: Avoid These Six Most Expensive Words in Business

Customer Centric Selling

When we conduct sales training workshops , our goal is equal parts skills transfer and equal parts behavior modification. The prospect sets the bar far lower than what they are willing to pay and then the salesperson has to fight tooth and nail for every point of margin in between. Register for a sales training workshop or read more sales training articles for helpful sales tips and techniques from CustomerCentric Selling® - The Sales Training Company.

Sales Tips: Dangers of Selling Technology to IT

Customer Centric Selling

One caution: Increased revenue must be multiplied by gross margins to convert them to bottom line benefits. Sign-up NOW for the next open workshop coming May 5-8 in Boston. Sales Tips: Dangers of Selling Technology to IT.

Grab The Right End of the Problem For Effective Sales Management

Anthony Cole Training

You generally end up hiring some marginal people – people that need coaching, feedback, mentoring and performance management. Workshop on “Why Aren’t My Sales People Selling?”. My dad used to tell me, “Anthony, sometimes you have to pick up the dirty end of the stick.”

Sales Tips: Does Buying Activity Always Mean Revenue?

Customer Centric Selling

It concluded that companies achieved these gains through higher margins and “… not because the economy is booming and they are selling more stuff, but because they have cut costs, kept salaries low and not invested in new factories or research and development.”

Why Aren’t Your Sales People Selling as Expected? (Part 3)

Anthony Cole Training

What would it take to get their sales people (all of them) to perform at a higher level (sell more, or sell more more quickly, or sell at higher margins? Additional Resources: Schedule an onsite - In Search of Freedom Workshop – contact jeni@anthonycoletraining.com.

How To Recession Proof Your Business

Women Sales Pros

In tough economies, resources are scarce and margins are tight, meaning you have no money or time to waste. Yes it’s coming, whether you like or not, at some point this economy is going to shift.

Sales Tech Game Changers: How to Exceed Revenue and Profit Projections

Smart Selling Tools

This includes agile project methodology and workshop-based iterations that let us converge quickly on workable, business-relevant models. Here’s a sample of key business outcomes that I pulled directly from our customer case studies: Grew profit margin by 10.1%.

Sales Tips: How to Handle "Give Me Your Best and Final" Pricing

Customer Centric Selling

If a number is quoted, sellers cede control as well as margins. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: How to Handle "Give Me Your Best and Final" Pricing.

Sales Tips: Suggested New Years Resolutions

Customer Centric Selling

I hope you agree that changes in buying behavior have outpaced changes in selling approaches by a wide margin over the last 15 years or so. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: Suggested New Years Resolutions.

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Sales Tips: The Benefits to Having an "Enterprise" View

Customer Centric Selling

The CFO could improve margins by virtue of reducing costs and revenue shortfalls caused by outages. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: The Potential Benefits to an "Enterprise" View.

Sales Training Tip with Steps to Avoid Death by RFP

Customer Centric Selling

Winning more deals at higher margins requires getting in early. Take a look at the sales training workshops available to you and improve sales performance. Sales Training Article: 3 Steps to Avoid Death by RFP.

From Offline to Online to Inline Learning

Corporate Visions

Threat to a dominant product or service – What if a competitor launches a broadside on one of your highest share, highest margin product lines and you need to defend, retain and protect your position?

Sales Tips: Enterprise-wide View is the Key to Relevance

Customer Centric Selling

The CFO may see escalating expenses for scraps and recalls, top line revenue targets that aren’t missed because shipments are delayed and ultimately shrinking margins. The FIRST public workshop in Denver is coming March 3-6!