The Sales Hunter

OCTOBER 17, 2013

If we shift to a “pull” strategy, I feel we will have a much higher close ratio and, better yet, do it with a higher margin. Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills benefits needs outcomes sales strategy' Copyright 2013, Mark Hunter “The Sales Hunter.”

Strategy 241

Strategy Cold Calling Consultative Selling Margin 241

The Sales Hunter

JANUARY 21, 2014

Key is to know what you might offer before you present anything and make sure whatever is offered does not negatively impact your price or profit margin. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Use the presumptive closing technique. ” There they are.

Negotiation 244

Negotiation Discount Margin Selling Skills 244

MTD Sales Training

JULY 7, 2015

We often talk about the selling skills required to deal with today’s complex and competitive market place. Those skills normally revolve around the abilities of salespeople to achieve specific sales. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Margin 120

Margin Buyer Selling Skills Competition 120

SBI Growth

NOVEMBER 14, 2012

In order to improve your selling skills, you need to improve your competencies piece by piece. Here are a few examples to help get you thinking: Selling Skills: With 14 attributes such as sales approach, negotiating and active listening. Personal Skills: 9 attributes including analysis, creativity and risk taking.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The Sales Hunter

MARCH 12, 2013

First, we’re changing how customers view and feel about the price-to-value relationship on what we sell. Second, we’re changing our sales process, because we’re working on a lower gross margin. Second point is the one of changing your sales process because of lower gross margins.

Margin 221

Margin B2C Ideal Customer Profile Segment 221

Understanding the Sales Force

OCTOBER 30, 2013

And companies wonder why their sales cycles are so long, their closing percentages are so low and their margins are slip sliding away. We include several factors to support our answer but I can share that the findings come from: their sales DNA, their Beliefs, their existing set of selling skills, and. their comfort level.

Decision Maker 271

Decision Maker Survey Follow-up Margin 271

The Sales Hunter

MAY 7, 2013

First, you’re telling yourself what you’re selling is not worth full price. Third, you’re taking margin out of your business both short-term and long-term. Blog pricing Professional Selling Skills cash flow discount discounting price' Copyright 2013, Mark Hunter “The Sales Hunter.”

Discount 194

Discount Strategy Margin Small Business 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

Janek Performance Group

DECEMBER 24, 2024

In addition to the career benefits for reps, such as increased knowledge and skill development, it provides numerous advantages for the organization, including greater quota attainment and higher margins. This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc.,

Training 118

Training Hiring How To Retention 118

Jeffrey Gitomer

APRIL 21, 2011

Low margin. Why send a quote — the next person who quotes 2 cents cheaper gets the business. What about the value? Can I bid on…? Same as a “quote” only worse. This is a 100% price driven sale. Low profit. Low commission. Low percentage of success. How long do you want to go? Tell me a little bit about your business?

Hiring 335

Hiring Social Media Loyalty Commission 335

The Sales Hunter

FEBRUARY 22, 2013

What is even worse is by doing a close-out sale, you are most likely already cutting your margins significantly, all for the sake of freeing up resources. In my book what you’re doing is risking your long-term business all for the sake of a quick volume surge, but at a lower margin.

Discount 181

Discount Closing Margin Resources 181

The Sales Hunter

MARCH 20, 2012

By being careful to avoid these type of customers, not only will you protect your own profit margin and sales process, but you’ll wind up giving your competitor an upset stomach from having to deal with them. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Discount 220

Discount Margin Motivation Objections 220

The Sales Hunter

DECEMBER 9, 2011

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. selling a price increase. selling skills. Here’s the link. Copyright 2011, Mark Hunter “The Sales Hunter.”

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

Sales Training Connection

MARCH 18, 2013

Profit margins are under increasing pressure. The challenge is – How do you add expertise and manage the cost curves so profit margins are not eroded? If you going to sell as a team, train as a team. Now, it is safe to say that no one single factor is the cause of this trend. But one deserves particular attention. Utilization.

Margin 112

Margin Vendor Face-to-face Sports 112

Partners in Excellence

MARCH 4, 2025

The selling skills for this are the skills typical of hunters. Yet they are selling into an existing logo account. But there are many companies where the marginal costs of continuing to focus on current products/services, customers, markets far exceed the returns they get. Now surely you are confused!

Segment 77

Segment Automotive SAP Penetration 77

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

NOVEMBER 18, 2020

64% of sales leaders who invested in remote selling met or exceeded revenue targets this year. Inclusive organizations report 28% higher revenue, 2x net income, and 30% better economic performance on profit margin. Selling skills is the number one area of focus for 38% of sales managers when coaching their reps.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

A Sales Guy

AUGUST 3, 2012

This includes KPI’s; quota, margin, pipeline, average deal size, win/loss ratio etc. They need to put on paper and commit to the team how much revenue, margine, their average deal size, pipeline growth, etc.will be. The right way to do a business review is like this: What did you say you would do?

Hiring 115

Hiring Margin Cold Calling Quota 115

Hubspot Sales

OCTOBER 9, 2023

Typical drivers of shareholder value include free cash flow, revenue growth, margin growth, expense reductions, new products launched, product pipeline, and future capacity. Drivers of shareholder value vary by industry and company. Does Your Sales Team Have the Right Customer Insights?

Prospecting 105

Prospecting Consumer Margin Objections 105

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

OCTOBER 6, 2022

Our customers tend to talk about revenue/earnings growth, EBITDA, cashflow, margin, ROI, capitalized/expensed, risk, investment, total implementation costs. The other 95% focused their development programs on selling skills, product knowledge and skills, and leveraging technology.

Conversion 121

Conversion Customer How To ROI 121

Sell Integrity

MAY 25, 2021

Here’s why it’s so important to get your sales plan and strategy firmed up now: If you don’t, you won’t be able to achieve the market share and margin growth that’s going to be available in the next 12 to 24 months. Product knowledge and selling skills, by comparison, are much less predictive of sales success.

Call-back 113

Call-back Comparison Margin Pivotal 113

Partners in Excellence

NOVEMBER 3, 2022

As we analyze the highest performing selling organizations, we notice something interesting. Their margins tend to be the best. These organizations are consistently outperforming others in their industries/markets. Their growth rates are consistently among the best.

Retention 139

Retention Engineering Coaching Face-to-face 139

A Sales Guy

JULY 16, 2012

Ask each of the territory managers to give you their revenue/margin/product goals for the year. Once you’ve determined this, share it with the entire organization. Once this has been done start with a bottoms up exercise. The key here is to take the information and vet it agains the above criteria.

Quota 113

Quota Exercises Territories How To 113

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

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. Always be on the lookout for ways to continuously build upon your sales skills and boost your numbers.

Film 144

Film Hubspot Sales Cycle Lead Scoring 144

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

Zoominfo

DECEMBER 13, 2018

For more than 30 years, David’s firm has helped companies of all sizes achieve growth, improve margins, recruit stronger salespeople, and develop high-performing sales professionals. This YouTube channel discusses the future of B2B sales and selling. Featured Video: If You Have the Ability, Then You Have the Responsibility.

Channels 187

Channels Face-to-face Video Hubspot 187

Pipeliner

FEBRUARY 8, 2019

Develop your team’s emotion-management skills and pre-call planning. The result will be consistent execution of the negotiation skills, the hard-selling skills, required to win more business at the right margin with the right clients. Soft skills do produce hard sales results. Good Selling!

Negotiation 58

Negotiation Margin Discount Intent 58

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. Call me up, let’s discuss these ideas.

Ideal Customer Profile 71

Ideal Customer Profile BANT Pipeline Margin 71

Gong.io

JUNE 10, 2019

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. What separates great salespeople from the rest is hard to see. I could keep illustrating this concept with more data points.

Video 91

Video System Objections Margin 91

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

Customer Centric Selling

DECEMBER 19, 2012

Many have made strategic decisions to move away from low margin product sales to "solution sales" which often require selling products as well as services. If you can identify and codify superior selling skills, you will be in a great position. There have been mixed results.

Competition 40

Competition Face-to-face Margin Vendor 40

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 9, 2015

Compromising Profit Margin. If their “deals” are so good that they continually cut into the profit margin, then those sales aren’t actually making any money. How to position selling skills training to experienced salespeople. If it doesn’t, then you may need to let them go. Are they just really convincing? And more! .

Policies 40

Policies Margin ACT Hiring 40

Janek Performance Group

APRIL 4, 2022

However, there are a variety of ways a business can increase sales, and each method requires a different skill set. For example, is the plan to increase sales by gaining new market share and increasing the number of accounts, or are we going to focus on increasing profit margins and selling more to our current clients?

Maximizer 62

Maximizer Training Promotion Margin 62

Klozers

JUNE 5, 2014

The top sales people are always very goal orientated, but what motivates sales people are rarely the business goals such as 20% growth, increased sales targets, higher margins and increased market share. Related Posts Sales People – 5 Reasons They Discount To Sell Psychometric Tests  Sales DNA or Sales Tarot Cards?

Motivation 51

Motivation How To Social Media Scale 51