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

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. When companies fear providing tools, they are unknowingly saying that they are OK with their sales force being at a disadvantage. Margins are shrinking; sales cycles are taking longer.

CRM 235

CRM LandSlide Margin Cold Calling 235

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. After evaluating your team and their tools, you might ask “Where do I start?”

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

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. Build those skills by utilizing the tools around you. Your manager is one of those tools. You have the tools to get better if you want to.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Highspot

APRIL 1, 2025

How Artificial Intelligence (AI) Role-Play for Manager Training Works AI role-play offers dynamic simulations of real team conversations, letting managers practice conflict resolution, decision-making, and coaching in a low-stakes yet highly engaging environment. Define Your Training Goals Identify your objectives for manager development.

Training 52

Training Sales Management Hiring Lead Rank 52

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

Partners in Excellence

JANUARY 23, 2025

” And we are using these tools to…… ramp up the numbers even more. 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? But something becomes very clear.

Segment 122

Segment Maximizer Margin Up-Sell 122

Cincom Smart Selling

FEBRUARY 21, 2025

However, the true power of CPQ lies in proper training. A well-trained sales team can navigate the system effortlessly, configure products accurately, and apply pricing rules without errors. Without the right training, inefficiencies and mistakes can slow down the sales cycle, leading to lost opportunities. What is CPQ Software?

Training 48

Training Closing Discount Lead Rank 48

SBI Growth

NOVEMBER 25, 2013

But selling value allows not just revenue but margin to be considered. Training, piloting or even taking on extra responsibility (i.e. Download the tool and work on developing people for promotion. For example, making the number by discounting heavily hits your goals. That’s profitable and good business. Author: Dan Perry.

Promotion 297

Promotion Construction Hiring Scale 297

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

Anthony Cole Training

JANUARY 13, 2014

It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools. is a question. A couple of things. Inspect what you expect.

Sales Forecasts 189

Sales Forecasts Forecasting Margin Incentive 189

Hubspot Sales

DECEMBER 17, 2024

Not-so-spoiler alert: I am fully on the AI train. AI tools can recognize patterns and trends, and if those patterns seem a bit wonky, the system will flag them for review. This can help increase margins and reduce transaction costs and risks. Knowing this, it makes sense why 94% of companies use AI for fraud detection.

Examples 98

Examples Ideal Customer Profile System Benefit 98

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. Sales Tool. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Sales eXchange.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Understanding the Sales Force

APRIL 16, 2012

Despite those business pressures, these initiatives were put in place: 53% want higher margins. If most of your reps are failing, you've either been hiring the wrong salespeople or you have failed to sufficiently train and coach them. Here are their business pressures: 56% reported not seeing sufficient growth in top line revenue.

Hiring 193

Hiring Territories Compensation Forecasting 193

SBI Growth

JULY 10, 2014

” It includes a downloadable tool to assess your readiness for successful implementation. Sales leaders regularly face the daunting task of delivering revenue and margin growth. The virtual training received high marks. Making the Number Means Making Change. The solutions were well designed. What went wrong?

Sage 267

Sage Lead Rank Forecasting Inside Sales 267

Sales and Marketing Management

JUNE 22, 2020

As Square co-founder Jim McKelvey explained to The Wall Street Journal, “We have a lot of tools that a lot of people need. And a lot of people didn’t know they needed those tools. Let them go to competitors who are willing to sacrifice margin.”. The sales force may need updated training in negotiation, value selling and pricing.

Margin 194

Margin Discount Airlines Incentives 194

SBI Growth

SEPTEMBER 6, 2012

Our margin increases were coming from cost cuts and vendor renegotiations rather than increased sales.”. We provided them with the tools, training and support required to be effective.”. Caliber is one of the largest multi-shop operators (MSOs) in the country. The collision repair’s “market” depends on wrecked cars.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

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! Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

Scale 265

Scale Quota Margin Referrals 265

Sales and Marketing Management

SEPTEMBER 13, 2017

Research out of Harvard Business School over a 10-year period showed that companies with clearly defined and well-articulated strategies outperformed their counterparts, on average, by 304 percent in profit margin, 332 percent in total sales and 833 percent in total return to shareholders.

Journal 237

Journal Margin Exercises Groups 237

Sales Training Connection

JANUARY 8, 2013

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One additional insight relates to the nature of the sales training. One aspect of getting it right is sales training.

Account 98

Account Training Territories Margin 98

Mindtickle

JANUARY 14, 2025

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. Why does sales negotiation training matter? What is sales negotiation?

Negotiation 105

Negotiation Closing Training Face-to-face 105

Cincom Smart Selling

JANUARY 30, 2025

Finally, well examine best practices and tools for optimizing quoting processes, helping businesses achieve faster, smarter, and more profitable outcomes. This step is often pivotal in converting interest into commitment, making it an indispensable tool in sales operations.

Lead Rank 62

Lead Rank Proposal Sales Qualified Lead Sales Cycle 62

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. The study clearly shows that the top officers drive 22 percent higher profit margins. I created a collage of links to some of the most interesting posts and links here. Press release here.

Company 208

Company Film Study Lead Rank 208

SBI Growth

OCTOBER 11, 2012

Average Selling Price was not part of the target, so lots of easy, low-margin deals made up the quota. Have them train the rest of your team on this topic. You’ll get an excerpt of CAP library items and multiple other tools that you can use to help Sales make 2013 one of the best years yet. Why risk new logos? Register here.

Quota 257

Quota Compensation Commission Margin 257

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. Free Assessment Tools. Anthony Cole Training Website.' I love to look at data to find out what has to happen with a sales team to help it become more successful. BUT the data in this book has me dazed and confused.

Hiring 167

Hiring Margin Banking Call-back 167

Sales and Marketing Management

OCTOBER 31, 2017

Margins are thinner than ever, and each promotional dollar must generate directly attributable ROI. Utilize online training, quiz and survey tools … and compensate them for their attention. Most program sponsors also like the idea of paying for performance.

Incentives 195

Incentives Incentive Strategy Penetration 195

The Pipeline

FEBRUARY 3, 2012

One approach that intrepid leaders can look to is too shrink the size of territories, based on a number of factors driven by deal size, length of cycle, nature of the offering (new or mature), is the focus margin or market share, is there opportunity for organic growth, or strictly competitive account growth, and others. Sales Tool.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Anthony Cole Training

APRIL 18, 2011

Leadership Training (2). sales management training (4). sales tools (25). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! Best in Class Sales Training. Inspiration (1).

Hiring 174

Hiring Ideal Customer Profile eBook Webinar Metrics 174

Anthony Cole Training

APRIL 15, 2011

Leadership Training (2). sales management training (4). sales tools (25). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. There isnt enough margin for error anymore! Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series!

Hiring 172

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 172

Anthony Cole Training

JUNE 30, 2014

Too bad, because if they did – if YOU did – you would sell more business, more quickly, at higher margins. You can access more of our valuable sales tools by clicking on the Free Resources link in the menu bar at the top of the blog or by visiting our website at www.anthonycoletraining.com. Of course it is.

Margin 199

Margin Call-back eBook System 199

Anthony Cole Training

FEBRUARY 14, 2012

Leadership Training (2). sales management training (4). sales tools (25). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Closing more business, more quickly, at higher margins. Best in Class Sales Training. Increase Sales (22). mentoring (2).

Hiring 167

Hiring Ideal Customer Profile eBook Webinar Metrics 167

Anthony Cole Training

JULY 28, 2010

Leadership Training (2). sales management training (4). sales tools (25). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. At Anthony Cole Training in our Effective Selling System, we call this the TMR (Time, Money, Resources) step. Inspiration (1).

Hiring 135

Hiring Buying Cycle Ideal Customer Profile Margin 135

Cincom Smart Selling

FEBRUARY 14, 2025

Implement automated discounting rules to prevent excessive price reductions that could erode margins. Automate contract generation by integrating CPQ with Contract Lifecycle Management (CLM) tools to reduce manual errors and ensure compliance. Leverage AI-driven sentiment analysis to assess deal health based on customer interactions.

ROI 48

ROI Maximizer Lead Rank Discount 48

SBI

JUNE 21, 2018

He had a mandate to decrease costs to improve profitability by increasing margins. The goal is to put tools in their hands that engage customers, and that will make sales people more efficient, allowing them to both handle more customers and, more importantly, accelerate the sales process. What did he do? He turned to Demo Automation.

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

Zoominfo

MAY 12, 2020

Skills can be taught with training. Passive candidates will respond more warmly to a new position that offers support and flexibility, instead of another deadend job with a marginally higher salary. For the best results with candidate sourcing efforts, utilize different networks and forums for outreach, as well.

Hiring 278

Hiring How To Salary Networking 278

Anthony Cole Training

JUNE 2, 2010

Leadership Training (2). sales management training (4). sales tools (25). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! Best in Class Sales Training. Inspiration (1).

Hiring 172

Hiring Ideal Customer Profile Webinar Metrics eBook 172

Cincom Smart Selling

MARCH 13, 2025

Moreover, inconsistent discounting practices can erode profit margins and create distrust among customers. AI-powered pricing intelligence : Automatically applies the right discounts, promotions, and margin thresholds. Automated CPQ empowers sales teams with the tools they need to win more deals and drive revenue growth.

Benefit 48

Benefit Discount Scale Margin 48