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The Answer to Why Your Deals are Bleeding Margin
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
Margin Related Topics 
Is Margin Based Compensation Right for Your Organization?
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
How To Quickly Determine a Selling Price or Figure a Margin
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
6 Buyer Tactics That Will Slash Your Margins
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! ]].
WITCE Wednesday — Gross Margin
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.
3 Ways to Minimize or Marginalize Objections – Sales eXecution 240
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.
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How to Maximize Prices and Improve Margins
RAIN Group
MARCH 15, 2017
With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking margins.
How To Produce Bigger Profit Margins
Sales and Marketing Management
NOVEMBER 11, 2011
Think the economy is hurting your profit margin? By NICO SCHINAGL. Think again
Getting to Street Price, the Hardest Task in Pricing
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.
Four Ways CPQ Improves Profit Margins
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.
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Boosting Margin with Sales Tools
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.
How to Minimize Risk and Conflict in Your Sales Channels
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.
Are You Being Too Accommodating to Your Customers?
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.
The Cause of Bleeding Margins
Customer Centric Selling
DECEMBER 10, 2012
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.
Sales Enablement, Part 1: Margins, Metrics and Management
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.
Differentiate Your Product and Increase Margins with Value Selling
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
5 Pricing Pitfalls to Avoid When Transitioning from Prem Based Solutions to an SaaS Pricing Model
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.
Ways to Use Bundling to Drive up Your Average Sales Price (ASP) and Customer Lifetime Value (CLTV)
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.
Is Now the Time to Hire a Chief Customer Officer?
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.
How Reps Can Retire Quota by Embracing Pricing Levers & Value-Based Pricing
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.
6 Practical Tips for Protecting Profit Margin
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.
Why Price Fences Are Needed to Guard Your Profit
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.
Are Your Salespeople Too Cheap?
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.
Discounting – the Weak Link in Your Pricing Strategy for the Indirect Channel
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.
Why Profitability Matters When Creating, Maintaining, and Renewing Customer Prices
Smart Selling Tools
NOVEMBER 8, 2018
Customer-Specific Prices: The Silent Source of Margin Leakage. Thus, the proliferation and under management of these agreements have become a significant source of margin leakage.
Are You Really a “Stout Defender of Margin?”
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?
Strategic Salesperson vs. Tactical Salesperson
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. 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!
Eight New Year’s Resolutions for Boosting Your Sales
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 [.].
The Pressure of Price Discounting: Stop Undermining Your Profit Margin
SalesGravy
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
VIDEO SALES TIP: What You Risk When You Discount Price to Close
The Sales Hunter
MARCH 16, 2013
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!
New updates: Add custom fields, calculate cost margins and commissions for deals
OnePageCRM
MARCH 1, 2017
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
MARCH 6, 2012
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.
Set Your Own Minimum Profit per Client
Engage Selling
JANUARY 19, 2016
Making Money Mondays Quick Tip Observations from the real World Colleen Francis Engage Selling Solutions motivating employees optimizing sales Pipeline Management profits revenue sales sales margin sales quota selling The Sales Leader
Selling at 'C' Level
Anthony Cole Training
JULY 17, 2010
Most sales gurus, including Dave Kurlan, will tell you that selling at "C" level is the MOST productive way to sell more business, more quickly at higher margins.
Why Sales Ops Should Own Customer Engagement
Sales Benchmark Index
SEPTEMBER 19, 2014
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.
Reorganizing to Make Your Revenue Number
Sales Benchmark Index
AUGUST 30, 2014
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.
47 Things You Can Compete On Besides Price
The Sales Heretic
OCTOBER 18, 2016
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.
What in the World Is Guided Selling?
Cincom Smart Selling
APRIL 19, 2016
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.
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