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

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.

Strategy 317

Strategy Hiring Top of Funnel Margin 317

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

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.

Hiring 335

Hiring Social Media Loyalty Commission 335

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

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.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

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

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.

Hiring 202

Hiring Insurance Insurance Margin 202

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

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?

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

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

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.

Scale 265

Scale Quota Margin Referrals 265

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.

CRM 235

CRM LandSlide Margin Cold Calling 235

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.

Discount 120

Discount Prospecting Margin How To 120

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. Are we providing the tools, training, programs, processes they need to help them perform at the highest levels? We become obsessed with forecasts, pipelines, and their health.

Segment 123

Segment Maximizer Margin Up-Sell 123

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.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

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.

Ideal Customer Profile 300

Ideal Customer Profile Lead Scoring Lead Rank Analysis 300

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.

Hiring 261

Hiring Groups Exact Face-to-face 261

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.

Discount 303

Discount Margin Commission Pipeline 303

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.

Sales Meeting 277

Sales Meeting Meeting Decision Maker Buyer 277

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.

Scale 296

Scale Fashion Margin Sales Cycle 296

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.

Insurance 165

Insurance Insurance Margin Hiring 165

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.

Small Business 260

Small Business Small Business Marketing Social Media 260

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.

Influencer 159

Influencer Margin Government Follow-up 159

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.

Sales Forecasts 189

Sales Forecasts Forecasting Margin Incentives 189

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!

How To 202

How To Margin Buyer Prospecting 202

Mindtickle

JANUARY 14, 2025

In a perfect world, every prospect would accept your first offer as written. Fortunately, with the right sales negotiation training, every seller on your team can confidently conquer any negotiation that comes their way. In this post, well explore how sales negotiation training can supercharge your teams performance.

Negotiation 105

Negotiation Closing Training Face-to-face 105

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.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

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.

Hiring 184

Hiring Sales Qualified Lead InsideView Lead Rank 184

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

Margin 194

Margin Discount Airlines Incentive 194

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

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.

Margin 135

Margin Course Follow-up Meeting 135

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!

Margin 163

Margin Guarantee Proposal Call-back 163

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.

Objections 154

Objections Face-to-face Margin Discount 154

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.

B2B 199

B2B Revenue Top of Funnel Margin 199

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.

Negotiation 174

Negotiation Margin Positioning Insurance 174

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.

Territories 185

Territories Margin Training Pipeline 185