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

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

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

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

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

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

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

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

The Brooks Group

MAY 9, 2018

Here are 7 tips to help your sales reps develop their value-based selling skills. It’s cutting into our profit margin substantially. Customers who understand the value of your solution are less likely to push back on the cost, and more likely to invest sooner and at a higher level.

Lead Rank 53

Lead Rank Lead Scoring Margin Buyer 53

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

The Brooks Group

MARCH 27, 2014

In another situation, salespeople were given a reasonable base and a significant commission based on sales volume and margin on an individual basis. How to position selling skills training to experienced salespeople. The bonus plan was also flawed. No one should have been surprised by the results. And more! .

Compensation 40

Compensation Salary Margin Commission 40

The Brooks Group

APRIL 8, 2014

Salespeople and sales managers are treated fairly and - ideally - are paid on margin, not volume. Sales leadership encourages and coaches these skills and rewards behaviors which demonstrate a rep has them. Selling Skills Training & Mastery Track Is In Place. Role Clarity & Expectation-Setting.

Hiring 40

Hiring Lead Rank Coaching Sales Coaching 40

Gong.io

OCTOBER 11, 2018

But in winning companies, the differences in reps’ behaviors are marginal. Individuals in this scenario “do their own thing,” whether they’re a top-notch seller, average, or about to be fired. This consistency is the type of stuff that launches you into market leadership.

Quota 61

Quota Webinar Metrics Segment Cancellation 61

Mindtickle

JUNE 21, 2023

Sales quotas are typically established based on factors such as revenue, units sold, profit margin, or other key performance indicators (KPIs) relevant to the organization’s sales objectives. It represents the desired level of sales performance that the individual or team is expected to achieve.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52