Remove Margin Remove Prospecting Remove Sales Management
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“Our Value Proposition is…”

The Pipeline

Your prospects sure don’t! What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. No, seriously!

Lead Rank 398
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The Monumental Effort Required to Grow Sales in 2014

Understanding the Sales Force

What if your average sale or account drops? What if it takes 15 attempts instead of 10 attempts to reach a single prospect? What if your margin drops by 10%? What if your sales cycle extends by 2 months? For those, you''ll have to head into 2014 and leave margin for error. What if the closing percentage changes?

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THE Secret – Just One Secret To Getting Sales People To Sell More

Anthony Cole Training

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. I have come to this realization based on my last 4 sales.

Hiring 220
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Here Are The Dumbest Questions Salespeople Ask ? And Why.

Jeffrey Gitomer

It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. This is a 100% price driven sale. Low margin. Sales Management.

Hiring 335
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Measuring Execution To Deliver The Number

SBI Growth

The Checklist is broken into two areas where managers should focus. They are outlined in James Jordan’s “Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance.” The following examples illustrate how the Checklist has helped teams execute their sales strategy.

Licensing 281
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Excuse My Typos – Just Busy Establishing Plausible Deniability

The Pipeline

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
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The Top 3 Reasons Why Salespeople Fail at Consultative Selling?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I have been teaching and writing for years that buyer-focused selling, a consultative approach to sales, is the best approach for differentiating, adding and being the value, maintaining and increasing margins and winning a larger percentage of opportunities.