The Sales Hunter

NOVEMBER 22, 2011

Time is the greatest negotiating tool you have. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. The more you can know about the customer’s timeline, the better.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

DECEMBER 16, 2011

Keeping a journal of your successes can give you a great tool to refer back to anytime you need a lift. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. cold calling.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

NOVEMBER 19, 2011

Here are a few things to keep in mind regarding using LinkedIn as a tool to reach senior level people: Senior level people will follow you long before they will let you know they’ve been following you. discounting. high profit selling. selling a price increase. selling skills. discounting.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

JANUARY 17, 2012

Cold-calling with the telephone works when it’s combined with tools including email, regular mail, business media (aka: social media) and other tools. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling skills.

Cold Calling 209

Cold Calling Motivation Negotiation Ideal Customer Profile 209

The Sales Hunter

JANUARY 5, 2012

For other people in sales, the book is good and will serve as an excellent resource tool to help reinforce in your mind what it takes to be a top performer. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

JUNE 26, 2012

Sure, I won’t discount the value of good lead sources, but what I will say is I’ve watched far too many salespeople botch good leads — and great salespeople turn what appear to be poor leads into great customers. Many salespeople have the belief they can somehow do all of their prospecting with email. Sorry, no way.

Prospecting 214

Prospecting Lead Rank Lead Scoring Discount 214

The Sales Hunter

JANUARY 6, 2012

Using senior level people early in the year as a tool to open up new opportunities will result in big payouts later in the year. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

JANUARY 12, 2012

It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. What about Plaxo and dozens of other second-tier networking tools — same thing.

Social Media 157

Social Media Media Motivation Prospecting 157

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. Focus on the highest potential market segments, and develop segment-specific processes and tools to help you reach the market in the most cost-effective way.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Sales Hunter

DECEMBER 15, 2011

It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. What about Plaxo and dozens of other second-tier networking tools — same thing.

Social Media 152

Social Media Media Motivation Hiring 152

The Sales Hunter

NOVEMBER 28, 2011

Assessment tools can assist here to identify successful sales characteristics. Assessment tools can also be beneficial here to offer a comprehensive “second opinion” that can help managers make informed decisions. discounting. high profit selling. selling a price increase. selling skills.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

The Sales Hunter

NOVEMBER 21, 2011

In his new book The Best Damn Management Book Ever: 9 Keys to Creating Self-Motivated High Achievers , Warren Greshes presents the notion that people cannot be motivated, that motivation only comes from within and savvy managers give their workers the tools, ideas and techniques to motivate themselves. discounting. selling skills.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

The Sales Hunter

DECEMBER 17, 2011

I use Linkedin a lot as a tool to generate business, but also to get feedback and input on ideas and topics I’m working on. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Sales Hunter

NOVEMBER 12, 2011

My view of phone sales scripts is they’re an essential tool if you expect to be successful in selling over the telephone. Phone Sales Tip: Selling to the C-Suite and Holiday Networking. discounting. high profit selling. selling a price increase. selling skills. discounting.

Motivation 171

Motivation Hiring Ideal Customer Profile Negotiation 171

The Sales Hunter

DECEMBER 13, 2011

Take a look at the articles and use them as a tool to help you prepare your strategy. Related posts: Selling a Price Increase: Have You Sold Yourself? Selling a Price Increase: Is There a Good Time? Selling a Price Increase: Tips To Start Using Now. Selling a Price Increase. discounting. high profit selling.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

The Sales Hunter

FEBRUARY 6, 2012

Methodology: A system of strategies, principles, rules, guidelines, tools, learning approaches, language, and evaluation methods for selling. Sales Training Tip #353: If You Could Sell One Thing… Sales Training Tip #359: Ideas Mean Nothing…Until… Tags: buyer. discounting. high profit selling.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

Miller Heiman Group

DECEMBER 21, 2020

During COVID, 82% of respondents have used concessions such as price discounting as an approach to salvage a deal that might not have closed. Because there are a lot of new challenges to overcome, sellers will need to develop keener virtual selling skills, overseen and coached by their managers. Learn more here.

Face-to-face 122

Face-to-face Sales Cycle Report Survey 122

SBI

OCTOBER 25, 2017

Some also admitted they didn’t have the skills, data, or tools to coach effectively. And we aren’t just talking about selling skills. Based on your unique sales process and KPIs, you might select capabilities data, such as proficiency scores related to a particular skill or product set. Why is that?

Lead Scoring 139

Lead Scoring Lead Rank Hiring Analytics 139

The ROI Guy

DECEMBER 1, 2014

The number one issue is not the lack of leads, social selling skills or product knowledge, but an inability for sales reps to effectively articulate and quantify your value, this according to research from SiriusDecisions. Why are your sales reps not making quota?

Lead Scoring 76

Lead Scoring Lead Rank Discount ROI 76

The ROI Guy

NOVEMBER 16, 2016

The key, providing the content, tools and training to help your sales reps and channel partners better assess and align with needs, prove the high cost of “do nothing”, and communicate and quantify your unique and superior business value.

Closing 77

Closing ROI Survey Discount 77

The ROI Guy

OCTOBER 5, 2011

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. In order to “fight” Frugalnomics and maintain sales effectiveness, sales needs to be armed with a new value-oriented, consultative methodology, training and tools.

Sales Enablement 45

Sales Enablement Report Tools ROI 45

The Brooks Group

OCTOBER 11, 2017

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)? Heavy discounting degrades the value of your offering, your salesperson, and your organization. Discounts set up a precedence. But should that price be set in stone?

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

Janek Performance Group

JANUARY 24, 2022

For sellers, it’s their core selling skills. Don’t discount any idea, no matter how new to you. Your experience is a great tool for overcoming a sales slump. Here are eight ways to break a sales slump: Focus on the Fundamentals. In all professions, the best master their fundamentals. Learn From Experience.

Lead Gen 116

Lead Gen Social Media Face-to-face Networking 116

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

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. To unlock the secrets of upselling, you need the right tools. But how do you effectively implement this strategy?

Strategy 52

Strategy How To Lead Rank Lead Scoring 52

Gong.io

DECEMBER 3, 2019

Tactical apologizing is strategically using apologetic language as a persuasive tool. . But that discount simply isn’t doable.”. We found there’s ONE set of unique circumstances where apologizing is actually encouraged: Tactical apologizing. Note the subtle, yet critical, distinction here. .

Negotiation 99

Negotiation Call-back Conference Analysis 99

The ROI Guy

JANUARY 11, 2017

The facts are that: Customers will significantly delay decisions and won’t get to “Yes” unless you help them understand and quantify your differentiating value Sales will struggle in communicating and quantifying your unique value without your providing provocative value messaging, tools and consulting support.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Janek Performance Group

MARCH 14, 2023

At Janek, we call these Critical Selling Skills. Besides developing their interpersonal skills, new sales reps need to sharpen their technical skills. Understanding how different tools and technologies can impact sales is key to achieving results fast. Sales leaders will provide a quota.

Hiring 62

Hiring Ideal Customer Profile Maximizer LinkedIn 62

Janek Performance Group

MARCH 17, 2023

Average sales skills encourage reps to think, “This is good enough,” and discount the need for improvement. Another hidden cost of average sales skills is customer dissatisfaction. Sales tactics are the minimum level of sales skill development and discount the customer’s view of the entire sale process.

Referrals 62

Referrals Exercises Discount Study 62

The Digital Sales Institute

MARCH 12, 2024

The Urgency Close This technique works best where there is a genuine offer or some time limited event such as end of quarter discounting. It is a powerful psychological tool that can influence your prospects’ decisions and help you close more sales. Creating a sense of urgency can motivate buyers to take immediate action.

Closing 52

Closing Objections Buyer Proposal 52

Gong.io

AUGUST 14, 2018

It usually looks something like this: The use of this comparison tool leads to a fierce competitive “bakeoff,” and triggers what I call the “spec war.”. You offer a 10% discount. So, in an effort to “make an intelligent business decision,” they create the dreaded comparison spreadsheet. They grind you both down on price.

Competition 54

Competition Webinar Metrics Comparison Marketing 54

Gong.io

DECEMBER 3, 2019

Tactical apologizing is strategically using apologetic language as a persuasive tool. . But that discount simply isn’t doable.”. We found there’s ONE set of unique circumstances where apologizing is actually encouraged: Tactical apologizing. Note the subtle, yet critical, distinction here. .

Negotiation 62

Negotiation Call-back Conference Analysis 62

Highspot

JANUARY 3, 2024

Solution: Sales managers can streamline administrative tasks through automation tools. You might offer a special deal that’s only available right now, like a discount or an extra feature, encouraging the client to decide quickly. Leverage Technology and AI Use data analytics to identify skills gaps and training needs.

Closing 52

Closing Training Lead Rank Negotiation 52

Klozers

FEBRUARY 23, 2015

We can uncover the Value Proposition using a simple GAP analysis tool which we teach in Consultative Selling Skills. It is possible to sell with a weak Value Proposition, however this usually creates pressure on pricing, which can often be identified by discounting to win new business.

Discount 20

Discount Consultative Selling Competition Analysis 20

Klozers

APRIL 18, 2016

Furthermore if we are not fully prepared when we get into the boardroom we might not get invited back, or even worse we could concede in the sales negotiations and end up agreeing to something long term that isn’t in our best interests, such as deeper discounts, or increased terms to name but a few. . Free Selling Skills Questionnaire.

Objections 20

Objections Discount Negotiation Competition 20