Could your salespeople be eroding profit margins through excessive discounting?How about through unnecessary product, service, or contractual giveaways?
Margin erosion usually stems from the failure to establish differentiated value early in the sales process. The proof: 86% of B2B customers don’t see enough “value difference” between suppliers to pay a premium for it.*
How can you prevent your margins from eroding? Provide salespeople with the training and tools they need to create value from the very first conversation they have with a customer.
Here are 3 tips for turning margin erosion into margin generation:
Stop selling products and start solving problems.
Shift the planning focus from closing deals to creating value.
Show salespeople how to get out from behind their slides and make a credible, compelling connection with their customers.
Does this problem sound familiar? Struggling to improve your margins? Contact us to discuss how we can help.
Mandel has worked with sales teams from some of the most successful companies in the world to help them prevent the all-too-common problem of eroding margins.
And download the new infographic, Why Early Cycle Selling Skills Matter, to see just how costly of a problem margin erosion can be—and what you and your team can do about it.
*Google and CEB Marketing Leadership Council
TED Talks have become a go-to example for how to give an engaging presentation from the big stage. They can be informative, inspiring, and often incredibly entertaining. But is the TED Talk format right for a business presentation delivered in a conference room? Probably not — but the skills used by TED Talk presenters definitely are!
Learn how to identify what goes into a successful TED Talk and how to make those skills work for you in your everyday business presentations.
Learn Mandel’s 3-step model for skillfully responding — not reacting — to tough questions with confidence and ease.
What inspires and motivates people to action? Here’s a hint: it’s not a PowerPoint deck filled with data points and analytics. Learning how to share a powerful story can positively influence others and help your ideas become memorable. Perhaps you need to promote a new idea or close that crucial sale. Learn how some of the most successful business ventures today got their start from sharing a powerful story and how you can make your own narrative work for you.
Executive briefings. Big sales meetings. Project pitch meetings. What do they have in common? The stakes are sky high. There’s a lot riding on them for you and your company — revenue, reputation, productivity. Do your people have, both, the presentation AND facilitation skills to ensure their success?
Read the blog to find out and to get your free Discussion Leader Self-Assessment Tool and Facilitator Checklist.
Memory almost full. Imagine that warning flashing brightly on the forehead of every audience member. A successful presentation isn’t just about the speaker’s dynamic energy or their confident manner in front of an audience. Without compelling, easy to follow content, it doesn’t matter how comfortable you are in the spotlight. You and your topic will quickly be forgotten. So how do you ensure lasting, memorable impact? Learn how to be remembered by leveraging the ancient, globally relevant, and scientifically proven rule of three to focus your content, motivate your listeners, and make your executive presence shine.
How do you feel about building rapport? Many introverts feel uncomfortable when it comes to rapport-building because they think it means having to make “small talk” with others. If that’s you, fear not. You don't need the gift of gab to build good rapport. And having the gift of gab (or being extroverted) doesn't guarantee success either — especially if you're the one doing most of the talking.
Read the blog to get specific rapport-building tips anyone can use to quickly make a strong connection with others.
Do salespeople and technologists communicate differently? Is one group better at presenting than the other? Can the two ever agree on how to present or what info to share? Corporate Workforce Development expert, high-tech industry veteran, and former Mandel client Suzanne McLarnon shares the secret behind developing both sales and technical professionals into superb communicators.
What’s the secret to wildly productive first-time sales meetings or conversations with executives? Thought-provoking questions. Read the blog to find out why—and how to tell if YOUR questions are thought-provoking enough to make customers want to learn more.
A well-crafted story gives power to your ideas and recommendations like nothing else can. If there's one type of story every salesperson should have in their toolbox, it's the "What if" story. Read the blog to learn what a what if story is, how to tell one, and why it's so effective at connecting with customers and getting them to a decision faster.
As the year comes to a close, here's a look back at Mandel's most popular skill-building content of 2017. Whether trying to make a great first impression, give a persuasive presentation, or convince others to support your idea, how you communicate will be key to your success in 2018. To help you prepare, we’ve curated this list of the most downloaded skill-building content just for you.
- Top Virtual Communication Mistakes – and How to Overcome Them in 2021!
- Tell a Story. Close a Deal. Even on Zoom.
- Throwback: Why Appreciation Matters in Life and at Work
- Tips for Communicating Effectively While Wearing a Mask
- Five Tips From a Virtual Meeting Producer
- How to Lead Hybrid Meetings: 5 Tips for Success
- What are the Four Listening Styles?
- How To Develop Listening Intelligence In Your Organization
- Mandel Launches Neuroscience-Based Listening Solution, The Listening Edge™
- Hosting a Virtual User Conference? Prepare Your Speakers to Succeed