The Sales Hunter

MARCH 7, 2014

Are you fast to offer the customer a discount the second you sense a hesitation on their part to buy? Are you quick to tell Marketing you lose too many sales because the sales materials aren’t any good? Are you always critical of what you sell, claiming it doesn’t meet the needs of what the customer is looking for?

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

FEBRUARY 27, 2012

Have in place some sort of a low-touch contact or marketing program that allows you to remain in contact with these cold-leads from time to time. If you aren’t positive about both yourself and what you sell, then how do you expect anyone you meet to even think about being a prospect? discounting. high profit selling.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Jeffrey Gitomer

FEBRUARY 27, 2011

Tweet Share Starbucks doesn’t discount a cup of coffee. It’s their quality that sells. Who is Jeffrey? Starbucks | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 28, 2011 | 3 Comments. Even in this economy. Antoine Dupont says: February 28, 2011 at 5:57 pm. Great post!! Seattle, WA. MARCH 22/23.

Hiring 219

Hiring Social Media Loyalty Cancellation 219

The Sales Hunter

MARCH 2, 2012

Regardless of the market you sell to, take a moment and reflect on the number of people with whom you come in contact — sometimes just once, other times on a regular basis. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

NOVEMBER 25, 2011

Related posts: 4 Common Sales and Marketing Practices that Fail in the New Economy. Professional Selling Skills Training: Stay Motivated, Finish Strong. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling skills.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

DECEMBER 27, 2011

Complain about marketing, insisting they are the reason you have not been able to close more sales. You think it’s effective to spend your time spouting off to anyone who will listen, including customers, about how inept marketing is. discounting. high profit selling. selling a price increase. selling skills.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

FEBRUARY 8, 2012

I’ve often said that the problem with a “social media strategy” is that it really should be called a “business marketing strategy.” I encourage you to read Lauren’s article and then actually apply some of the insights she offers to your business marketing strategy. Risk of Social Media Marketing?

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

JANUARY 20, 2012

I knew what the regular price was and what the salesperson should have been selling it for. As if offering a discount right up front wasn’t a big enough mistake, the salesperson went on to give the customer an even bigger discount when they were slow to respond with their decision. The Slippery Slope of Discounting.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

FEBRUARY 20, 2012

Generating sales leads is not the sole responsibility of the marketing department. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. discounting. high profit selling. selling a price increase. selling skills. discounting.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

JANUARY 30, 2012

Guest post Monday brings us Jeff Beals , an award-winning author who helps professionals do more business and have a greater impact on the world through effective sales, marketing and personal branding techniques. What’s your area of self marketing expertise? So, what’s your area of self marketing expertise?

Motivation 155

Motivation Real Estate Hiring Construction 155

The Sales Hunter

DECEMBER 20, 2011

BONUS: Oh, one more thing…the fake salesperson believes the marketing department clearly doesn’t have a strategy because any leads are not worth the time, at least according to the salesperson who is a fraud. discounting. high profit selling. selling a price increase. selling skills. discounting.

Motivation 190

Motivation Ideal Customer Profile Negotiation Hiring 190

The Sales Hunter

JANUARY 3, 2012

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. Related posts: Secrets of a Motivational Sales Speaker. 4 Steps to Better Prospecting. 4 Easy Steps to Better Prospecting.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

FEBRUARY 7, 2012

4 Ways to Drastically Improve Your Marketing Right Now. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service , leadership.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

DECEMBER 19, 2011

A far more effective response is to create a sales and marketing system that provides an interconnected, measurable set of processes and tools that ultimately result in increased sales. Sales and marketing can be treated in exactly the same way. Add to that an honest assessment of the unique value the company brings to the market.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Sales Hunter

MARCH 5, 2013

If something is priced right, then there is no need for a discount and you can close the most sales. The right price is a moving target to marketing when they’re watching competitors all around them picking off their customers with an array of pricing options. The idea is simple. The problem is what is the right price?

Discount 211

Discount Motivation System Closing 211

The Sales Hunter

JANUARY 12, 2012

It’s time we kill the term “social media” and replace it with “business marketing.” If we think in terms of developing a business marketing strategy, we’re going to be far more effective in building our business rather than thinking of building a social media strategy. Risk of Social Media Marketing?

Social Media 157

Social Media Media Motivation Prospecting 157

The Sales Hunter

JANUARY 31, 2012

To get the customer to call you does require you to have a strong marketing / awareness campaign, but when you do have it in place, the results can and will be impactful. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. cold calling.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

Alice Heiman

MAY 13, 2020

Let’s examine how well your team is practicing basic, effective selling skills. . You might assume salespeople are already practicing these skills, but in uncertain times, salespeople sometimes fall back on bad habits (price discounting and following poorly qualified leads would be two examples). Need more sales?

B2C 152

B2C Referrals Selling Skills Segment 152

The Sales Hunter

DECEMBER 15, 2011

It’s time we kill the term “social media” and replace it with “business marketing.” If we think in terms of developing a business marketing strategy, we’re going to be far more effective in building our business rather than thinking of building a social media strategy. discounting. leadership.

Social Media 152

Social Media Media Motivation Hiring 152

The Sales Hunter

JANUARY 23, 2012

Sit in on a strategy session with your marketing team or a weekly budget update with a project manager. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. cold calling.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

The Sales Hunter

FEBRUARY 6, 2012

John Doerr draws upon an extensive career in business leadership which has included senior executive management, business development and marketing, and product and service development. Sales Training Tip #353: If You Could Sell One Thing… Sales Training Tip #359: Ideas Mean Nothing…Until… Tags: buyer. discounting.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

SBI

OCTOBER 25, 2017

And we aren’t just talking about selling skills. For other groups or other time periods, it may be expanded to include skills like handling competitive objections, or responding to a recent regulatory change in your market. You can bring in other data, too, like average discounts or deal size.

Lead Scoring 139

Lead Scoring Lead Rank Hiring Analytics 139

The ROI Guy

AUGUST 27, 2014

While at the same time, sales and marketing hasn’t evolved quickly enough to keep pace with a changed buyer. However, a substantial and costly Value Gap exists between buyer and seller - a conversation disconnect leading to more stalled deals, longer sales cycles and more discounting. Today, it’s all about the Benjamins.

Lead Scoring 81

Lead Scoring Lead Rank Closing Discount 81

Women Sales Pros

DECEMBER 27, 2018

Hang around this person long enough and you will start believing his rhetoric, and adopt his bad selling habit of discounting too quickly and too often. Time to apply the emotional-intelligence skill of reality testing and seeing things for what they are.

Hiring 93

Hiring Margin Selling Skills Up-Sell 93

SBI

MARCH 19, 2013

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. ShadeTree Technology - Deliver the right voicemails, emails, and marketing material based on buyer profiles and sales stage.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

Partners in Excellence

OCTOBER 6, 2022

There are things critical to them, their industries, markets, and customers. Sellers tend to talk about price, budget, discount, and sometimes a very rudimentary ROI. They worry about how their shareholders think about money, thinking about market cap. See, buyers and sellers are speaking different languages to each other.

Conversion 123

Conversion Customer How To ROI 123

The ROI Guy

NOVEMBER 16, 2016

From CSO Insights, we learn that taking your ROI selling skills from “good” to “great” can improve win rates from 37% to 51%. And, according to IDC, those who apply business value / ROI to deals discount much less, elevating deal sizes by 20% compared to deals where business value / ROI was not used.

Closing 77

Closing ROI Survey Discount 77

The Brooks Group

OCTOBER 11, 2017

Those in the organization in charge with business strategy should set a price based on market research. Once your salespeople are out in the field trying to sell your offering, should they have pricing authority (aka the ability to freely give discounts)? Your salespeople are closest to your customers and the market.

Discount 56

Discount Margin Negotiation Face-to-face 56

Janek Performance Group

OCTOBER 18, 2023

A common misconception in sales is that top-performing salespeople are born with inherent selling skills, the so-called “gift of gab.” Myth #4: Discounts Win Clients When salespeople rely on discounts, they often turn a big deal next month into a small one this month.

Ideal Customer Profile 62

Ideal Customer Profile Discount Lead Rank Lead Scoring 62

Klozers

APRIL 11, 2016

In the world of sales; Selling Skills can make the difference between a Rainmaker and a Bank breaker for most businesses. Analysing and testing these skills in sales people is difficult, as often they can appear pitch perfect in the office but never quite seem to get matching results in the field. 2) Closing New Business.

Selling Skills 20

Selling Skills Decision Maker Ideal Customer Profile Face-to-face 20

Gong.io

AUGUST 14, 2018

Here’s just one example: the marketing technology industry. You offer a 10% discount. The post Competition Advantage in Today’s Market Comes Down to This “Low Tech” Factor appeared first on Gong. In other words: The battleground for competitive differentiation has shifted from product, to sales conversations.

Competition 54

Competition Webinar Metrics Comparison Marketing 54

The ROI Guy

JANUARY 11, 2017

Based on independent research from MHI Global / CSO Insights, taking your value marketing and selling to the next level can: Reduce the number of deals ending in “No Decision” by 30% Improve win rates to 51% (a 40% improvement) Boost the number of sales reps meeting / beating quota to 69% and increasing the average annual revenue attainment to 87%.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Customer Centric Selling

FEBRUARY 22, 2017

Instead of him making “seat of the pants” guesses as to how much to discount the forecast, the software was doing that based upon each rep’s history. Whenever a new hire joined or new offerings were brought to market, data would have to be captured before the CRM software could make accurate projections.

Hiring 63

Hiring Forecasting Pipeline Discount 63

Janek Performance Group

MARCH 17, 2023

However, because the $100,000 shortfall from average sales skills is money never received, sales leaders are more comfortable ignoring average sales skills. Every business has an annual budget for marketing, technology, and payroll. Another hidden cost of average sales skills is customer dissatisfaction.

Referrals 62

Referrals Exercises Discount Study 62

LeadFuze

MARCH 5, 2019

By giving your employees sales skills , you will give them (and by extension) your company an advantage that cannot be replicated by your competitors. It will set you apart in the market. Why not differentiate yourself through the selling skills of your company? A Closer Look at Selling Skills. Conclusion.

Training 40

Training Discount Negotiation Selling Skills 40

LeadFuze

JULY 7, 2023

We’ll delve into the difference between upselling and cross-selling, discuss their impact on customer lifetime value and explore effective methods for successful upsells such as offering discounts and deals. Learn how to use discounts, bundle add-ons, and leverage testimonials for successful sales.

Strategy 52

Strategy How To Lead Rank Lead Scoring 52

Klozers

JUNE 10, 2014

When you or your own buyers go to market you are frightened of making a mistake or paying too much so you get three proposals. B2B Sales Insights Delivered Straight To Your Inbox We don''t send out canned marketing emails every day or week asking you to buy something. 2) Buyers Due Diligence.

Proposal 48

Proposal Social Media Competition Discount 48