Prima Resource
MARCH 30, 2022
Even as sales are increasing, margins are shrinking, which puts companies in a difficult position. The post-pandemic rise in inflation is something that businesses haven’t seen in almost forty years. Many are ill-equipped to handle this change. COVID has created a lot of inflation because of problems and delays in the supply chain.
A Sales Guy
JUNE 26, 2013
I talked about the profit and loss statement in an earlier post, but wanted to tackle gross margin today. Gross margin is a part of the P&L statement and if you’re in sales it’s important to understand for both YOU and YOUR customers and prospects. The higher the gross margin the better the business.
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Sales and Marketing Management
DECEMBER 14, 2020
The B2B buying process isn’t as linear or predictable as most companies assume. Before the pandemic 70% of B2B selling was already “inside selling.” These are the exact moments where salespeople, who are continually being marginalized by buyers, can step in and add value. Marketing is the sales development team.
Sales and Marketing Management
JANUARY 18, 2021
Have you met your target margins or is there much to be desired in terms of success? It is a well-known fact that telecommuting is becoming the norm regarding B2B sales. Another issue which has plagued B2B sales for years involves scenarios when a client (or prospective client) contacts the firm directly.
Zoominfo
AUGUST 31, 2020
And like anything ambitious, there are plenty of possibilities and drawbacks to consider, so let’s scale the enormity of it all back, and focus on the following question: How will GPT-3 impact the B2B space? Let’s examine 3 data-centered predictions from the perspective of a prospective buyer , aspiring vendor, and B2B, at-large.
The Pipeline
JANUARY 23, 2013
In the process the can also open up shelf and storage space, again to make way for newer more salable goods; not so much out with the old in with the new, more like out with lower potential goods and in with better margin and turnover potential. There are some lessons here for B2B sales people as well.
The Pipeline
JANUARY 26, 2021
The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Actively trading out lower margin or otherwise weaker quality revenue accounts with better attributes is part of the job. We should all seek higher-margin, less resource consuming accounts that have other pluses. By Tibor Shanto.
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