4 Rules to Help Salespeople Maximize Initial Prospect Meetings
Anthony Cole Training
NOVEMBER 5, 2020
How important is it that you or your sales team close more business, more quickly at higher margins?
Margin Prospecting Training 
The Monumental Effort Required to Grow Sales in 2014
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. Will they change the metrics on the fly and provide training and coaching to help? What if your average sale or account drops?
Top of Funnel 
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The Proper Way To Reduce Your Price During The Close….But Only If You Have To!
MTD Sales Training
NOVEMBER 4, 2011
Offering a discount to help motivate the prospect can often be a powerful inducement to close a few more sales. If the prospect feels that your price drop is nothing more than the stroke of a pen , it becomes worthless. You can essentially buy the referrals from the prospect, offering the price reduction in exchange for contacts. .
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303 How BMW Would Have Benefited from Social Selling
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. Sales reps are trained to spread messages quickly.
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Creating the Ideal Performance Culture
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. Continually develop and train on new strategies. Reps had trouble deciding which levers to focus on.
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Upgrading Your Base As Often As Your Phone
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.
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Five Areas That Will Improve Your Sales Negotiation Skills
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.
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Sales Strategy: From Vision to Execution
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. Benefit – Gives your reps formal training before the new product hits the street.
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Great Salespeople Can See the Pixels - The Rest Watch the Movie
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.
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Here Are The Dumbest Questions Salespeople Ask ? And Why.
Jeffrey Gitomer
APRIL 21, 2011
Online Training. 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. Low margin. See Jeffrey Live! Hire Jeffrey.
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A Get-Well Plan for Sales Ops in the New Year
SBI Growth
DECEMBER 5, 2013
Training: Have you given your team the right training? Some people just need the right information and training to become more productive. If budgets are tight, have your superstars conduct mini trainings. Having a clear understanding of your ideal customers and prospects is essential to success.
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How To Handle A Client That Wants A Bigger Discount
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?’.
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199 THE Secret – Just One Secret To Getting Sales People To Sell More
Anthony Cole Training
OCTOBER 20, 2014
Despite the obvious confusion of how many “secrets” there really are to any kind of success, today I bring you THE ONE secret to getting your sales people to sell more, more quickly at higher margins. That your prospect has committed in advance to spend money to fix the problem. I have come to this realization based on my last 4 sales.
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Stop Selling Like You’re In Stockholm
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.
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The Science of Basic Selling Skills
Bernadette McClelland
JANUARY 20, 2018
5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. If most salespeople struggle with selling value or holding margin when they are in a crucial conversation, then what value would building their ‘ problem-solving skills’ give them instead of ‘overcoming objection’ training?
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It’s Not A Race
The Pipeline
OCTOBER 9, 2017
The obvious may be to look at technology, or skills training to help, but there is one low tech approach that works for many, regardless of sales church they claim allegiance to, namely, slow down! Building a base of knowledge and understanding with a given prospect, their objectives, hurdles, etc., In essence, quantity over quality.
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What it Really Means When CRM Isn't a Sales Force Priority
Understanding the Sales Force
FEBRUARY 15, 2012
It's about the companies that fear CRM or any other important sales tool that requires selection, installation, training and adoption. It's a very similar scenario to companies that don't provide sales training or won't use sales assessments for selection. Prospects are more resistant; there is more competition.
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How To Respond When The Prospect Asks For A Discount
MTD Sales Training
MARCH 30, 2016
You’ve presented the product or service and the prospect has shown interest. You’ve discussed the value you could offer and the prospect has agreed that the product is right for them. The prospect asks for discount. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub. Happy Selling! Sean McPheat.
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The Pipeline ? Win The Sale Without Compromising on Price
The Pipeline
MARCH 6, 2012
In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Prospecting. Sales Training. 3 R’s of Prospecting Success. Dave Kahle – Sales Training. Negotiations.
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Benchmarking Salespeople Sounds Great but Has Many Flaws
Understanding the Sales Force
APRIL 21, 2014
Benchmarking can be useful when it comes to training your salespeople. If you have two regions that are performing similarly, selling the exact same products or services to the exact same types of customers, against the exact same competitors, you can benchmark the training. win rate.
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Moneyball: Sales Performance by the Numbers
SBI Growth
NOVEMBER 14, 2012
Go to your manger and get the training / coaching that you need and deserve. Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics. It’s to “get better at discovering prospect needs” – which in turn leads to more sales. Are you among this 66%? Don’t wait for your manager to come to you.
Price – A Hard Habit To Kick – Sales eXchange 171
The Pipeline
OCTOBER 22, 2012
To do that I asked a couple of people I know, also involved in sales training to sit down to conduct the review, in essence to play the role of the manager, and keep me honest. You figure on $100,000 deal, say 8% commission, going to $95,000 will only impact you by $400, but could be the margin for your company.
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22 Ways To Critique Your Sales Meetings
MTD Sales Training
FEBRUARY 12, 2018
There are essentially two things you should reflect on after you’ve met with a prospective buyer…the how and the what. Things like increase in productivity to keep up with competitors, decrease in staff turnover to reduce costs or improvement in quality to enhance margins might be seen as ‘baseline’ benefits. MTD Sales Training.
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277 The 3 Legs of Sales Success
The Pipeline
DECEMBER 19, 2013
One is the result of the type of prospects you pursue; if you are selling stuff measured in units, the larger the target company, the more units they will require. They discontinued offering the bottom end, their unit sales did not decline, and their revenue and margins increased. Volume of Sales. Price integrity. Tibor Shanto.
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296 The ONE Secret to Selling More
Anthony Cole Training
OCTOBER 20, 2014
Today, I bring you THE ONE secret to getting your sales people to sell more, more quickly at higher margins. Here is the secret and I guess this turns out to be 2 secrets – 1 for you and 1 for your sales people: The Secret: Make sure that, when you are presenting your solution, you ONLY present your solution to prospects that are qualified.
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3 Reasons to Market Your Small Business Like A Drug Dealer
Sales and Marketing Management
SEPTEMBER 14, 2018
This is meant for educational and training purposes because of the clear examples and useful insights that can easily be understood by analyzing what they do. It must be an active strategy where the size is based on the amount of time, money, and resources that can be invested for marketing to prospects.
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260 One More Competency That Influences Sales Success
Anthony Cole Training
JANUARY 17, 2013
It's not like the training and consulting industry doesn't have specialist at 'time management' to call on! Assuming you are a sales leader, director, executive or manager then the next priority should be prospecting. In our prospecting module we teach that the ONLY "A" priority is prospecting.
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Improve Sales Forecasting to Improve Sales Performance?
Anthony Cole Training
JANUARY 13, 2014
It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. It caught my attention because 1) the use of a number , the use of the word improve and the phrase reduce revenue risk and 2) I’m constantly on the look out for information that may be of help to my clients and prospects.
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186 How To Increase Your Value To Clients Without Dropping Your Price
MTD Sales Training
DECEMBER 5, 2018
This means that, depending on the occasion or the circumstances the prospect or customer is in, the value could be measured differently. Let’s take three examples of ‘value’ and how they could be interpreted by the prospect: Rational Value. But rationality also can depend on the specific needs of the prospect. Happy Selling!
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Sales Negotiation: How Are Your Skills? | Sales Motivation and.
The Sales Hunter
DECEMBER 9, 2011
Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Check out the articles and begin closing more sales at a higher margin. prospecting. sales training. sales training tip. training tip. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. FREE Resources.
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6 Reasons Why Selling on Price Does Not Work
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.
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Pricing challenges posed by a pandemic
Sales and Marketing Management
JUNE 22, 2020
It provides guardrails, guidance, and insights that lead to better decision-making and, in the case of pricing, preserving margins,” states Louis Columbus, who writes about technology and social innovations impacting businesses. Let them go to competitors who are willing to sacrifice margin.”. After speaking with almost a dozen U.S.-based
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DNA for High Performing Sales Teams - 3 Must Haves
Anthony Cole Training
NOVEMBER 14, 2012
Knows the compelling reasons to buy, or make a change - Top performers get into deep conversations that identify the root cause for the problems discussed by the prospect. Qualifiers do not fear rejection and are not concerned about if the prospect "likes them". It's okay if a prospect wants to think it over.
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GET OUT OF BED AND BE ON TIME!
Anthony Cole Training
JANUARY 17, 2013
Be on time for your meetings, for client appointments, for making prospecting calls and for achieving goals. It's not like the training and consulting industry doesn't have specialists at "time management" to call on! Assuming you are a sales leader, director, executive or manager then the next priority should be prospecting.
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5 Reasons Why Your Prices SHOULD Be Higher Than Your Competitors
MTD Sales Training
APRIL 4, 2018
If they’re a price-only buyer now, they will always be one, and that will only hurt long-term margins. The better customer base you acquire allows you to build further attractiveness to future prospects. MTD Sales Training. Believe it or not, some of the customers you may lose aren’t worth your time anyway. Happy Selling!
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Use These 3 Quick, Yet Effective, Tips When It Comes To Objections
MTD Sales Training
AUGUST 15, 2018
Objections occur when prospects or customers have not seen the overall value of the solution you are offering to them or their business. By this, I mean you need to uncover what is most important to the prospect in respect to the solution you are discussing. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.
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4 Forever Changes Transforming B2B Revenue Activities
Sales and Marketing Management
DECEMBER 14, 2020
Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. There are four forever changes transforming sales training and enablement from here on out: Marketing is the sales development team. Sales training and enablement must become buyer enablement regardless of the channel and preferred buyer experience.
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199 Improve Your Sales Force Despite Veteran Salespeople
Understanding the Sales Force
JANUARY 28, 2013
On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class. Here are the top 10 things which I've heard about veteran salespeople in the past 27 years of sales development consulting and training: I don't want to upset the apple cart. Increase their income.
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214 From Offline to Online to Inline Learning
Sales and Marketing Management
MAY 24, 2018
Author: Tim Riesterer Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on interest and availability. And then think about how well your training program can or can’t respond to them. In the old days, training was primarily an offline activity.
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185 10 Top Qualities Of A Good Negotiator
MTD Sales Training
DECEMBER 13, 2018
In other words, it’s a natural part of the conversation process when dealing with prospects, so if you feel you’re not good at negotiating, or you don’t have the assertiveness to get a good position for yourself during a negotiation, then you are certainly missing out on carrying out better deals and working well with the prospect.
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7 Ways to Respond When Your Prospect Asks for a Discount
Hubspot Sales
JULY 24, 2018
But you’ll only reap these benefits by discounting strategically -- not whenever your prospect asks for one. Promising your prospect a discount before the actual negotiation can have three negative consequences: The buyer subconsciously attributes less value to you and your product. You lose some of your bargaining power. Negotiation.
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The High Stakes Game of Selling
Anthony Cole Training
FEBRUARY 10, 2014
I love to help sales people gain insight from data to help them sell more business, more quickly at higher margins. 2) Helping sales professionals improve the odds of closing more closable prospects. Make sure your prospect is committed to making a change. Anthony Cole Training Website.' 8) Eliminate the incumbent.
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163 Sales Success - The Perfect Formula from Jonathan Farrington
Pointclear
JUNE 4, 2013
Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. As mentioned earlier, companies have drastically cut back on sales enablement and training.
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Inside Sales Power Tip 132 – Virtuality
Score More Sales
SEPTEMBER 16, 2013
Margins are tighter and budgets have shrunk. . Being a remote professional (virtual) rep means that you have no body language to read because your prospective client is talking to you over the phone. Thousands of outside rep jobs have even been eliminated.
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