The Answer to Why Your Deals are Bleeding Margin

Sales Benchmark Index

Article Sales Strategy b2b sales custom sales process low margin deals sales leader sales process VP of Sales Why Your Deals are Bleeding Margin

6 Buyer Tactics That Will Slash Your Margins

MTD Sales Training

We often talk about the selling skills required to deal with today’s complex and competitive market place. Those skills normally revolve around the abilities of salespeople to achieve specific sales. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To Quickly Determine a Selling Price or Figure a Margin

The Sales Hunter

If you’re like me, you’ve relied on a calculator to determine a selling price or figure a margin. Blog pricing Professional Selling Skills discount discounting margin margins price

Four Ways CPQ Improves Profit Margins

Cincom Smart Selling

UK entrepreneur, James Caan, CBE, isolates three areas where profit margin can be addressed. But what about margin? CPQ also has a positive impact on margin by increasing the velocity of the sale, reducing the pricing and configuration errors made during a selling cycle and with reduced likelihood of manufacturing defects. This is tied directly to overhead expenses or cost base in Caan’s triumvirate of margin factors. These are margin killers.

Are You Really a “Stout Defender of Margin?”

Jonathan Farrington

Secondly, the only positive thing to come out of our short relationship - I learned to defend margin. For clarification, what I mean by defending margin is to fight for every single percentage point of profit, and give absolutely nothing away without getting something in return. Add just one per cent of profit/gross margin to every deal and you will discover that it’s a lot of $ that you have left on the table, isn’t it?

WITCE Wednesday — Gross Margin

A Sales Guy

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. Simply put, gross margin is the difference between the revenue a product or service creates and the cost of creating that product or service. The higher the gross margin the better the business.

Sales Training Article: The Cause of Bleeding Margins

Customer Centric Selling

3 Ways to Minimize or Marginalize Objections – Sales eXecution 240

The Pipeline

This did not eliminate the usual objections, but it marginalized a big hurdle, and allowed the conversation to move past it easily, and allow it to unfold in more familiar ground. I have helped (provide example) increase margins by 6%, – or – increase turnover by 8%”, etc.

Are Your Salespeople Too Cheap?

The Sales Heretic

Sales attitude business cheap managers margin owner profits salespeople sell valueWhen sales managers and business owners hire salespeople, they’re typically looking for sales experience. Frequently, industry knowledge. And sometimes—although not often enough—attitude.

Strategic Salesperson vs. Tactical Salesperson

The Sales Hunter

And it can be the difference between selling at a low margin short-term and selling at a high-margin long-term. Too many salespeople are what I refer to as tactical salespeople. Opportunity, however, lies in being a strategic salesperson. I believe the difference is huge!

How To Produce Bigger Profit Margins

Sales and Marketing

Think the economy is hurting your profit margin? By NICO SCHINAGL. Think again

Eight New Year’s Resolutions for Boosting Your Sales

The Sales Heretic

Sales business CEO closing cusotmer Facebook LinkedIn margin negotiating networking owner. By now you’ve probably already broken your New Year’s resolutions, so let’s replace them with some new ones. Specifically, with some resolutions that will enable you to sell more this year than you did last year. Set sales goals If you’ve never set sales goals for yourself or your salespeople, now’s the time to start. Begin [.].

How CPQ Is Helping Sales Win the Numbers Game

Cincom Smart Selling

Smart Selling CPQ guided selling configuration margin pipeline quoting salesTalking the Talk. Sales is a numbers game, and dollars won is the only metric that counts. No one cares if you do everything perfectly according to your tactical plan. No one cares if you are elected chapter president of some relevant professional organization. No one cares if you made a thousand calls or ten calls last week. It’s really all about the numbers you generate—it’s the sales you close.

The Art of the Upsell: CPQ vs. The Drive-Thru

Cincom Smart Selling

Smart Selling CPQ cross-selling Guided Selling margin sales UpsellingYou pull into the drive-through, and there is a vaguely menacing, large plastic clown head waiting to take your order. The face lights up, and a scratchy voice emanates from the frozen, grinning face asking, “Would you like to try our combo meal today?”.

Why Sales Ops Should Own Customer Engagement

Sales Benchmark Index

Price pressure kills margins. A sales executive recently told me, “There’s margin in the mystery.” As products and services mature, they become commodities. ” When special features become table stakes, buyers are not willing to pay a premium.

The Consequences of Dropping Our Pants Too Early

Jonathan Farrington

Secondly, the only positive thing to come out of our short relationship – I learnt to defend margin. For clarification, what I mean by defending margin, is to fight for every single percentage point of profit, and give absolutely nothing away without getting something in return.

Reorganizing to Make Your Revenue Number

Sales Benchmark Index

His sales team had been missing the revenue and margin targets. Operating margin was shrinking drastically. This week I spoke with Pat, a Sales Ops director with a lot on his plate. Cost of Sales was at an all-time high. Under their current model, they could not win.

What in the World Is Guided Selling?

Cincom Smart Selling

Smart Selling CPQ CRM Guided Selling margin salesThe role of sales is changing dramatically in our connected world. Buyers are much more likely to arrive in the buying cycle equipped with product knowledge, solution alternatives and a general idea about cost. Today, buyers do their own early cycle research, and when the time does come to speak with a salesperson, they are very likely to be close to a decision.

Buyer 15

The Cause of Bleeding Margins

Customer Centric Selling

Sales Training Article: Why Are Your Deals Bleeding Margin? Why Stan Lost His Deal Margin Stan and his sales team followed their buyer-centric selling process. It isn’t perfect, but it can preserve the most precious part of the deal – the profit margin.

2018 Sales Compensation Planning

Your Sales Management Guru

Each has its own business, margins and mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Align Sales Compensation with Your Goals A compensation plan that works.

The Components of a Metric-based Strategic Account Plan

The Sales Association

In order to manage the health and profitability of the account you need metrics and measurements that will enable the account team to identify opportunities and define strategy to expand profit margins, grow revenues, and develop a loyal, committed, and prosperous strategic account.

10 Qualities That Make A Super-Salesperson

MTD Sales Training

It’s no good making all the calls, completing all the paperwork and carrying out the essentials if the orders aren’t coming in and the margins. [[ This is a content summary only. All salespeople are judged on the results they achieve. Visit my website for full links, other content, and more! ]]. Sales Mindset sales best practice salespeople best practice top skills for salespeople

Margin 102

New updates: Add custom fields, calculate cost margins and commissions for deals


Manage your deals and margins better by using custom fields for deals. The latest update has three main features: Calculate the margin based on Cost (Deal amount, Deal margin & Deal cost). Show the margin of your deal using the cost.

The Pipeline ? Win The Sale Without Compromising on Price

The Pipeline

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers.

Benchmark Study: The State of Social Selling in Sales Force Enablement


Over the past year, software for sales force enablement has emerged from the margins to take center stage in the evolution of the sales function. That’s one of the central findings from CSO Insights’ third annual, global Sales Enablement Optimization Study. A solid majority – 59.2 percent of companies surveyed – now report having a dedicated sales enablement platform. Social Selling Sales Enablement b2b sales

6 Digital Practices That Bring Back 5X More Revenue Growth for B2B


percent while the rest of the industry watches their margins shrink. It’s not fair. Some B2B companies really do have an unbeatable advantage.

VIDEO SALES TIP: What You Risk When You Discount Price to Close

The Sales Hunter

Blog pricing discount discounting price profit profit margin sales discount sales discountingYou are about to close and then the customer asks for a price discount. Sure, you’re tempted. But don’t do it!

47 Things You Can Compete On Besides Price

The Sales Heretic

Selling on price guarantees you a razor-thin profit margin. In sales, the single worst factor you can compete on is price. As well as constant customer turnover, because price buyers are notorious for having no loyalty—they’ll switch as soon as someone else offers a lower price.

Your Price Reflects Your Confidence

The Sales Hunter

Confident salesperson = Higher margins. Cheap price = Cheap salesperson. When you play the game of closing deals with the lowest price, you’re saying to yourself and to your customers that you don’t have a point of difference. What you’re saying is there is no difference in what you’re offering than what your competitors […]. Blog pricing Professional Selling Skills discount discounting price sales discounting

Why Delaying a Price Increase is the WRONG Strategy

The Sales Hunter

Costs are up and your profit margins are getting squeezed way too much. You know you need to take a price increase. Taking a price increase is the right approach, but you’re still hesitant in taking one for fear of losing business.

Do You Drop Your Pants Too Early?

Jonathan Farrington

Today’s post is all about defending margin, and so I apologize for any embarrassment the title may have caused – and I also apologize to anyone anticipating some mild titillation: In fact the only embarrassment I may cause you today, is if you recognize yourself in any of the scenarios!

Margin 105

How Much Leads Cost


While this is a simplistic approach, you can see the extent to which average deal size, margin and the percent of revenue that is spent on marketing impacts the allowable cost per lead. Only the $50,000, 60% margin, 15% allowable marketing cost ($1,500 target allowable $ per lead) scenario works for proactive outbound marketing. You can’t cost effectively buy quality leads for low price and low margin offers.

What Should the Sales Close Rate Be?


This is the place to show how amazingly low the close rate can be to break-even on converting marketing qualified leads to sales qualified leads via lead qualificant and nurturing, a nd what the return is on good sales lead management: Assumptions: Margin is 60% (probably conservative for software and services). For a $300,000 deal ($180,000 in margin) the close rate would need to be.694% (not even 1%). For a $100,000 deal ($60,000 in margin) the close rate would need to be 2.08%.

The ONE Secret to Selling More

Anthony Cole Training

Today, I bring you THE ONE secret to getting your sales people to sell more, more quickly at higher margins. If you can coach your people to only present to qualified buyers 100% of the time, you will close more business, more quickly at higher margins.

What Percent of Leads Should Sales Close?


Margin. Gross Margin/Deal. Break-Even Close Rate (1 / (Margin per Deal / Cost per Lead)). In my opinion, this approach is too simplistic, and doesn’t account for variety of variables such as deal size, margins and lead rate. The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads that should be closed by sales.

Should Sales People Be On Quota?

Partners in Excellence

After some reflection, I think both of these issues were really about whether sales people should have a metric related to Revenue/Orders/Margin? I’m hard over on sales people having a goal or quota tied to Revenue/Orders/Margin.

Quota 37

THE Secret – Just One Secret To Getting Sales People To Sell More

Anthony Cole Training

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. I’ve been in the sales and sales management consulting business for 21 years.

Sales Ops 101 for the New CEO

Sales Result

As a CEO, your margin for error is slim-to-none; there is no room for guesswork. Every choice you make has a major impact on your entire organization, so your decisions must be sound and your initiatives strategic.

Sales Process – Help or Hindrance?

Jonathan Farrington

They allow prospects to milk them for information without getting a commensurate commitment first, and even worse they fail to defend margin and make unprofitable sales in order to achieve quotas. I have encountered many companies who insist that the sales team must achieve certain goals on a daily/weekly/monthly basis: They place great emphasis on quantity rather than quality, and as a consequence, they typically attract lower margin business.

Creating the Ideal Performance Culture

Sales Benchmark Index

If they went after new business, it would surely be at lower margins. High margin deals only come after a relationship has been built. A majority of reps focused on margin, and gave up prospecting for new accounts. Success is based 50% on talent and 50% on performance conditions.

Margin 118