The Sales Hunter

OCTOBER 11, 2012

The lower profit margin you’re making selling at the lower price is not going to give you or your company the level of profit you need to operate. This is the bane of so many issues. Why do anything that would attract difficult customers? A smarter move would be to encourage them to buy from a competitor.

Discount 276

Discount Margin Motivation Groups 276

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Check out the articles and begin closing more sales at a higher margin. Related posts: Negotiation Skills: Don’t Celebrate When Things Go Your Way. high profit selling. prospecting. Client List.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

Hubspot Sales

OCTOBER 9, 2023

Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. Business strategies aren’t one-size-fits-all — not every prospect has the same one. Is your prospect's goal to increase revenue? Increase profit?

Prospecting 105

Prospecting Consumer Margin Objections 105

Women Sales Pros

DECEMBER 27, 2018

Time to apply the emotional-intelligence skill of reality testing and seeing things for what they are. The irony behind this selling scenario is that there are other salespeople at the company selling the same products and services — at full margin! They simply need to hire a pleasant person to take phone orders.

Hiring 93

Hiring Margin Selling Skills Up-Sell 93

Hubspot Sales

OCTOBER 9, 2019

more deals and the profit margin on sales-won improved by 12.2%. So, how can you improve your sales skills? Below, you'll learn how to develop your sales skills and improve your performance on your team. Getting comfortable breaking up with prospects. Challenging prospects on why they're stuck. Implement roleplay.

Film 144

Film Hubspot Sales Cycle Lead Scoring 144

The Brooks Group

OCTOBER 11, 2017

Maintaining a healthy profit margin is (of course) important to the overall success of your sales team and organization. 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)? This can cut into margin and be unsustainable in the end.

Discount 56

Discount Margin Negotiation Face-to-face 56

The Brooks Group

MAY 24, 2017

Savvy distributors are providing their service department with consultative selling skills training so they are able to: 1. Helps You Achieve Higher Margins. According to Aberdeen , margins generated by service-related activities can be as much as 10 times higher than those of initial product sales.

Customer Service 49

Customer Service Benefit Customer Margin 49

Pipeliner

FEBRUARY 8, 2019

Your sales team members may not lack negotiating skills – but they might lack the soft skill needed to execute hard skills: emotion management. Here’s a scenario that happens every day in the sales profession: A salesperson meets with a prospect, who listens intently, answers questions and then lobs the price bomb.

Negotiation 58

Negotiation Margin Discount Intent 58

The Brooks Group

MAY 9, 2018

To succeed in this environment, sales leaders must help their teams embrace value-based selling techniques. What Is Value-Based Selling? Value-based selling, in short, is a sales approach that focuses on communicating and delivering value to prospects and customers throughout their decision-making process.

Lead Scoring 53

Lead Scoring Lead Rank Margin Buyer 53

Gong.io

JUNE 10, 2019

Prospecting. But when you combine it with the rest of their skills, you’ve got a chain-link system that leads to a crazy successful career. That’s because they’re only marginally stronger in each area of the sales process. You may want to read that sentence again). Value messaging. Deal strategy. Negotiation.

Video 91

Video System Objections Margin 91

Sell Integrity

APRIL 5, 2021

As the economy picks up steam, organizations are seeing the next 12 to 24 months as a unique opportunity to capture increased market share and margin growth. This begs the question: Does your team have the confidence and skill to take advantage of these complex sales opportunities? By Bruce Wedderburn.

Up-Sell 64

Up-Sell Account Margin Influencer 64

The Brooks Group

APRIL 8, 2014

Salespeople and sales managers are treated fairly and - ideally - are paid on margin, not volume. Prospect & Customer Perceptions. In top sales organizations, salespeople understand the strategic organizational issues facing their prospects and customers and are perceived as strategic partners.

Hiring 40

Hiring Lead Rank Coaching Sales Coaching 40

Partners in Excellence

FEBRUARY 5, 2016

They know that sharp execution of the process improves their odds to win, reduces their sales cycle, and maximizes deal value/margin. After all, they are selling themselves into a dream job. Implicitly, they should leveraging their selling skills to the utmost in executing their sales plan. They never wing it.

Hiring 48

Hiring Call-back Margin Territories 48

Mindtickle

JUNE 21, 2023

Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals. BANT BANT is an acronym commonly used in sales to qualify and assess potential leads or prospects.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. 1. Jeb Blount (Sales Gravy). Jeffrey Gitomer. Enter Jeffrey Gitomer.

Channels 187

Channels Face-to-face Video Hubspot 187

Partners in Excellence

JULY 14, 2023

If I start chasing marginal deals or those driven by wishful thinking, I’m not spending my time on “my deals,” those that should be wired for me to win. We can spend a lot of time focusing on specific selling skills, for example questioning, probing, objection handling, presenting skills, closing skills.

Ideal Customer Profile 115

Ideal Customer Profile Pipeline Margin Construction 115

Partners in Excellence

SEPTEMBER 26, 2022

As a result, we fill our pipelines with marginal prospects–wishful thinking on our part, but people that have very low likelihood of ever needing our solutions. Even though those customers may be committed to change, the probability that our offerings are even a marginal fit is low. Consider focusing on disqualifying!

Ideal Customer Profile 71

Ideal Customer Profile BANT Pipeline Margin 71

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like sales prospect research , sales outreach, and professional development. His focus is to accelerate peak performance fast. Enter Jeffrey Gitomer.

Channels 100

Channels Video Hubspot Face-to-face 100

Sales Hacker Training

SEPTEMBER 5, 2018

Founded in 1990, Action Selling provides a broad range of training resources to hundreds of thousands of sales professionals. The company was among the first in the industry to incorporate big data into its learning infrastructure, focusing on critical selling skills and the best ways to reinforce these proficiencies.

Training 103

Training Scale Lead Qualification Lead Rank 103

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.” Prospective clients recognized that the higher price point was justified by the exceptional value they would receive in return. Myth #1: The Best Salespeople are Natural Sellers.

Ideal Customer Profile 62

Ideal Customer Profile Discount Lead Rank Lead Scoring 62

Klozers

JUNE 5, 2014

Sales Methodologies can make or break your business , as they not only impact the way you sell, they have a direct impact on many other important factors in your business. Check out the table below on Sales Methodology for some ideas on how the main four differ.

Sales Methodology 44

Sales Methodology Margin Cold Calling Social Media 44

Allego

APRIL 29, 2025

times higher gross margin than the bottom quartile for every dollar they invest in sales. Top-performing companies offload up to 50% of non-selling tasks and aggressively automate workflows across the sales organization. Proof points from real customers build trust and credibility, helping prospects envision success with your solution.

Top of Funnel 62

Top of Funnel Hiring How To Sales Enablement 62