Partners in Excellence

FEBRUARY 17, 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%! What If You Couldn't Discount?

Discount 162

Discount Margin Proposal Competition 162

MTD Sales Training

DECEMBER 23, 2019

Episode 41: Is there a good time to offer discounts? In this episode we look how giving discounts can actually be beneficial. The post Is There A Good Time To Offer Discounts? The post Is There A Good Time To Offer Discounts? What To Do In A Stalling appeared first on MTD Sales Training. What to do in a stalling.

Discount 156

Discount Negotiation Training Sales 156

SalesProInsider

APRIL 16, 2024

And what a discount! Fortunately, the advisor didn’t accept that, and offered an alternative that doesn’t work in all situations, but did in this one…let’s get all those people on board, with minimum assets to manage, and then look at the discount. When you discount your fees, often they will discount you and your service.

Discount 126

Discount How To Banking Compensation 126

Hubspot Sales

NOVEMBER 26, 2021

Discount pricing is borderline omnipresent. Here, we'll dive into the concept a bit further, review who it works best for, see some discount pricing examples, and review the method's pros and cons. It's worth noting that discount pricing isn't a unilaterally effective strategy that delivers across every industry and brand of sales.

Discount 126

Discount Examples Strategy Loyalty 126

No More Cold Calling

JULY 25, 2024

They train with unparalleled rigor. When they do provide sales training, it’s often done in a vacuum—without reinforcement, coaching, accountability linked to KPIs, and practice—which makes that initial effort a waste of time and money. And it takes more than a few hours of training to master new sales skills.

Referrals 334

Referrals Cold Calling Coaching Incentives 334

Mr. Inside Sales

AUGUST 29, 2022

You can make a measurable and instant impact by giving your team access to my proven On-Demand Training! To help you do that, I’m offering a one-time 30% discount on this award winning, Inside Sales Training Video Course. ON DEMAND SALES TRAINING THAT GETS RESULTS! See it here. Get Access Today.

Training 31

Training Licensing Face-to-face Inside Sales 31

The Sales Heretic

JUNE 30, 2015

One of the most frequent complaints I hear from sales directors, VPs, and CEOs is that their sales team—whether it’s internal or their distribution channel—discounts too much and too often. While it’s maddening, it’s also excruciatingly common. Here’s what drives that behavior: 1. So [.].

Discount 120

Discount Distribution Channels Negotiation 120

Mr. Inside Sales

JANUARY 4, 2022

Now you can do so affordably and instantly with my On-Demand Training! And, for the first time EVER, I’m offering a whopping 50% discount on this award winning, Inside Sales Training Video Course. This 7-part training series will walk your team through the entire process of selling over the phone. See it here.

Training 31

Training Licensing Face-to-face Gatekeeper 31

Mr. Inside Sales

JULY 20, 2021

Save 20% on our already discounted, Bestselling CD Series: “How to Double Your Income Selling Over the Phone.”. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Cincom Smart Selling

FEBRUARY 21, 2025

However, the true power of CPQ lies in proper training. A well-trained sales team can navigate the system effortlessly, configure products accurately, and apply pricing rules without errors. Without the right training, inefficiencies and mistakes can slow down the sales cycle, leading to lost opportunities.

Training 48

Training Closing Discount Lead Rank 48

KLA Group

NOVEMBER 15, 2024

You’re probably more than used to seeing the end-of-year car and truck commercials, each offering a giant bow and a hefty discount. But, is discounting the answer for your business? Sales leaders

Discount 105

Discount B2B How To Sales 105

Zoominfo

AUGUST 8, 2024

Sales enablement is the process of providing content, guidance, and training for sales teams to effectively onboard, interact with buyers, shorten the sales cycle, and ultimately win more deals. Sales engineering, customer success, and support teams all require content and training. What is Sales Enablement?

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. Introduction to Sales Training Blogs Sales training blogs are an essential resource for sales professionals looking to improve their skills, stay up-to-date with industry trends, and learn from experienced sales leaders.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

Hubspot Sales

AUGUST 6, 2019

Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). When you're creating a new-hire training plan, remember a few things : Keep your training plan personalized, because no two reps are the same. Pre-week training. Product Training.

Hiring 145

Hiring Training Hubspot Inbound 145

MTD Sales Training

JUNE 4, 2019

Special terms and conditions: When done with tact, these can assist the prospect in talking to others who are in partnership with making the decision to work with them, and can build value in their eyes without having to resort to discounts. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling!

Case Study 255

Case Study How To Discount Decision Maker 255

Sales and Marketing Management

FEBRUARY 18, 2019

Loyalty, at the end of the day, is not created by offering discounts or exceeding customer expectations. They train the customer on how to use the product (both initially and ongoing), which enhances perceptions of overall product quality and performance. This is the key to customer loyalty – not giving discounts.

Loyalty 290

Loyalty Airlines Banking Discount 290

Cincom Smart Selling

MARCH 6, 2025

But here is the thing: even the best CPQ tool cant reach its full potential if your team is not trained to use it effectively. This is where comprehensive step-by-step CPQ training becomes essential. Before getting into the steps of CPQ training and implementation, let’s look at why a business should invest in CPQ.

Training 48

Training Proposal System Face-to-face 48

Sales and Marketing Management

JANUARY 14, 2019

For example, if a potential sale is about to be derailed because of timing simply offering a discount won’t be helpful. Would giving you a 10% discount on the upgrade help defray that cost for you?”. Today, he provides business planning, training and consultation to a variety of companies. Tell a Story.

Negotiation 292

Negotiation Sales Process Strategy Discount 292

MTD Sales Training

DECEMBER 16, 2019

For instance, if they are asking for a discount, find out the reason why a cheaper price is important to them. For example, make a decision that you won’t go beyond a certain figure of discount, unless you get increased orders or higher margin on other services you offer. We also offer In-House Sales Negotiation Training.

Negotiation 211

Negotiation Margin Discount Face-to-face 211

Highspot

JANUARY 23, 2025

Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships. What is Soft Skills Training? Soft skills training helps sales teams learn to work well with colleagues and customers. Did you know?

Training 52

Training Negotiation Exercises Proposal 52

No More Cold Calling

APRIL 26, 2018

More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. We’ve trained our buyers to expect discounts and that everything is negotiable. Price isn’t an issue with referral business. Sadly, that behavior continues in sales negotiations today.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

Hubspot Sales

MARCH 18, 2024

Here, I‘ll discuss four tactics you can use to frame your prices as effectively as possible — without resorting to discounting. 4 Powerful Pricing Tactics That Have Nothing to Do With Discounts 1. Beyond giving discounts, front-line sales representatives can’t typically change or increase their standard prices.

Discount 111

Discount ROI Comparison Loyalty 111

Sales and Marketing Management

FEBRUARY 27, 2020

know what kinds of discounts you can offer while “expanding the pie” in other areas to recoup those losses). Perhaps you can maintain a premium scope while offering a first-month discount (e.g., If the $5,000 discount isn’t possible, you must articulate the lowest you can go and why. Control the timetable. Trade for value.

Negotiation 270

Negotiation Exercises Discount Proposal 270

DiscoverOrg Sales

SEPTEMBER 4, 2018

price discount. The line items you throw in may differ depending on your offering – but the price discount should always be last. When people are asking for discounts, Wernke says, they’re asking if what they’re buying is going to be successful. So any discounts should be last. additional product and services.

Closing 286

Closing B2B Decision Maker Discount 286

MTD Sales Training

OCTOBER 3, 2018

Relationships aren’t built on discounts or special offers. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post Top 5 Ways To Gain More Repeat Business appeared first on MTD Sales Training. So, what are five ways that you can increase your chances of gaining more business? Try these out….

Loyalty 258

Loyalty Discount Up-Sell Follow-up 258

Understanding the Sales Force

APRIL 15, 2024

You should spend money on training and development for the twelve challenges I listed above. Not just any sales training, but results-focused sales training with role-plays, and with your sales leaders becoming effective coaches.

Hiring 188

Hiring Discount Decision Maker Call-back 188

The Pipeline

SEPTEMBER 18, 2018

The others are 80% plus the same; the winner has better salespeople or deeper discounts. Not being nasty, but why not have a bake-off with a couple of copier reps, or call me for the name of a SaaS rep who offered me a discount on the first intro call. Like any other asset, garbage in garbage out!

Vendor 255

Vendor Discount Insurance Insurance 255

Understanding the Sales Force

MAY 23, 2019

Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas prices ranged between 17.9 But when gas prices are around $3.00 per gallon, how does 9/10 cent continue to make sense? Some habits die really hard. I don't know about you but some things just don't make sense to me.

Commission 255

Commission Compensation Discount Data 255

Nutshell

NOVEMBER 26, 2024

Provide training and resources: Provide training on your products and tips on effective promotion for your affiliates. Average order value: This metric helps you assess the quality of traffic your affiliates are bringing in and can inform your pricing and discount. Guidance would help them perform better and thus increase sales.

Commission 117

Commission How To Promotion Campaigns 117

Bernadette McClelland

JANUARY 14, 2018

It just slips out, it’s ingrained in our thinking, it’s a default mechanism. But guess what?

Competition 355

Competition Decision Maker Sports Sales Leadership 355

MTD Sales Training

OCTOBER 31, 2018

Then, when you ask the prospect for the order, they bring out another objection, or stall you for a few extra discount percentage points. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post Why You Should Have A CLOSE A & A CLOSE B appeared first on MTD Sales Training. It’s all going so well.

Closing 243

Closing Discount Buyer ROI 243

The Pipeline

APRIL 6, 2021

Doing a much better job selling the manager on the discount than selling the value to the prospect. Yet they are willing to fight for a discount every time, no matter the profit erosion. This is something that is easily resolved with coaching and training, but you must have a willing participant.

SME 299

SME Lead Scoring Lead Rank Discount 299

MTD Sales Training

SEPTEMBER 3, 2019

MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post The First Thing To Do With EVERY Objection You Face appeared first on MTD Sales Training. The question ‘what makes you say that?’ Happy Selling! Sean McPheat. Managing Director.

Face-to-face 230

Face-to-face Objections Guarantee Discount 230

SBI Growth

FEBRUARY 26, 2013

These LDRs were well trained and capable of qualifying true prospects. Consumers began asking for steeper discounts as the product matured and the competition caught up. Overview : Acme was the preferred vendor in the market. They had the best Teleprospecting team. They captured new leads using 97% outbound cold calling.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

SBI Growth

NOVEMBER 25, 2013

For example, making the number by discounting heavily hits your goals. Training, piloting or even taking on extra responsibility (i.e. But to get promoted, the rep must do it correctly. But selling value allows not just revenue but margin to be considered. That’s profitable and good business. open territory) is met in stride.

Promotion 297

Promotion Construction Hiring Scale 297

No More Cold Calling

NOVEMBER 20, 2019

Vengreso is celebrating Black Friday by offering 50% off the Selling with LinkedIn for Individuals training course. And don’t forget to use my Black Friday gift code 50OFFJB — and NOT the BLACKFRIDAY discount code on the registration page and promotional ads. (A caveat: We differ about asking for referrals. I say no way, ever.).

LinkedIn 209

LinkedIn Referrals Cold Calling Inbound 209

Partners in Excellence

MARCH 5, 2025

We look at our pipeline activities, how many first meetings, how many demos, how many proposals, when are we going to close, what discounts are we providing. What training do we need to give? We establish programs and goals for each of these, and the word customer seldom arises. How many AEs/AMs……… ?

Customer 100

Customer Analysis Retention Social Media 100