Understanding the Sales Force

MARCH 25, 2024

You must pull out all the stops and sell your value without trying to win with low-margin, low-retention pricing. The lessons in today’s article are not rocket science, but salespeople get lazy and sometimes neglect to perform some of the easiest, most basic tasks in selling.

Decision Maker 182

Decision Maker Hotels Cancellation Travel 182

Understanding the Sales Force

MAY 10, 2023

Anyone who knows how a company’s economic engine works, knows that if you pay a salesperson $150,000 and they generate $1 million at a 40% margin, the company will get a return of $250,000 on their investment. If you are a CEO, take this article to heart and hire stronger salespeople today. What’s not to like?

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

No More Cold Calling

JANUARY 13, 2022

For instance, NBC reports that astrologers predict 2022 will bring “enlightenment, glow-ups, and some serious rebirths and that we should expect for secrets to be revealed, the marginalized to rise up, and chances for a phoenix to rise from the ashes.” An article for your newsletter? Of course, I’m not predicting this will happen.

Trends 356

Trends Margin Cold Calling Outbound 356

SalesFuel

MARCH 6, 2024

Improving profit margins can be an extremely difficult goal to achieve without the right business intelligence insights. What Needs to Change According to an article by Localogy , one of the best ways to start your client’s profit margin improvement journey is by performing an audit. Here’s what they are.

Revenue 52

Revenue Margin Ideal Customer Profile Demographics 52

Janek Performance Group

JANUARY 16, 2024

Gross-Margin or Profit-Based Commission A slightly more complicated plan that considers the true profitability of an organization. Salespeople may adopt a more strategic approach to selling, focusing on value propositions, upselling, and cross-selling strategies that enhance profit margins.

Compensation 118

Compensation Salary Commission Margin 118

Partners in Excellence

DECEMBER 14, 2023

It’s interesting, all of the articles I read about the death of selling comes from sellers, or “experts” on selling. I never read procurement articles suggesting the death of sales. When one reads these articles, usually, the author is trying to sell the readers something. Hmmm, what am I missing?

Retail 114

Retail Scale Margin Promotion 114

Sales Evangelist

JUNE 21, 2019

We’ve all encountered price wars against the lowest bidder, but today we’re going to talk about how you can stand your ground, protect your margins, and earn the price that you’re worth and how that will help you grow your business. You can also connect with him on LinkedIn to see the videos and articles he shares there.

Margin 65

Margin Hiring How To Consumer 65

Customer Centric Selling

DECEMBER 10, 2012

Sales Training Article: Why Are Your Deals Bleeding Margin? By John Kenney, Sales Benchmark Index (SBI) This blog post is for those who sometimes find their sales teams negotiating against themselves, closing dirty deals to make quota, or finding their margin-rich transactions disintegrate at the end of quarter.

Margin 40

Margin Negotiation Proposal Face-to-face 40

Sales and Marketing Management

SEPTEMBER 18, 2017

Meanwhile, key post-purchase discussions, such as “ensuring ongoing renewals” and “expanding lifetime value,” finished near the bottom across all measures, often by significant margins. Blind spot #1:  A 1 percent increase in price gains a 9 percent increase in operating margin. Seeing the same thing, missing the same thing?

Demand Generation Agencies 237

Demand Generation Agencies Demand Generation Demand Generation Targets Marketing 237

Prima Resource

APRIL 6, 2022

This article will outline the skills sales managers need to do just that. We will also cover how salespeople can do their part to maintain margins and even increase the profitability of their accounts. Being able to sell value means that sales teams can steer the conversation away from price.

Lead Rank 77

Lead Rank Lead Scoring Sales Management Margin 77

SBI Growth

MAY 12, 2019

Navigated through troubled waters to grow revenue and margin. You’ve led successful enterprise sales teams. Now, you’re looking for an even bigger challenge. As an experienced CRO, you now have your opportunity. You’ve been through an extensive vetting process.

Margin 207

Margin Enterprise Enterprise Revenue 207

Sales and Marketing Management

SEPTEMBER 28, 2018

There are a few schools of thought that I covered in my previous article?—?and Meanwhile, positive outcomes associated with the organic processing system like increased market share, revenues and profit margin were rendered in blue. and that we have now put to the test. The results: attitude/disposition measures.

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

Distribution Pricing Journal

OCTOBER 19, 2023

Prior to founding ProfitOptics, Pericle was founder and principal of Advanous, a consulting services company focused on driving higher margins for clients. Pericle was also previously the corporate director for margin management at McKesson. The journal is published as a quarterly PDF and distributed to our subscribers.

Journal 52

Journal Distribution Margin Case Study 52

Janek Performance Group

MARCH 1, 2023

“I just closed a deal with a 60 percent gross margin!” What’s the net margin? The salesperson looked confused and asked, “Net margin, what’s the difference?” But the net margin is what you take home after taxes.” I’m curious what your net margins are on an average deal?” “On

Margin 62

Margin Decision Maker ROI Hiring 62

Understanding the Sales Force

OCTOBER 16, 2013

My post marks the 6th time I have strongly felt the need to question an article appearing on their pages. The November 2013 issue featured an article titled Dismantling the Sales Machine. They may have accurately identified the effects (sales cycle, conversion ratios, forecasts and margins) but missed the boat on cause.

Sales Process 249

Sales Process Margin Survey Forecasting 249

Distribution Pricing Journal

OCTOBER 2, 2023

The distribution industry traditionally faces low margins in each sale. How Rebate Automation Changes the Game Some distributors count on rebates for as much as 60% of their total margins. These promotions are a favorite with suppliers and customers alike; however, when managed poorly they can be a margin killer.

Margin 52

Margin Distribution Face-to-face Incentives 52

SBI Growth

AUGUST 29, 2019

This trend is likely due to their high-margin, high-growth rates, & rapidly advancing products creating fiercely competitive. Technology Companies are years ahead of any other industry when it comes to leveraging data to inform key decisions in their Go-to-Market model.

Industry 159

Industry Influencer Margin Ideal Customer Profile 159

Sales and Marketing Management

AUGUST 23, 2020

This article examines how to evaluate your current standing and begin translating losses into new opportunities to win. . With this accounting, you can make an honest evaluation of where your margins have room to give a little, and where you are already in danger. . If you and your organization have suffered losses, you are not alone.

Opportunity 177

Opportunity Negotiation Margin Pivotal 177

Anthony Cole Training

JANUARY 17, 2013

On the 11th of January this year I posted an article: The Competencies that Influence Sales. Today I read an article from Entrepreneur Magazine and decided that I needed to add one more competency to the list: Timeliness. Time and again I will inform the audience, just as Ross informs us in his article, you cannot manage time.

Influencer 160

Influencer Margin Government Follow-up 160

SBI Growth

JULY 14, 2018

Taking the above conclusion at face value, it forces a hard choice – drop the price and hurt margin, or maintain the price and sacrifice sales. Rock, meet Hard Place. That sort of choice can stymie decision-making, causing you to.

Margin 168

Margin Face-to-face Meeting Analysis 168

The Brooks Group

NOVEMBER 25, 2015

Check out the top 7 sales leadership articles in 2015. 6 Practical Tips for Protecting Profit Margin. In that spirit, we’ve collected 7 of the year’s most popular sales leadership posts to inspire you to focus on your own leadership development while improving the performance of your team. Qualities of a Sales Leader.

Sales Leadership 40

Sales Leadership Margin System Sales Management 40

Distribution Pricing Journal

SEPTEMBER 20, 2023

Can they really work remotely and still create great pricing strategies and drive better margins? But do you really care where the pricing manager does her analysis if she is driving margins? This allows an analyst to make real-time adjustments in response to new data and grab ahold of opportunities for bigger margins.”

Distribution 97

Distribution Infor Face-to-face Hiring 97

No More Cold Calling

APRIL 27, 2017

Tamara Schenk of CSO Insights discusses this problem in her article, “ How to Approach Account Segmentation.” revenue, pipeline, margin, growth, trends, etc.) Read the rest of Schenk’s article for more on why this is the superior approach.). She writes: A combination of hard criteria (e.g., Another Criteria for the List.

Account 185

Account Lead Rank Lead Scoring Decision Maker 185

Anthony Cole Training

OCTOBER 20, 2014

I am one of those that have published several articles claiming 6 secrets, 5 secrets, the 3 secrets, etc. Despite the obvious confusion of how many “secrets” there really are to any kind of success, today I bring you THE ONE secret to getting your sales people to sell more, more quickly at higher margins. Guaranteed!

Hiring 201

Hiring Insurance Insurance Margin 201

Partners in Excellence

NOVEMBER 5, 2021

” But think about it, backtrack through this article and the “crumbs” I’ve dropped on the way. We are underperforming for our customers, we are underperforming our own companies (I hope a few CEOs, CFOs, Board Members get to see this article!). The reality is we are dramatically underperforming the potential!!

Revelation 109

Revelation Margin Discount Retention 109

Sales and Marketing Management

JUNE 22, 2020

It’s easy to be stuck on the regular metrics: sales volume, gross margin or profit, number of pounds/boxes/crates of specific products. Click on any of the articles below to read more from our special report. What you are doing now is creating a context that is delivering the results you’re currently getting.

Margin 156

Margin Incentives Incentive Trends 156

Distribution Pricing Journal

OCTOBER 9, 2023

Our recent article, “ Can Distribution Pricing Managers Work Remotely? ,” was clearly a hit. So far it has been the most viewed article of the last four weeks. You can show branch managers and their reps how to get data, interpret results and apply analytics in ways that boost margins and close rates.

Meeting 52

Meeting Face-to-face Distribution Ideal Customer Profile 52

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. You can avoid commoditization and grow your margins. Within minutes, the reps of their electric car fleet would have seen the article spread. Read the rest of this article from Sales Benchmark Index here. Need some help with your sales performance?

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

Partners in Excellence

SEPTEMBER 13, 2022

In the article, I talked about understanding our customers business strategies, purpose, priorities. In doing the financial analysis, it’s not useful to just know revenue, profitability, profit margins, YoY growth. I wrote a post, “Do Sellers Really Understand How Businesses Work.” They tell you very little.

Margin 81

Margin Analysis Face-to-face System 81

Sales and Marketing Management

DECEMBER 14, 2020

Whatever choice you make, this article presents a glimpse into your future. These are the exact moments where salespeople, who are continually being marginalized by buyers, can step in and add value. Let’s look at each of the four forever changes in more detail. Marketing is the sales development team.

B2B 199

B2B Revenue Top of Funnel Margin 199

Sales Hacker

JUNE 14, 2021

Change Sephora’s buying behavior, increase margin growth, and penetrate the C-suite. Margins as other platforms do not enable customers to segment customers and their pricing by profitability nor provide configurable products whose final features and prices are calculated in real-time by the customer.

Account Based Marketing 79

Account Based Marketing Top of Funnel Ideal Customer Profile Account 79

Partners in Excellence

AUGUST 22, 2023

I did a rigorous scan of the literature, mostly the articles and discussions in my feed in LinkedIn. I assessed likes, comments, reposts the articles by the experts produced. We don’t want our people wasting their time on marginal opportunities.” We focus on the right opportunities that we can win!

Lead Gen 98

Lead Gen Pipeline Scale Hiring 98

Sales Hacker

OCTOBER 7, 2020

Margin compression is a huge obstacle to overcome in a down economy. Consider switching up your compensation plan if you have a product with tightening margins or if margins need to be defended. One thing you can try is to comp your reps on profit margin instead of on revenue. Adjust Your Compensation Plan.

Hiring 103

Hiring Salary Margin Compensation 103

Customer Centric Selling

APRIL 1, 2013

Sales Training Article: An Underleveraged Asset By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII ("It Is What It Is") series. A 12% increase in margins on equipment sales.

Training 40

Training Discount Vendor Margin 40

Tony Hughes

MARCH 17, 2019

Everything we sell must help customers improve revenue and/or margins; or reduce cost, time or effort; or reduce their serious risk. If you valued this article, please hit the ‘like' and ‘share’ buttons below. This article was originally published in LinkedIn here where you can comment.

Ideal Customer Profile 83

Ideal Customer Profile Customer Margin ROI 83

Bernadette McClelland

JUNE 23, 2014

Imagine if they were able to sell for more margin. So to any salesperson reading this article. Imagine if they were able to sell more product. Imagine if they were to sell to more people. Their worlds would look so different. Doors will stay open. Lives will be enhanced. Money will be made and the world will be a better place.

SME 350

SME Transportation Margin Construction 350

Bernadette McClelland

JUNE 23, 2014

Imagine if they were able to sell for more margin. So to any salesperson reading this article. Imagine if they were able to sell more product. Imagine if they were to sell to more people. Their worlds would look so different. Doors will stay open. Lives will be enhanced. Money will be made and the world will be a better place.

SME 350

SME Transportation Margin Construction 350