Expert insights. Personalized for you.
The best sales organizations align their interests with those of their sales reps and in the manner in which customers want to buy – may sounds simple, but few organizations “run through the tape” to fully align and address. MORE
Many CEOs come to us looking for answers. When sales are stagnant or taking a dive—especially with older companies that have been around for a while—it usually can be traced to two root reasons. Sales Strategy MORE
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. MORE
Article Revenue Growth Assessment Revenue Growth Methodology Sales Strategy cco Chief Customer Officer eric bauer executive team gross revenue per customer margins retention rate revenue growthThe Chief Customer Officer is one of the newest roles to join the C-Suite in the past few years. Their charter is to drive customer-centricity throughout the enterprise. They are a customer advocate who cares about providing a good customer. MORE
The more you understand “ net margin ” and “ contribution margin , ” the more confident you will be discussing these topics with a prospect. financials Selling sales performance Business tips Recession MORE
To gain a solid understanding of your company’s bottom line, the profit margin is an essential data point. Profit margin measures what percentage of your company’s net income comes from sales. Use the following formula to calculate the profit margin for your business. With these values, here is how we calculate the profit margin for the boutique baking company: Profit Margin = $30,000 / $95,000 x 100 = 31.5%. Gross profit margin. Net profit margin. MORE
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. By Tibor Shanto - tibor.shanto@sellbetter.ca. MORE
Article Sales Strategy 2018 2019 app store Ben Durst big companies budgets CFO comp comp plans companies compensation compensation season corporate corporate objectives crunched current systems download firms gross margins leader make your number margin based comp margin based compensation numbers on the go Product Strategy profitability realigned sales sales leader sales strategy sbi SBI App SBI Content small companies solution territory level the app store time of year tool MORE
If you opened this blog post looking for the perfect answer to setting pricing KPIs… I hate to tell you that the perfect answer is: There is no answer.  However, I do have some guidance for you.  Let’s think of pricing. MORE
Consider that a 1% reduction on the expense line shows up as a 4% increase in margin on the profit line. Let’s look at several sales tools and see how they impact the profit margin for a given sale. The post Boosting Margin with Sales Tools appeared first on Cincom Blog. Even with the most advanced sales tools available, it’s expensive to sell stuff. You must pony up bucks in advance to get bucks from the proceeds of a product sale. MORE
Article Pricing Strategy Uncategorized 2019 alignment b2b b2b sales bell curve CFO champion chris jenkins Corporate Strategy EBITDA energy guru incentives make the number make your number margin Margin-based Mark Stiving market money operations perceived value pricing profit revenue revenue growth sales sales team SalesForce sbi Simon Senik target top articles training understanding value visibility why MORE
Article Pricing Strategy best practices clients comp compensation Doug Bartels GTM indicators indirect channel indirect sales influence key kpi margin packaging performance products reps resp RGM sale sales sales people tool total transactionsHow do you influence sales people when you don’t directly impact their compensation? This is an age-old struggle many firms have had with the indirect channel…. The key we have found is to understand two key factors important to indirect. MORE
In order to maintain a healthy profit margin, you must reinforce the importance of value within your sales culture. Keep in mind these 6 tips for protecting profit margin: 1. Build a sales compensation plan that focuses on gross margin, not volume. But striving towards a profit-based plan that encourages reps to always keep gross margin in mind is one way to ensure salespeople aren’t price-cutting just to meet their quotas. MORE
With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking margins. At the same time, there are some sellers and sales organizations who are consistently winning sales against lower-priced competitors and growing their margins. Overcoming Objections Sales Conversations Sales Negotiation Sales Research MORE
“To increase the value of our business by 2-3.5x all we need to do is convert to a SaaS based pricing model? Let’s do it!” ” I hope your CFO does not believe it is that simple. Unfortunately, we hear from. MORE
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. MORE
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? MORE
Article Sales Strategy b2b sales custom sales process low margin deals sales leader sales process VP of Sales Why Your Deals are Bleeding Margin MORE
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. If you do, when you find yourself in thoe scenarios, it’s second-nature rather than something you fumble through. “Protect Your Margins” episode resources Sandler Trainers are worldwide, so you can always look for a local office to help you. MORE
Sales Black Friday business culture customer discounting keynote margin profit profitability prospect prospecting seminar service speaker success Thanksgiving valuesYou’d be hard-pressed to find a bigger advocate of good customer service than yours truly. I have long argued that sales is service and service is sales. As a keynote speaker and seminar leader, I have evangelized the importance of taking care of the customer in every step of the sales process from prospecting through [.]. MORE
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 I sometimes have used my phone calculator, but that’s not always easy to use and before long I’m coming up with a series of errors. The solution is an app that a salesperson I respect gave me. It’s called […]. MORE
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. But there’s another quality you need to be screening for: Are they cheap? Because if they are, they’re not going to be an effective salesperson for you. In fact, a cheap salesperson costs [.]. MORE
earle discount discounts earle healthy lifestyle love is not enough perceived value Price price leakage product life cycle management product margin seller value leakageDavid W. Earle stated in his book, Love is Not Enough, that “Being able to say, “No,” is a necessary ingredient in a healthy lifestyle.”. Earle is applying the necessity for boundaries to one’s personal life. Boundaries are necessary for. MORE
Think the economy is hurting your profit margin? By NICO SCHINAGL. Think again MORE
Customer-Specific Prices: The Silent Source of Margin Leakage. For many B2B companies, the creation, maintenance — in response to cost changes and low volume compliance — and renewal of customer specific price exceptions and agreements present an opportunity to either inadvertently give away margin or capture the fair and appropriate value of customer relationships. Thus, the proliferation and under management of these agreements have become a significant source of margin leakage. MORE
But with many, you can get ahead of them, and marginalize them before they become a factor. The post Marginalize Objections Before They Come appeared first on TiborShanto.com. By Tibor Shanto. Some objections you can bank on, you know they are coming, like any pro, practice and you’ll improve. But then there those objections that come out of the blue. MORE
Ultimately, margin is what it’s all about. If you can show that you are moving the needle in a positive way regarding margin, you are going to have a lot of friends in the executive suite. Market share and customer satisfaction are important, but only margin equals money in the bank. Margin is the goal. Sales Enablement Metrics and Their Potential Impact on Margin. The post Sales Enablement, Part 1: Margins, Metrics and Management appeared first on Cincom Blog. MORE
Why do salespeople or sales managers never share with me the long-term outcome of such price reduction strategy? Because it never works out the way the salesperson or the sales manager initially believes it will MORE
The post What’s Your Margin On That Discount? By Tibor Shanto. A dollar here a dollar there, whatever it takes to get the deal and hit quota, right? Let’s worry about the future when it gets here – if we can still afford to. link]. appeared first on TiborShanto.com. 03 - Sales Leadership Change Management discounting Quota Tibor Shanto MORE
You’re Blind and You Have a Problem. When you sell entirely through indirect channels you are blind to the street price and how your products or service is valued by the end customer. The gap between the price you sell to. MORE
The more you understand “ net margin ” and “ contribution margin ,” the more confident you will be discussing these topics with a prospect, whether it’s a CFO, a business manager, or a sole proprietor. financials MORE
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! ]]. MtdBlog how the modern buyer operates spotting buyer tactics MORE
“But wait…there’s more!” ” We’ve all heard the infomercials with the two for the price of one special. Or the five accessories we theoretically should never need since the first one is supposedly indestructible. All of this for only $19.99 plus shipping. MORE
September 14, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Revitalizing Growth: Accelerate While Others Stand Still.” ” The report uncovers how market leaders. News & Press Research Report MORE
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. Why Stan Lost His Deal Margin Stan and his sales team followed their buyer-centric selling process. MORE
Channel conflict occurs when companies try to reach end customers through multiple routes forcing components of the sales ecosystem to compete against each other rather than working together. It is inherently wasteful and can be lethal to customer experience, sales. MORE
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 [.]. MORE
And it can be the difference between selling at a low margin short-term and selling at a high-margin long-term. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service leadership pricing Professional Selling Skills Prospecting high profit selling profit profit margin prospecting selling skills strategic tacticalToo many salespeople are what I refer to as tactical salespeople. Opportunity, however, lies in being a strategic salesperson. MORE
Beyond CRM Podcast: Upselling, Cross-Selling, & Improving Margins. Today’s episode is with Brian Hirt, Director of Product Management for Zilliant. Salespeople have a lot of information and data thrown their way and CRM doesn’t make it any easier to digest or to act on. What they need are insights that can only be delivered by way of AI and machine learning like: Which customers’ orders are in decline? What products should customers be buying but aren’t? MORE
Margin Related Topics The Pipeline
JULY 9, 2020
The post What’s Your Margin On That Discount? By Tibor Shanto. A dollar here a dollar there, whatever it takes to get the deal and hit quota, right? Let’s worry about the future when it gets here – if we can still afford to. link]. appeared first on TiborShanto.com. 03 - Sales Leadership Change Management discounting Quota Tibor Shanto
Sales Benchmark Index
OCTOBER 12, 2018
Article Sales Strategy 2018 2019 app store Ben Durst big companies budgets CFO comp comp plans companies compensation compensation season corporate corporate objectives crunched current systems download firms gross margins leader make your number margin based comp margin based compensation numbers on the go Product Strategy profitability realigned sales sales leader sales strategy sbi SBI App SBI Content small companies solution territory level the app store time of year tool
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Sales Benchmark Index
AUGUST 17, 2017
Article Sales Strategy b2b sales custom sales process low margin deals sales leader sales process VP of Sales Why Your Deals are Bleeding Margin
The Pipeline
SEPTEMBER 5, 2019
But with many, you can get ahead of them, and marginalize them before they become a factor. The post Marginalize Objections Before They Come appeared first on TiborShanto.com. By Tibor Shanto. Some objections you can bank on, you know they are coming, like any pro, practice and you’ll improve. But then there those objections that come out of the blue.
The Sales Hunter
JULY 17, 2014
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 I sometimes have used my phone calculator, but that’s not always easy to use and before long I’m coming up with a series of errors. The solution is an app that a salesperson I respect gave me. It’s called […].
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. 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.
|
Hubspot Sales
NOVEMBER 29, 2019
To gain a solid understanding of your company’s bottom line, the profit margin is an essential data point. Profit margin measures what percentage of your company’s net income comes from sales. Use the following formula to calculate the profit margin for your business. With these values, here is how we calculate the profit margin for the boutique baking company: Profit Margin = $30,000 / $95,000 x 100 = 31.5%. Gross profit margin. Net profit margin.
MTD Sales Training
JULY 7, 2015
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! ]]. MtdBlog how the modern buyer operates spotting buyer tactics
Selling Energy
AUGUST 29, 2019
The more you understand “ net margin ” and “ contribution margin ,” the more confident you will be discussing these topics with a prospect, whether it’s a CFO, a business manager, or a sole proprietor. financials
The Pipeline
FEBRUARY 24, 2014
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. By Tibor Shanto - tibor.shanto@sellbetter.ca.
Smart Selling Tools
JUNE 25, 2019
Beyond CRM Podcast: Upselling, Cross-Selling, & Improving Margins. Today’s episode is with Brian Hirt, Director of Product Management for Zilliant. Salespeople have a lot of information and data thrown their way and CRM doesn’t make it any easier to digest or to act on. What they need are insights that can only be delivered by way of AI and machine learning like: Which customers’ orders are in decline? What products should customers be buying but aren’t?
|
Sales and Marketing Management
NOVEMBER 11, 2011
Think the economy is hurting your profit margin? By NICO SCHINAGL. Think again
Sales Benchmark Index
SEPTEMBER 18, 2020
September 14, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Revitalizing Growth: Accelerate While Others Stand Still.” ” The report uncovers how market leaders. News & Press Research Report
Cincom Smart Selling
APRIL 25, 2016
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.
Sales Benchmark Index
OCTOBER 9, 2018
If you opened this blog post looking for the perfect answer to setting pricing KPIs… I hate to tell you that the perfect answer is: There is no answer.  However, I do have some guidance for you.  Let’s think of pricing.
RAIN Group
MARCH 15, 2017
With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking margins. At the same time, there are some sellers and sales organizations who are consistently winning sales against lower-priced competitors and growing their margins. Overcoming Objections Sales Conversations Sales Negotiation Sales Research
Cincom Smart Selling
FEBRUARY 21, 2017
Consider that a 1% reduction on the expense line shows up as a 4% increase in margin on the profit line. Let’s look at several sales tools and see how they impact the profit margin for a given sale. The post Boosting Margin with Sales Tools appeared first on Cincom Blog. Even with the most advanced sales tools available, it’s expensive to sell stuff. You must pony up bucks in advance to get bucks from the proceeds of a product sale.
Sales Benchmark Index
APRIL 12, 2019
Article Pricing Strategy Uncategorized 2019 alignment b2b b2b sales bell curve CFO champion chris jenkins Corporate Strategy EBITDA energy guru incentives make the number make your number margin Margin-based Mark Stiving market money operations perceived value pricing profit revenue revenue growth sales sales team SalesForce sbi Simon Senik target top articles training understanding value visibility why
Cincom Smart Selling
AUGUST 3, 2016
Ultimately, margin is what it’s all about. If you can show that you are moving the needle in a positive way regarding margin, you are going to have a lot of friends in the executive suite. Market share and customer satisfaction are important, but only margin equals money in the bank. Margin is the goal. Sales Enablement Metrics and Their Potential Impact on Margin. The post Sales Enablement, Part 1: Margins, Metrics and Management appeared first on Cincom Blog.
Sales Benchmark Index
OCTOBER 11, 2018
You’re Blind and You Have a Problem. When you sell entirely through indirect channels you are blind to the street price and how your products or service is valued by the end customer. The gap between the price you sell to.
Sales Result
MARCH 2, 2018
Many CEOs come to us looking for answers. When sales are stagnant or taking a dive—especially with older companies that have been around for a while—it usually can be traced to two root reasons. Sales Strategy
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. Why Stan Lost His Deal Margin Stan and his sales team followed their buyer-centric selling process.
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. If you do, when you find yourself in thoe scenarios, it’s second-nature rather than something you fumble through. “Protect Your Margins” episode resources Sandler Trainers are worldwide, so you can always look for a local office to help you.
Sales Benchmark Index
NOVEMBER 26, 2018
Channel conflict occurs when companies try to reach end customers through multiple routes forcing components of the sales ecosystem to compete against each other rather than working together. It is inherently wasteful and can be lethal to customer experience, sales.
The Sales Heretic
NOVEMBER 20, 2018
Sales Black Friday business culture customer discounting keynote margin profit profitability prospect prospecting seminar service speaker success Thanksgiving valuesYou’d be hard-pressed to find a bigger advocate of good customer service than yours truly. I have long argued that sales is service and service is sales. As a keynote speaker and seminar leader, I have evangelized the importance of taking care of the customer in every step of the sales process from prospecting through [.].
Sales Benchmark Index
NOVEMBER 13, 2018
The best sales organizations align their interests with those of their sales reps and in the manner in which customers want to buy – may sounds simple, but few organizations “run through the tape” to fully align and address.
The Brooks Group
JUNE 1, 2015
In order to maintain a healthy profit margin, you must reinforce the importance of value within your sales culture. Keep in mind these 6 tips for protecting profit margin: 1. Build a sales compensation plan that focuses on gross margin, not volume. But striving towards a profit-based plan that encourages reps to always keep gross margin in mind is one way to ensure salespeople aren’t price-cutting just to meet their quotas.
Sales Benchmark Index
JUNE 10, 2018
Article Revenue Growth Assessment Revenue Growth Methodology Sales Strategy cco Chief Customer Officer eric bauer executive team gross revenue per customer margins retention rate revenue growthThe Chief Customer Officer is one of the newest roles to join the C-Suite in the past few years. Their charter is to drive customer-centricity throughout the enterprise. They are a customer advocate who cares about providing a good customer.
Sales Benchmark Index
DECEMBER 21, 2018
“But wait…there’s more!” ” We’ve all heard the infomercials with the two for the price of one special. Or the five accessories we theoretically should never need since the first one is supposedly indestructible. All of this for only $19.99 plus shipping.
Sales Benchmark Index
JANUARY 10, 2019
“To increase the value of our business by 2-3.5x all we need to do is convert to a SaaS based pricing model? Let’s do it!” ” I hope your CFO does not believe it is that simple. Unfortunately, we hear from.
The Sales Heretic
MAY 17, 2017
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. But there’s another quality you need to be screening for: Are they cheap? Because if they are, they’re not going to be an effective salesperson for you. In fact, a cheap salesperson costs [.].
Sales Benchmark Index
SEPTEMBER 3, 2018
Article Pricing Strategy best practices clients comp compensation Doug Bartels GTM indicators indirect channel indirect sales influence key kpi margin packaging performance products reps resp RGM sale sales sales people tool total transactionsHow do you influence sales people when you don’t directly impact their compensation? This is an age-old struggle many firms have had with the indirect channel…. The key we have found is to understand two key factors important to indirect.
Sales Benchmark Index
AUGUST 17, 2018
earle discount discounts earle healthy lifestyle love is not enough perceived value Price price leakage product life cycle management product margin seller value leakageDavid W. Earle stated in his book, Love is Not Enough, that “Being able to say, “No,” is a necessary ingredient in a healthy lifestyle.”. Earle is applying the necessity for boundaries to one’s personal life. Boundaries are necessary for.
Jonathan Farrington
AUGUST 25, 2014
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?
Smart Selling Tools
NOVEMBER 8, 2018
Customer-Specific Prices: The Silent Source of Margin Leakage. For many B2B companies, the creation, maintenance — in response to cost changes and low volume compliance — and renewal of customer specific price exceptions and agreements present an opportunity to either inadvertently give away margin or capture the fair and appropriate value of customer relationships. Thus, the proliferation and under management of these agreements have become a significant source of margin leakage.
The Sales Heretic
JANUARY 12, 2012
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 [.].
Sales Gravy
NOVEMBER 3, 2011
Why do salespeople or sales managers never share with me the long-term outcome of such price reduction strategy? Because it never works out the way the salesperson or the sales manager initially believes it will
The Sales Hunter
FEBRUARY 26, 2013
And it can be the difference between selling at a low margin short-term and selling at a high-margin long-term. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service leadership pricing Professional Selling Skills Prospecting high profit selling profit profit margin prospecting selling skills strategic tacticalToo many salespeople are what I refer to as tactical salespeople. Opportunity, however, lies in being a strategic salesperson.
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