INDUSTRY INSIGHTS YOUR PEERS ARE READING
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. MORE
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. 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. 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 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
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. 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. MORE
With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking margins. 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
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 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
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. 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 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. 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. MORE
Think the economy is hurting your profit margin? By NICO SCHINAGL. Think again MORE
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. 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. 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
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. 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. 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! ]]. 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
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. 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
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! MORE
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! 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
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. MORE
Margin Related Topics 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.
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
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
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
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.
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.
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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! ]].
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.
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.
Sales and Marketing Management
NOVEMBER 11, 2011
Think the economy is hurting your profit margin? By NICO SCHINAGL. Think again
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RAIN Group
MARCH 15, 2017
With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking 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.
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
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.
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.
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
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.
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
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.
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.
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.
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.
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 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.
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.
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.
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.
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?
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 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!
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
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!
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 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.
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
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.
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