Membrain

MARCH 7, 2021

Discounting has reached Pandemic levels. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%!”.

Discount 157

Discount Proposal Prospecting Sales Management 157

Bernadette McClelland

FEBRUARY 5, 2013

It’s not about discounting, but you can lower the cost if there are other currencies involved. Did I ‘discount’ or did I strategically choose to recognise an additional form of currency? There must be an exchange of value if you are to strategically review your costs. Let me explain.

Discount 334

Discount Conference Lead Rank Lead Scoring 334

No More Cold Calling

SEPTEMBER 25, 2014

Don’t discount. The same principles hold true in B2B sales, but customers don’t instinctively get the message. In this week’s guest post, Geoffrey James shares six ways to stand out from the cheaper options: “When you’re selling against a lower-priced competitor, you have two basic choices: discount or differentiate.

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. This is not to discount the work you do, but often times a senior level person can uncover different information. Sooner you make the calls, the better. Objective of the calls is three-fold.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. There are many moving parts in the sales process, and it’s not easy staying on top of them all.

Sales Management 196

Sales Management B2B Fashion Call-back 196

The Sales Hunter

FEBRUARY 4, 2014

SECRET 5: Don’t offer discounts. In the end this is a pretty simple thing, yet so many salespeople still resort to offering a discount. This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. Copyright 2014, Mark Hunter “The Sales Hunter.”

Discount 241

Discount Face-to-face Selling Skills Groups 241

MTD Sales Training

MARCH 16, 2017

I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers. The contract is virtually assured, however a buyer has now got involved and is demanding a 15% discount. Look For Alternatives To Discounts. Happy Selling!

Discount 120

Discount Negotiation Face-to-face How To 120

Pipeliner

MAY 22, 2020

Discounting gets a bad rap. Discounting is a Sure Sign of Sales Failure , proclaims one recent headline. Other titles are similarly dismissive: Salespeople Who Give Discounts Are Not Salespeople. Vendors discount their selling prices for many reasons, and sweetening their offer to buyers are among them.

Discount 98

Discount Vendor Buyer Retail 98

Membrain

APRIL 24, 2022

In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price. Everyone wants and deserves a good deal. But a ‘good deal’ doesn’t mean the cheapest price.

Discount 116

Discount How To Sales Sales Management 116

The Sales Hunter

APRIL 6, 2013

Too many salespeople and sales managers are “asking” a customer for a price increase. To understand this better, check out the below video: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . This is the wrong approach! This isn’t about arrogance.

Video 197

Video Discount Consultative Selling Customer 197

Sales 2.0

OCTOBER 22, 2012

” The result of this “product presenting” sales approach is that the company is only selling its core legacy products and very few of its new products that are strategically important to the company. In addition, there seems to be a large amount of discounting going on even for the company’s core products. and Social Selling?

Social Selling 312

Social Selling Hiring Solutions Selling Travel 312

The Pipeline

AUGUST 5, 2013

Sales Perfomance Management Sales Process Tibor Shanto' What is the take away for the new recruit – “hey this is the way they do things around here, if I’m gonna fit it, I best do the same”.

Hiring 275

Hiring Discount Sales Talent Groups 275

The Pipeline

JULY 18, 2013

Sign up now and take advantage of the Early Bird Special, and multi attendee discounts. Gutzmann, Sales Manager, Major Accounts IKON Document Efficiency At Work. Just in time for you to be able to hit the ground running with a vibrant and full pipeline. See full details here. “Tibor, thanks again for the training course.

Prospecting 275

Prospecting Cold Calling Discount Maximizer 275

SBI Growth

JUNE 20, 2013

Impact: Although HR kept busy with recruiting, the performance management statistics weren’t good for sales. Some Sales Managers didn’t give enough attention to new hires. Those that stayed were taking all of the Sales Managers’ time for coaching. Product Development was annoyed at the low new product sales.

Hiring 321

Hiring Forecasting Sales Forecasts Discount 321

The Pipeline

JULY 15, 2011

Discounting works on the Internet, too – but be careful. Discounting price also discounts value. Be careful about a blanket discount that can reduce the perceived value. This is one way in which discounting can work – sign up before midnight tonight to get 35% off. Random Walk Down Sales Street.

Pipeline 243

Pipeline Twitter Discount Hiring 243

Hubspot Sales

MARCH 7, 2018

KPIs for Sales Managers. Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. In addition to promotional sales you can try other tactics such as shelf displays, discounts, coupons, demos, or samples.

Lead Rank 145

Lead Rank Lead Scoring Sales Management Scale 145

SBI Growth

NOVEMBER 25, 2013

7 Signs Your Sales Rep Should Be Promoted: Making the Number Properly : Ultimately, fulfilling your sales job description is exceeding your quota. For example, making the number by discounting heavily hits your goals. You must attend multiple sales meetings. The next Sales Manager completes most the signs weekly.

Promotion 297

Promotion Construction Hiring Scale 297

The Sales Hunter

FEBRUARY 25, 2013

Additionally, they help increase revenue by ensuring sales are made at full-price without any discounts. That is what I see as the primary role of sales. Sales managers, what behavior are you rewarding? When needed, price increases are handled properly. In fact, it should be occupying at least 90% of their time.

Customer Service 251

Customer Service Customer Discount Maximizer 251

The Sales Hunter

DECEMBER 2, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. cold calling. customer service. high profit selling. leadership.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

The Sales Hunter

DECEMBER 6, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. cold calling. customer service. high profit selling. leadership.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

Hubspot Sales

JANUARY 7, 2019

Relies too heavily on discounts, resulting in lower margins. Clearly identifying these areas for improvement in the performance review will provide points to work on during any coaching or training after the performance review. Struggles to overcome objections. Lacks confidence when negotiating. 3 = Meets expectations.

Sales Management 144

Sales Management Quota Margin Hubspot 144

The Sales Hunter

FEBRUARY 27, 2012

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. cold calling. customer service. high profit selling. leadership.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Sales technology.

Sales Enablement 131

Sales Enablement Sales Management Coaching Engineering 131

The Pipeline

SEPTEMBER 9, 2020

We have some great news from the Proactive Prospecting Club , we have added a new course, and, members get a discount! Our new addition is timely “How To Conduct A Professional Video Meeting” Since the spring of 2020, it seems almost every meeting, sales, or otherwise is a video meeting. By Tibor Shanto.

Course 235

Course Hiring Video Discount 235

Zoominfo

NOVEMBER 10, 2021

Bryan Tunick is a sales manager at ZoomInfo. But seven years ago, he was working at a start-up as the only salesperson. In this week’s episode, Bryan tells us about a deal gone wrong. And what he did to turn things around at the last second. Available wherever you listen to podcasts: Apple | Spotify | Website

Discount 100

Discount Sales Management Sales 100

The Pipeline

JULY 18, 2011

Every December the “Leadership”, would roll out the same special offer, an annual subscription for $30,000 if the customer committed before the all-important year-end, a $6,000 discount for those who bit. The other obvious lesson learned was not to sell at a discount. Random Walk Down Sales Street. Sales Cycle.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

MTD Sales Training

DECEMBER 19, 2011

Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. Would you consider it for a discounted price of only £350? You know the age-old Golden Rule—“Do not reveal the price until the end.”

Discount 297

Discount Up-Sell Education Prospecting 297

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. If you have ever worked for a sales manager you didn’t trust, you know how stressful that sales role can be.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

The Sales Hunter

DECEMBER 3, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. cold calling. customer service. high profit selling. leadership.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

MARCH 2, 2012

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. cold calling. customer service. high profit selling. leadership.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

No More Cold Calling

SEPTEMBER 6, 2018

I worked there for eight years in sales and sales management positions. Sales leaders discount the time, energy, and investment (yes, investment) that it takes to execute the best referral programs and to clock repeatable, measurable referral results. One could argue that sales managers don’t know how to coach.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

Pipeliner

DECEMBER 10, 2024

As such, providing eye care resources can be one of the most effective things sales managers can do to reduce team stress in the modern workplace. Many providers offer discounted or free annual eye exams and can reimburse prescription eyewear purchases. However, that often doesnt cover things like vision care.

Resources 96

Resources Insurance Insurance Lead Rank 96

Cincom Smart Selling

MARCH 29, 2025

Introduction Jerry, a sales manager at a mid-sized manufacturing company, was on the verge of closing a lucrative deal with a major client. But as he scrambled through outdated spreadsheets, manually adjusting pricing and discounts, he realized an errorone that had already been sent to the client. The only thing left?

Software 48

Software Software Discount Lead Rank 48

SBI Growth

JUNE 16, 2013

Discount desperation during the last month (a.k.a. Shorten the sales cycle by reducing the price). Sales manager or VP attendance helps force decisions quicker. Strict adherence to this point will shorten the sales cycle. Several easy ways have already come to mind: Hit a Home Run in the bottom of the 9th (a.k.a.

Top of Funnel 282

Top of Funnel Quota Funnel How To 282

The Pipeline

AUGUST 14, 2013

What’s worse is their managers perpetuate the problem, discounting many of the forecasts and scaling things back subjectively to cover their own. Sure some of this is a result of a poor pipeline and opportunities to forecast, but the root cause is the same.

Scale 293

Scale Forecasting Call-back Account 293

The Sales Hunter

MARCH 7, 2014

.” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. 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?

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

FEBRUARY 2, 2012

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. cold calling. customer service. high profit selling. leadership.

Sales Leadership 240

Sales Leadership Motivation Training Hiring 240