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


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


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.


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.


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 Produce Bigger Profit Margins

Sales and Marketing Management

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


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.


Boosting Margin with Sales Tools

Cincom Smart Selling

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.


Differentiate Your Product and Increase Margins with Value Selling

Sales Result

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


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.


Why Price Fences Are Needed to Guard Your Profit

Sales Benchmark Index

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 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?


Is Now the Time to Hire a Chief Customer Officer?

Sales Benchmark Index

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.


Sales Enablement, Part 1: Margins, Metrics and Management

Cincom Smart Selling

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.


Discounting – the Weak Link in Your Pricing Strategy for the Indirect Channel

Sales Benchmark Index

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.


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.


Sales Training Article: The Cause of Bleeding Margins

Customer Centric Selling


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!


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 [.].


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!


The Pressure of Price Discounting: Stop Undermining Your Profit Margin


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


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.


Set Your Own Minimum Profit per Client

The Sales Leader

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


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.


Selling at 'C' Level

Anthony Cole Training

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

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.


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.


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.


Almost Too Late, These CEOs Learned their Pricing Problem was Really a Packaging Problem

Sales Benchmark Index

Taking the above conclusion at face value, it forces a hard choice – drop the price and hurt margin, or maintain the price and sacrifice sales. Rock, meet Hard Place. That sort of choice can stymie decision-making, causing you to.


Create Value to Avoid Discounting

Sales and Marketing Management

Teaser: Protecting your pricing and margins requires a disciplined, well-planned approach throughout the customer acquisition process. Protecting your pricing and margins requires a disciplined, well-planned approach throughout the customer acquisition process. Issue Date: 2013-05-01.


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.


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?”.


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.


Selling With Video At Every Stage of the Funnel

Funnel Clarity

As HubSpot’s research shows, video is becoming the preferred content format by a clear margin. There’s no question that video as a medium is rapidly increasing in popularity.


SalesTech Video Review: @CallidusCloud CPQ

Smart Selling Tools

CallidusCloud CPQ offers AI powered guided selling that enhances cross-sell and up-sell recommendations, can create a quote with ten’s of thousands of lines in just a few minutes, gives you quick access to margin health and can help reps generate beautiful proposals in minutes.


Misunderstood Marketing

Sales and Marketing Management

Teaser: In far too many companies the marketing function has been misunderstood, minimized or marginalized. In far too many companies the marketing function has been misunderstood, minimized or marginalized. Issue Date: 2012-06-25. Author: Janet C. Jessen. Marketing communications and sales literature are important, but they’re only part of a much larger picture. Marketing communications and sales literature are important, but they’re only part of a much larger picture.


How To Increase Your Client Transaction Value

MTD Sales Training

Your ability to get more business from current customers is really the foundation for improving the margins and quantity of. [[ This is a content summary only. Being able to sell more to more clients is the holy grail for salespeople.


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.


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.