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The Art of Collaboration: Turn Strategic Losses into Opportunities to Win

Sales and Marketing Management

This article examines how to evaluate your current standing and begin translating losses into new opportunities to win. . Fortunately, this psychology provides the first opportunity to reframe the current situation by taking back some control. Start with the value you bring to the table.

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25 Sales Experts on the Importance of Coaching Salespeople

Understanding the Sales Force

When they are coached, is it to make them more effective (coach them up) or help them with an opportunity (strategic coaching)? Let’s do the math. Isn’t that a sad statement of the times? Sounds way too arrogant and promotional, and I don’t even believe it. Are the salespeople in your company getting coached every day?

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Focus on Winning to Drive More Sales and Revenue

Understanding the Sales Force

Quotas, pricing, margins, forecasts, conversions, quotes, close rates, meetings booked, average sale and more. Every company should have a custom-built scorecard that accurately predicts which opportunities they are likely to win. (A A must-read article about creating custom scorecards can be found here).

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Four Ways CPQ Improves Profit Margins

Cincom Smart Selling

UK entrepreneur, James Caan, CBE, isolates three areas where profit margin can be addressed. CPQ technology facilitates increased quote volume by reducing the time required to spec, configure and price any given opportunity. But what about margin? Elimination of these errors impacts margins by eliminating unnecessary work.

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Boosting Margin with Sales Tools

Cincom Smart Selling

How much time and money is wasted in addressing low-percentage opportunities that should never have been classified as qualified sales in the first place? Consider that a 1% reduction on the expense line shows up as a 4% increase in margin on the profit line. The post Boosting Margin with Sales Tools appeared first on Cincom Blog.

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What Value Are Your Customers Creating For You?

Partners in Excellence

Usually, we think of that in terms of the revenue the opportunity will generate for us. And sometimes, in addition to revenue, we may look at gross margins generated by the customer. But we need to look at value creation–and the value we receive from our customers as more than revenue or gross margin.

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Churn Is A Variable of Quota You Need To Know

The Pipeline

Actively trading out lower margin or otherwise weaker quality revenue accounts with better attributes is part of the job. We should all seek higher-margin, less resource consuming accounts that have other pluses. If you can reduce churn and replace them with better accounts, you could start seeing churn as an opportunity.

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