Partners in Excellence

JULY 23, 2020

But I started noticing a problem, 100% of the deals required a “discount.” ” “What’s the problem, why do we need to discount in each of these deals?” Fewer than 10% of the deals won required a discount (outside of normal volume discounts or quarter end incentive programs).

Discount 113

Discount Incentive Incentives Competition 113

MTD Sales Training

OCTOBER 18, 2023

Finally, make sure to stay in touch with your existing customers by sending out newsletters, providing them with helpful content, and offering discounts on products and services. Additionally, selling skills training can be used as an effective onboarding tool for new hires.

Hiring 156

Hiring Referrals SalesForce Discount 156

MTD Sales Training

MAY 23, 2024

Effective monetisation not only generates income but also generates growth by aligning your product or service offerings with market demands and customers’ willingness to pay. This approach helps tie customers into regular purchases in exchange for discounts and access to limited edition products or offers. What do your competitors do?

Lead Rank 156

Lead Rank Top of Funnel Licensing Hiring 156

The Sales Hunter

OCTOBER 15, 2013

Only thing the salesperson wanted to do was discuss with me how his price list was simply not appropriate for his market. Everything was about his market, his territory, his customers — or I should say, “lack of customers” and his belief system. Emphasis on the last point — his belief system.

Discount 245

Discount Face-to-face Territories Selling Skills 245

MTD Sales Training

JUNE 29, 2022

Well, demands and needs of clients change as time progresses, so if you’re still trying to sell the same way as you did five years ago, for example, the market and industry changes that have occurred may well mean the decision-making processes your customers go through will have changed also.

Sales Process 156

Sales Process Top of Funnel How To Lead Rank 156

The Sales Hunter

JUNE 25, 2013

State how they have plenty of options to buy on the “grey market” at a much better price. Demand the largest volume discount price on all orders, regardless of size. Make comments about how every supplier is being told they need to cut their prices by another 3 percent. Copyright 2013, Mark Hunter “The Sales Hunter.”

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

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

MTD Sales Training

SEPTEMBER 19, 2023

Effective Relationship Selling Examples Now that you’ve got a clearer idea of what relationship selling is, and the benefits of using a relationship-selling approach, let’s look at some real-world examples of how relationship-selling techniques can be used to build strong customer relationships.

Examples 156

Examples Social Media Loyalty B2C 156

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

MTD Sales Training

NOVEMBER 14, 2024

High-quality sales video content has the power to elevate your marketing strategy and build your brand. Understanding the Importance of Sales Video Content Sales video content plays a crucial role in modern marketing strategies for several reasons: Enhanced Engagement: Videos capture attention more effectively than text or images alone.

Paid Content 156

Paid Content Top of Funnel Video Webinar Metrics 156

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 Facebook 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

MTD Sales Training

JULY 13, 2022

It is their responsibility to grow business opportunities, chiefly by using sales and marketing strategies and by employing teams to pursue leads and convert prospects. But exactly, what is a Business Development Manager and what skills do you need to become a successful one? To identify new market opportunities.

Top of Funnel 156

Top of Funnel How To Lead Rank Lead Scoring 156

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 Prospecting Leads Marketing Qualified Lead 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 Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

MTD Sales Training

JUNE 27, 2023

Marketing and Sales Misalignment At many companies, the sales and marketing teams might as well be two separate islands. When sales and marketing teams don’t work together, generating quality leads and moving them through the sales pipeline becomes much more challenging. do free marketing for you). Happy Selling!

Buyer Persona 156

Buyer Persona Lead Rank Lead Scoring Incentive 156

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 Rank 81

Lead Rank Lead Scoring 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

Vengreso

JANUARY 22, 2025

By regularly engaging with these resources, you can stay ahead of the curve and continuously refine your approach to selling. Key Takeaways Follow the Vengreso Blog for practical sales tips on enhancing sales strategies and driving revenue growth, with a focus on account-based marketing as well as sales productivity and tools.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

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 121

Conversion Customer How To ROI 121

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