MTD Sales Training

FEBRUARY 3, 2020

Many times, we meet salespeople who are struggling to meet their targets and are trying desperately to gain more sales, sometimes through cold-calling. 4) Build the relationship outside of the sales cycle. 10) Be the kind of supplier they would wish to contact without feeling pressured. 5) Find out who their customers are.

Suppliers 98

Suppliers Sales Training Profitability Marketing 98

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. That’s why we compiled a list of the 100 most useful sales terms every salesperson needs to know.

B2C 98

B2C Sales CRM Profitability 98

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. – Give extra services etc to get the sale.

Management 48

Management Suppliers Profitability Account Management 48

Corporate Visions

NOVEMBER 7, 2018

Want to wow your sales team for kickoff? Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. That would make for a big kickoff!

Meetings 64

Meetings Suppliers Sales Decision-making 64

MTD Sales Training

JULY 23, 2018

5) If necessary, find a compromise position that will make the customer happy and still maintain a profitable position for you. Remember…they will be like this with every supplier or service provider…it’s not just you. MTD Sales Training. Happy Selling! Sean McPheat. Managing Director.

Suppliers 65

Suppliers Sales Training Profitability Media 65

MTD Sales Training

AUGUST 16, 2017

Find out how the relationship is going with their current supplier, and if there is anything they are still looking for that they are nor enjoying with that supplier. Offer solutions that would take them from where they are now to a better productivity, process, profitability or procedure that they weren’t aware of.

Suppliers 75

Suppliers Sales Sales Training Profitability 75

MTD Sales Training

AUGUST 31, 2016

A group of salespeople on one of our sales programmes were asked about their USPs recently. The sales guys we were working with were unaware of the USPs their competition were pushing. In fact, one competitor’s products outlasted and outperformed the products of the sales team we were working with in every facet we measured.

Suppliers 48

Suppliers Sales Training Profitability Marketing 48

MTD Sales Training

DECEMBER 5, 2018

It appears logical that the same product cheaper from another supplier is, rationally, the better value. How you help them achieve their goals, quicker, more profitably or with less risk than your competitors. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. How you treat your clients.

Decision-making 80

Decision-making Suppliers Sales Training Profitability 80

MTD Sales Training

DECEMBER 2, 2016

For questions about identifying needs and wants and also moving the sale forward, click here to download ‘450 Sales Questions’ Yes, they are, but there is a pattern, a composite list if you like, of similar needs and wants that link businesses together. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Suppliers 48

Suppliers Profitability Sales Training Marketing 48

MTD Sales Training

NOVEMBER 24, 2016

We all know that partnering with a client’s business helps you to establish long-terms relationships, often provides improved profit opportunities and adds value at every touchpoint you have with the buyer’s company. Rick Cheatham (Leader of BTS Sales Practice). Mike Wells, Ex-Lexus, now Group VP of Sales, Toyota. Happy Selling!

Client Relationships 48

Client Relationships Suppliers Decision-making Negotiation 48

MTD Sales Training

JULY 2, 2013

But there’s a competitor of yours that can cause major challenges, and for many salespeople it can stop the sale in its tracks. MTD Sales Training | Sales Blog | Image courtesy of JS Creationzs at FreeDigitalPhotos.net. appeared first on MTD Sales Training. Happy selling! Sean McPheat.

Suppliers 48

Suppliers Sales Training Decision-making Profitability 48

MTD Sales Training

SEPTEMBER 17, 2013

Examples of this would be when companies start losing market share, employees, profits or productivity. Examples would be where they see chances to increase market share, go for higher profits or improve productivity. If you asked, “What makes you want to choose a different supplier?” How do you know which is which?

Decision-making 48

Decision-making Suppliers Profitability Sales Training 48

MTD Sales Training

MAY 10, 2016

Ask any buyer what cements the relationship between them and their best suppliers, somewhere down the line this concept of connection will rise up. The buyers needs to feel they have got a good ‘deal’ (whatever that means in their mind) and also has to recognise you have to make a profit in order to keep servicing them. Happy Selling!

Negotiation 48

Negotiation Client Relationships Decision-making Suppliers 48

MTD Sales Training

APRIL 28, 2011

Those costs of switching will include the benefits they will lose by dropping you as a supplier, as well as the actual monetary value of losing the profits you can bring them. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling! Sean McPheat.

Suppliers 48

Suppliers Profitability Sales Training Sales 48

MTD Sales Training

MAY 13, 2011

You cannot simply increase price to raise your profitability. If necessary, show them how your costs have escalated from your suppliers, like transportation expenses because of fuel costs. Has your client had price increases from other suppliers? MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Suppliers 48

Suppliers Transportation Profitability Sales Training 48

MTD Sales Training

JUNE 21, 2011

” “What takes away some of your profitability?” “How much flexibility do you require from a supplier?” MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post Shift Your Buyer’s Focus With Quality Questions appeared first on MTD Sales Training.

Suppliers 48

Suppliers Sales Training Decision-making Profitability 48

Jeffrey Gitomer

APRIL 21, 2011

Tweet Share Sales Truth: Salespeople become known by the questions they ask. This is a 100% price driven sale. Low profit. Find out a little bit about the prospect’s business so you can go into the sales call with answers and ideas that may get the prospect excited enough to buy. See Jeffrey Live! Hire Jeffrey.

Media 134

Media Leadership Suppliers Decision-making 134

Account Management Skills

MAY 10, 2021

And they were helping them holistically around, you know, all the areas of the business finance ops – marketing, sales culture, and trying to help people get to what their vision, you know, wherever their vision was, they’re trying to help them on that journey. So the biggest thing for us really is staff cost, the gross profits.

Finance 40

Finance Account Management Banking Management 40

MTD Sales Training

DECEMBER 2, 2019

This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral facet of every single business. Of course, you should be focusing more of your time on your most profitable customers. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Key Account Management 80

Key Account Management Account Management Management Suppliers 80

Hubspot Sales

MAY 22, 2018

In order to build a successful company, you’ll need to create and fine-tune a business plan, assess your finances, complete all the legal paperwork, pick your partners, choose the best tools and systems to help you get your marketing and sales off the ground … and a whole lot more. Design a marketing & sales strategy.

Finance 145

Finance Business Planning Small Business Investors 145