The Pipeline

AUGUST 24, 2021

This makes it interesting for them as they figure out how to close the deal, but what about the prospect? Don’t be surprised if prospects find it becomes dreary after the third time they’ve endured those questions. Discovery is an opportunity for prospects to discover things about them, not you discovering what pain you can solve.

SME 391

SME Margin Video Quota 391

Hubspot Sales

NOVEMBER 29, 2021

Every company has its eyes on its bottom line and, in turn, is mindful of its profit margin — the most definitive metric of how successful your sales efforts are, relative to your expenses. Ways to Increase Profit Margin. Find gaps in your sales process where a disproportionate number of prospects fall off.

Margin 119

Margin Chemicals Real Estate Strategy 119

Hubspot Sales

AUGUST 27, 2024

Striking the right balance between profitable margins and winning competitive deals is challenging. Cost-Plus Pricing or Cost-Based Pricing Identifying the ideal profit margin for your products and services across the board relative to your fixed and variable costs can be puzzling. Up to 5% margin growth.

Strategy 103

Strategy Margin How To Lead Rank 103

Zoominfo

OCTOBER 25, 2024

Midmorning Offers Strong Demo Opportunities Although mid- to late afternoon saw the highest demo completion rate by a significant margin, midmorning also proved to be a highly productive time for software demos. For example, if a prospect offers to meet on a Tuesday at 3 p.m. So try to get your ideal windows lined up with theirs.

Software 130

Software Software Scale Cancellation 130

Understanding the Sales Force

OCTOBER 15, 2013

What if it takes 15 attempts instead of 10 attempts to reach a single prospect? What if your margin drops by 10%? For those, you''ll have to head into 2014 and leave margin for error. What if your average sale or account drops? What if the closing percentage changes? What if 10% fewer conversations convert to meetings?

Top of Funnel 272

Top of Funnel Margin Sales Cycle Retention 272

SBI Growth

OCTOBER 21, 2013

If they went after new business, it would surely be at lower margins. High margin deals only come after a relationship has been built. A majority of reps focused on margin, and gave up prospecting for new accounts. Reps had trouble deciding which levers to focus on.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

The Pipeline

JANUARY 25, 2022

In a world of monthly subscriptions and the battle for new clients/revenue, the victim is often margin. To be frank, it is no different in a purchase cycle , bringing on clients without margin is, well, costly. Sometimes the best hunting is in your own pond, growing your margin requires replacing, and upgrading current accounts.

Margin 188

Margin Commission Territories Negotiation 188

Bernadette McClelland

AUGUST 1, 2022

Tyre Guy not only found a new client, he also sold a set of tyres at higher margin for exactly the same amount of work. Join me and the world's foremost authorities on sales prospecting, pipeline, productivity and sales leadership. Tim was happy because he now felt safe for our trip up to Breckenridge. THREE LESSONS FROM THIS ANECDOTE.

Margin 397

Margin Travel Outbound Sales Leadership 397

The Pipeline

JUNE 18, 2020

The problem that needs to be fixed in their inability to prospect and bring enough viable opportunities to play. Rather than focusing on adding some real prospects, they turn to urgency. They should improve prospecting, not sprint times. Urgency Is Relative. Urgency is a relative thing. Urgency is a relative thing.

Discount 297

Discount Quota Face-to-face Margin 297

SBI Growth

NOVEMBER 12, 2013

Examples here are wide ranges in either revenue/deal or margin/deal. Benefit – Gives you the ability to prioritize your customer/prospect base. Success Metrics – higher win rates, higher average deal size/margin. They lack focus on your target market. Your reps have no consistency in customer size or type.

Strategy 317

Strategy Hiring Top of Funnel Margin 317

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. You can avoid commoditization and grow your margins. Angry customers and prospects identify themselves as in the market. Reps can use event to get an appointment with prospects. They are engaging with a customer and prospect base that can be volatile.

Social Selling 323

Social Selling Benefit Top of Funnel Case Study 323

SBI Growth

OCTOBER 16, 2013

This will dramatically affect profit margins and the lifecycle of your competitive advantage. Social Prospecting - Prospect both new and existing accounts through use of social techniques. Social Intelligence - Defined as the use of social techniques for generating revenue from new prospects. How do your customers buy?

Hiring 316

Hiring Social Media Decision Maker Face-to-face 316

Understanding the Sales Force

MARCH 6, 2013

A seventy-four percenter, your "C" player said that he presented but the prospect rambled, complained about some problem with an explosion and some diamonds and seemed very distracted. She identified a problem - Lucy was blown sky high and is up their with her diamonds and the prospect needs to address the problem.

Proposal 279

Proposal Margin Follow-up Up-Sell 279

No More Cold Calling

OCTOBER 6, 2016

Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’ve beaten the odds and have held your role for more than 18 months, you’ve already gotten your team lined up, your prospecting strategy in place, and your goals set.

Referrals 279

Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

SBI Growth

FEBRUARY 10, 2014

He even knew the probability of closing a prospect based on this criteria match. It will get you started on identifying and prioritizing your best customers and prospects. This was due to a lower sales margin and an increased cost to serve. Reps had no central direction, and failed to prioritize their best prospects.

Customer 308

Customer Retail Segment Exercises 308

Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. Meanwhile, positive outcomes associated with the organic processing system like increased market share, revenues and profit margin were rendered in blue.

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

MTD Sales Training

DECEMBER 16, 2019

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. This means identifying what is most important to the prospect. Don’t concede…trade.

Negotiation 211

Negotiation Margin Discount Face-to-face 211

SBI Growth

MARCH 11, 2013

Turns out, the prospect included Bill late in the process. It is critical you understand the steps your prospects take. You will demonstrate the value of your product and maintain or improve your margin. So he prepared a PowerPoint presentation that outlined the details of his products. Listen to the Buyer.

Buyer 333

Buyer B2B Lead Scoring Lead Rank 333

SBI Growth

JUNE 2, 2013

Increase in Sales rep LinkedIn activity not related to prospects or customers. Look for profile updates and network connections that are not customer or prospect oriented. Deal quality is acceptable (margins are good). Do you see many reps ''preparing'' their profiles to be more marketable? It could mean they are on the way out.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection. Doing a much better job selling the manager on the discount than selling the value to the prospect.

SME 299

SME Lead Scoring Lead Rank Discount 299

The Pipeline

JULY 28, 2014

This is especially fatal early in the process, when they start they prospecting, be that a call, an e-mail, or a social outlet, leading with the How, then wondering why they are not having the traction they seek. Engage with them based on these, and the How will follow.

Decision Maker 310

Decision Maker Objections Margin Vendor 310

SBI Growth

OCTOBER 9, 2013

Winning more deals at higher margins requires getting in early. Demand Generation efforts are focused on the best prospects and customers. Prospect (Lead Generation). Your team is responding to RFPs that they have little chance of winning. You need to change course quickly to avoid the competitive blood bath.

Sales Qualified Lead 297

Sales Qualified Lead Demand Generation Targets Demand Generation Margin 297

The Pipeline

APRIL 27, 2017

The reality of “satisfied” prospects, is that they are by definition inert, not looking to move. Most sellers take in the prospect’s objectives at face value, and jump to trying to influence how the prospect might achieve those objectives. How you ask, by focusing on the impacts you can deliver to their business.

Margin 230

Margin Objections Face-to-face Influencer 230

SBI Growth

JULY 15, 2013

With every account or prospect, follow these 4 steps to be successful: 1. For instance, marginalize or convert the anti-sponsor in several ways: - Address objections if possible. A chief executive-level Ally is the silver bullet. Good Reps foster partnerships with the top influencers.

Account 308

Account Influencer How To Margin 308

The Pipeline

OCTOBER 21, 2013

The same people who seem to lean towards any word other than persuasion for what they do a s sales people, are the same who are happy to interchange the word negotiate with appease, and in the process of appeasing, mediate away the last bit of margin left in the deal, and subsequent purchases that buyer makes. What’s in Your Pipeline?

Negotiation 280

Negotiation Margin Buyer Objections 280

MTD Sales Training

FEBRUARY 11, 2019

One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Now, what if your prospect that you’re dealing with wants a bigger discount ? What if you’ve already offered a discount and the prospect says ‘you’ve got to increase that discount?’.

Discount 199

Discount Margin How To Prospecting 199

SBI Growth

DECEMBER 5, 2013

You can acquire them in a multiple of different ways: You dropped your price too quickly and marginalized your perceived value. Fill your pipeline with new prospects. Before you realize what’s happened, they’re tugging at your pants leg. Little annoyances they are. You are a giver. Terminate your Bad Customer. Author: Dan Bernoske.'

Customer 303

Customer Referrals Margin Territories 303

The Pipeline

OCTOBER 9, 2017

Building a base of knowledge and understanding with a given prospect, their objectives, hurdles, etc., Many of the “rushed over” deals, could in fact have been better, not just in immediate revenue and quota retirement, but upsells, referrals, and most importantly, margins and price integrity. takes time, with some more than others.

Scale 265

Scale Quota Margin Referrals 265

SBI Growth

DECEMBER 20, 2012

Approach prospects in non-threatening ways. Uncover a prospect’s actual wants and needs. 4) Offer 3 Options – Provide the prospect with multiple ranges in price and features to help uncover the unknown. Your top-tier option should include all the bells and whistles, and generate a healthy margin.

Customer 282

Customer How To Margin Negotiation 282

The Pipeline

NOVEMBER 20, 2020

One question I always when helping sales teams prospect better, is “why B2B professionals don’t like to telephone prospecting?” And unless the prospect is looking when we call, we are inviting them to say no. The good news is that to some degree, the first objections on a prospecting call are a conditioned response.

Objections 262

Objections Call-back Face-to-face Margin 262

SBI Growth

SEPTEMBER 7, 2013

It allows you to start off on the right foot in several ways: Approach prospects in non-threatening ways. Uncover a prospect’s actual wants and needs. Three Options - Provide the prospect with multiple price and feature ranges to help uncover the unknown. Tailor your message and provide the best solution possible.

Closing 297

Closing Strategy Proposal Decision Maker 297

SBI Growth

NOVEMBER 6, 2012

This is where your buyer persona can be leveraged to create an irresistible offer to your ideal targeted prospect. If you have tried LinkedIn advertising with marginal success, or you’re starting new, sign-up for our Make The Number event here. By signing up you will receive my LinkedIn Ad optimization tips sheet.

LinkedIn 296

LinkedIn Sales Qualified Lead Top of Funnel Marketing Qualified Lead 296

SBI Growth

DECEMBER 5, 2013

Having a clear understanding of your ideal customers and prospects is essential to success. Without that, virtually all else below is drastically marginalized. Routes to market must align with how your customers and prospects want to be served. Account Segmentation – For a good primer on Account Segmentation, click here.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Pointclear

JANUARY 4, 2018

This table compares the cost per lead on outbound (PointClear Prospecting/Nurturing) to several other sources of inbound leads. What do you think the chances are that sales will cull through 3,117 suspects to find 40 prospects? You can’t cost effectively buy quality leads for low price and low margin offers.

Cost per Lead 170

Cost per Lead Sales Qualified Lead PointClear Lead Scoring 170

Partners in Excellence

JANUARY 23, 2025

And that drives us to look at our prospecting and activity metrics. The marginal cost of doubling activity through AI is virtually $0. Recognizing revenue is a trailing metric, we become obsessed with things that tell us whether we will achieve those goals. We become obsessed with forecasts, pipelines, and their health.

Segment 122

Segment Maximizer Margin Up-Sell 122

The Pipeline

AUGUST 14, 2013

I see this in all aspects of sales, those who just make ten calls to ten sequential names on a list, and call it prospecting; versus those who initiate contact and engagement with ten 10 prequalified, researched, planned and targeted viable potential buyers, using all the tools available to them, from traditional to social and everything between.

Scale 293

Scale Forecasting Call-back Account 293

Understanding the Sales Force

OCTOBER 30, 2013

having a hard time telling if the prospect is interested (26%). And companies wonder why their sales cycles are so long, their closing percentages are so low and their margins are slip sliding away. not knowing who else is influencing purchasing decisions (49%). not having appropriate follow-up materials (17%).

Decision Maker 271

Decision Maker Survey Follow-up Margin 271