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I just finished reading Zig Ziglar's Secrets of Closing the Sale: For Anyone Who Must Get Others to Say Yes! and absolutely fell in love with the price vs cost discussion.
What's the difference between price and cost?
Price is a one-time agreement, right at the initial purchasing decision. The cost is the long-term quality for the entirety of the agreement, including upgrades, repairs, improvements, etc.
Zig provided the example of buying a bike at a price of $64 vs a $34 bike. They bought the $34 bike but it cost them much more over time to repair, making the cost much higher than the $64 bike. Seeing that difference brought me a ton of clarity on the true intentions and hesitations of a buyer.
My takeaway: If someone is concerned about... See More
What's the difference between price and cost?
Price is a one-time agreement, right at the initial purchasing decision. The cost is the long-term quality for the entirety of the agreement, including upgrades, repairs, improvements, etc.
Zig provided the example of buying a bike at a price of $64 vs a $34 bike. They bought the $34 bike but it cost them much more over time to repair, making the cost much higher than the $64 bike. Seeing that difference brought me a ton of clarity on the true intentions and hesitations of a buyer.
My takeaway: If someone is concerned about... See More
2
Good afternoon!
I am working on a Cost of Inaction Calculator for higher education. Have any of you developed a similar tool for your companies/verticals? Specifically, my company works with colleges and universities to develop enrollment solutions. The purpose of this calculator is to help institutions understand that "doing nothing" also has a cost.
I have a certain formula I'm using focusing on Net Tuition Revenue. Choosing to do nothing results in a (potential) continued annual loss of tuition revenue. While our industries may be different, I'm sure there are aspects of a COI Calculator that could overlap.
Hit me up if you have some thoughts on this tool, or have a similar calculator in your company's arsenal. Thanks! See More
I am working on a Cost of Inaction Calculator for higher education. Have any of you developed a similar tool for your companies/verticals? Specifically, my company works with colleges and universities to develop enrollment solutions. The purpose of this calculator is to help institutions understand that "doing nothing" also has a cost.
I have a certain formula I'm using focusing on Net Tuition Revenue. Choosing to do nothing results in a (potential) continued annual loss of tuition revenue. While our industries may be different, I'm sure there are aspects of a COI Calculator that could overlap.
Hit me up if you have some thoughts on this tool, or have a similar calculator in your company's arsenal. Thanks! See More
Chris Marr and John Becker got together to create this AMAZING piece on the impact of weak language in sales communication.
It introduces one of the most impactful tools I've seen for sales professionals, the Weak Sales Words Bingo Card, as well as numerous strategies and approaches for improving your sales language.
It covers the four core elements of good communication, including: Why we often default to apology. Establishing (and redefining) the "alpha" role in a conversation. Training yourself to be more direct. Taking the first step toward eliminating weak language from your communication Highly, highly recommend sharing this out with your team and giving it a read yourself. It will change your communication effectiveness... See More
It introduces one of the most impactful tools I've seen for sales professionals, the Weak Sales Words Bingo Card, as well as numerous strategies and approaches for improving your sales language.
It covers the four core elements of good communication, including: Why we often default to apology. Establishing (and redefining) the "alpha" role in a conversation. Training yourself to be more direct. Taking the first step toward eliminating weak language from your communication Highly, highly recommend sharing this out with your team and giving it a read yourself. It will change your communication effectiveness... See More
2
I came across this signature example from a HubSpot Enablement Agency and I really loved the simplicity and functionality of the signature but I'd like mine to be less "ME"-oriented. What are your favorite signature elements??? We need to up our game for nurturing emails, new sales, consulting, and account management!
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Do you have an example of what you use to get a response from cold prospects that clicked on your meeting link but don't book?
I would like to automate an email to them directly since they are likely the best unconverted opportunities we are getting right now.
PS. I have watched trainings on how to optimize the meeting link landing pages and I've also thought about sending video 1:1 but I haven't had time to execute on that yet : )
Jen See More
I would like to automate an email to them directly since they are likely the best unconverted opportunities we are getting right now.
PS. I have watched trainings on how to optimize the meeting link landing pages and I've also thought about sending video 1:1 but I haven't had time to execute on that yet : )
Jen See More
Hey everyone!
I'm in the process of building out a lead management program between marketing and sales. To make it the best it can be, I would love to get any input or tips that the community has on what steps should be included.
From my side, I want to make sure that there are clear expectations for marketing and sales stakeholders and that we have a full understanding of what success looks like.
Look forward to hearing your feedback on this! See More
I'm in the process of building out a lead management program between marketing and sales. To make it the best it can be, I would love to get any input or tips that the community has on what steps should be included.
From my side, I want to make sure that there are clear expectations for marketing and sales stakeholders and that we have a full understanding of what success looks like.
Look forward to hearing your feedback on this! See More
Hello! I hope everyone's doing well. I'd love to see if it's possible to have a session with someone who I can practice role-play interviews with (I have an upcoming interview this Thursday). This is for a consulting role, and any guidance will be greatly appreciated.
Have a great day! See More
Have a great day! See More
Do you love the way your Cost article reads for your business? Would you mind sharing?
Looking for some great examples to inspire our article as we finish ours off.
Thanks in advance!
Jen See More
Looking for some great examples to inspire our article as we finish ours off.
Thanks in advance!
Jen See More
In the sales mastermind today we were talking about ways to make videos that are custom-recorded for one person actually personalized so the person knows, before even clicking play, that the video is just for them.
When it comes to video selling, whether pre-recorded or live on a video sales call, how do you make your interactions more personal?
Some things we discussed were: Whiteboard with their name in a thumbnail Shared screen with their website, LinkedIn, etc. in the thumbnail Changing your virtual background to something relevant to the prospect What have you tried? Any cool ideas to share? See More
When it comes to video selling, whether pre-recorded or live on a video sales call, how do you make your interactions more personal?
Some things we discussed were: Whiteboard with their name in a thumbnail Shared screen with their website, LinkedIn, etc. in the thumbnail Changing your virtual background to something relevant to the prospect What have you tried? Any cool ideas to share? See More
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Dear Impact plus community, Does anyone have any sales ideas that have worked for them that could potentially work for me. I need help in generating sales?
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Basically I am contemplating how I can increase my sale volume on Facebook and a massive prospecting or recruitment into my business. That is June's ultimate goal
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Hi everyone,
I'm the sales manager for a software company in Florida. We build and sell software that helps RV dealerships grow.
Finding new sales hires has been very tough for us. We are building a powerful culture and finding cultural fits alone is tough. When we add on finding people who "get" inbound marketing and are willing to let go of old ways of selling...our search has become daunting to say the least.
We are about two months into implementing TAYA in our company and we have a long road ahead of us. So we need someone who gets it and is very adaptable.
So, do you know anyone with an extremely positive outlook, fun personality, and desire to grow who is looking for a sales job, and has the capacity and willingness to adapt Impact... See More
I'm the sales manager for a software company in Florida. We build and sell software that helps RV dealerships grow.
Finding new sales hires has been very tough for us. We are building a powerful culture and finding cultural fits alone is tough. When we add on finding people who "get" inbound marketing and are willing to let go of old ways of selling...our search has become daunting to say the least.
We are about two months into implementing TAYA in our company and we have a long road ahead of us. So we need someone who gets it and is very adaptable.
So, do you know anyone with an extremely positive outlook, fun personality, and desire to grow who is looking for a sales job, and has the capacity and willingness to adapt Impact... See More
You can be the best virtual salesperson ever but if you get on a video call with a prospect and they refuse to turn on their camera, what do you do? You can't see their facial expressions or even know for sure if they're listening! How do you respond?
I saw this clip from Marcus Sheridan in his talk as I was reviewing content for our Virtual Selling Summit next week and wow did I feel seen haha I've so been there! Check out this short 30-second clip and let me know how you'd respond:
How do you get people to turn on their cameras during a video sales call? Check out this video: videos.impactbnd.com See More
I saw this clip from Marcus Sheridan in his talk as I was reviewing content for our Virtual Selling Summit next week and wow did I feel seen haha I've so been there! Check out this short 30-second clip and let me know how you'd respond:
How do you get people to turn on their cameras during a video sales call? Check out this video: videos.impactbnd.com See More
Hi there! I am pretty new to sales and would love to get recommendations on podcasts, authors, leaders, etc., that you find interesting. I want to immerse myself in any sales/marketing/organizational content that you think may benefit me. I am a big fan of works from Simon Sinek, Chip and Dan Heath, and Patrick Lencioni. Also, I appreciate any tips or advice you want to share with a "newbie". Thanks in advance!
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Asking sales professionals to take 1 hour out of their workday means the discussion has to be extremely valuable to what they do for their organization.
That's why we are launching the Sales Pros Hot Seat in the Sales Pros virtual peer group here in IMPACT+, and here is how it works:
The group will be limited to 15 people, making for an exclusive and tight-knit group of sales pros (no jump in and jump out business) You, the sales professional, will submit your challenges, ideas, or topics in a quick form so we can have all the topics in one place. The VPG leader (Chris Marr) will review the topics submitted and select 2-3 for our upcoming discussion We will send out the discussion topics a few days before so those in the hot seat can put... See More
That's why we are launching the Sales Pros Hot Seat in the Sales Pros virtual peer group here in IMPACT+, and here is how it works:
The group will be limited to 15 people, making for an exclusive and tight-knit group of sales pros (no jump in and jump out business) You, the sales professional, will submit your challenges, ideas, or topics in a quick form so we can have all the topics in one place. The VPG leader (Chris Marr) will review the topics submitted and select 2-3 for our upcoming discussion We will send out the discussion topics a few days before so those in the hot seat can put... See More
What better place to post this in than the Sales Professional community! IMPACT is hosting our Video Selling Bootcamp next Wednesday, February 3rd from 10-4pm!
The day is broken out into three sessions:
Will Schultz and Eric Dunn will help you add video to your sales process. Stephanie Baiocchi and Myriah Anderson will show you how to make a great sales email using video. Chris Duprey and Marcus Sheridan will show you how to close in a virtual selling environment
You can click here to check out the whole bootcamp agenda and use code SALESPRO when you register to get your tickets for $149 vs. $299.
Hope to see you there! See More
The day is broken out into three sessions:
Will Schultz and Eric Dunn will help you add video to your sales process. Stephanie Baiocchi and Myriah Anderson will show you how to make a great sales email using video. Chris Duprey and Marcus Sheridan will show you how to close in a virtual selling environment
You can click here to check out the whole bootcamp agenda and use code SALESPRO when you register to get your tickets for $149 vs. $299.
Hope to see you there! See More
I'm pretty new to the sales space and would love to know what authors, keynotes, mentors, or thought leaders you follow! The more the merrier...
Here are a few that come to mind for me:
Ian Altman Marcus Sheridan Viveka Von Rosen
Who else do I need to get to know? See More
Here are a few that come to mind for me:
Ian Altman Marcus Sheridan Viveka Von Rosen
Who else do I need to get to know? See More
Sending the right amount of homework is something I struggle with a lot, often I ask myself am I sending too much or not enough.
In most follow-ups, I send 4-6 articles and 1 - 2 videos. The time commitment is about 45 - 60mins. I have never heard someone say it was too much, but sometimes I have people that do none of the homework, and we end up canceling the meeting to never hear from them again.
Does anyone have a rule of thumb they follow or ever heard a prospect say "that is overwhelming."
I would love to hear what everyone else is doing and if anyone as found a perfect formula. See More
In most follow-ups, I send 4-6 articles and 1 - 2 videos. The time commitment is about 45 - 60mins. I have never heard someone say it was too much, but sometimes I have people that do none of the homework, and we end up canceling the meeting to never hear from them again.
Does anyone have a rule of thumb they follow or ever heard a prospect say "that is overwhelming."
I would love to hear what everyone else is doing and if anyone as found a perfect formula. See More
What is everyone doing to make traction during these odd times? I personally use a ton of video, but curious if there are any other best practices people are using to get their outreach seen!
cc Marc Amigone Melissa Prickett David Little See More
cc Marc Amigone Melissa Prickett David Little See More
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About
Welcome to the Sales Community!
As sales leaders, managers, and reps, we all have one common goal, bring in revenue! They Ask, You Answer is all about shortening the sales cycle, creating more informed buyers, and more closing deals quicker.
In this community, you can share your stories and experiences from your sales journey, connect with other sales professionals, and gain the advice and insight you need to make yourself a more dangerous sales pro and build a sales team that is unrivaled in your space. We are all here to help each other become the best sales representatives while embracing the new way of selling!
As sales leaders, managers, and reps, we all have one common goal, bring in revenue! They Ask, You Answer is all about shortening the sales cycle, creating more informed buyers, and more closing deals quicker.
In this community, you can share your stories and experiences from your sales journey, connect with other sales professionals, and gain the advice and insight you need to make yourself a more dangerous sales pro and build a sales team that is unrivaled in your space. We are all here to help each other become the best sales representatives while embracing the new way of selling!
Community created on Oct 14, 2020
No current announcements!
About
Welcome to the Sales Community!
As sales leaders, managers, and reps, we all have one common goal, bring in revenue! They Ask, You Answer is all about shortening the sales cycle, creating more informed buyers, and more closing deals quicker.
In this community, you can share your stories and experiences from your sales journey, connect with other sales professionals, and gain the advice and insight you need to make yourself a more dangerous sales pro and build a sales team that is unrivaled in your space. We are all here to help each other become the best sales representatives while embracing the new way of selling!
As sales leaders, managers, and reps, we all have one common goal, bring in revenue! They Ask, You Answer is all about shortening the sales cycle, creating more informed buyers, and more closing deals quicker.
In this community, you can share your stories and experiences from your sales journey, connect with other sales professionals, and gain the advice and insight you need to make yourself a more dangerous sales pro and build a sales team that is unrivaled in your space. We are all here to help each other become the best sales representatives while embracing the new way of selling!
Community created on Oct 14, 2020
About
Welcome to the Sales Community!
As sales leaders, managers, and reps, we all have one common goal, bring in revenue! They Ask, You Answer is all about shortening the sales cycle, creating more informed buyers, and more closing deals quicker.
In this community, you can share your stories and experiences from your sales journey, connect with other sales professionals, and gain the advice and insight you need to make yourself a more dangerous sales pro and build a sales team that is unrivaled in your space. We are all here to help each other become the best sales representatives while embracing the new way of selling!
As sales leaders, managers, and reps, we all have one common goal, bring in revenue! They Ask, You Answer is all about shortening the sales cycle, creating more informed buyers, and more closing deals quicker.
In this community, you can share your stories and experiences from your sales journey, connect with other sales professionals, and gain the advice and insight you need to make yourself a more dangerous sales pro and build a sales team that is unrivaled in your space. We are all here to help each other become the best sales representatives while embracing the new way of selling!
Community created on Oct 14, 2020