Cincom Smart Selling

MARCH 6, 2025

Businesses must strike a delicate balanceoffering competitive pricing without eroding margins, ensuring consistency across direct sales, e-commerce, and partner networks, and adapting to fluctuating costs and customer demands. E-commerce: Offers transparent, self-service pricing, which must remain competitive yet profitable.

Margin 48

Margin Channels Maximizer Lead Rank 48

SBI Growth

SEPTEMBER 7, 2013

Simplify your proposals. Simplify your proposal and offer 3 choices. Your top- tier option should include all the bells and whistles, and generate larger margins. It is relevant to your sales efforts in two ways. How you present yourself. How your buyer presents your solutions to others when you’re not around. Coach the Buyer.

Closing 297

Closing Strategy Proposal Decision Maker 297

Sales and Marketing Management

MARCH 27, 2017

Author: Lewis Miller, CEO and President, Qvidian When we survey RFP and proposal teams, nearly half report meeting response timeframes as their greatest challenge. Even if you don’t implement a complete RFP and proposal automation solution, there are areas where optimization can reap returns: 1. They describe a mad dash to deadlines.

Proposal 120

Proposal Margin Survey Incentives 120

SBI Growth

MARCH 11, 2013

Competitive proposals were already submitted. You will demonstrate the value of your product and maintain or improve your margin. He brought case studies, a company history, and press releases as back-up. Bill assumed this first meeting was also the first step of the Buyer’s process. Bill’s company was added as a last minute option.

Buyer 333

Buyer B2B Lead Rank Lead Scoring 333

Close.io

DECEMBER 4, 2019

To accelerate your sales cycle and close more deals, you’ll need to create professional proposals that present information in a clear, aesthetically pleasing way. The four ingredients to create a signature grabbing, scalable sales proposals are a custom design, accurate quotes, embedded payments, and eSignature functionality.

Proposal 103

Proposal Scale Decision Maker Margin 103

No More Cold Calling

SEPTEMBER 2, 2014

However, when he demanded a proposal by 9:00 the next morning, I was out of there. Your profit margins will be squeezed. When we finally met, he was anything but pleasant. I should have trusted my gut and walked away. But I didn’t. I’m a pro. I can deal with anyone. Or at least that’s what I was thinking. What a relief!

Referrals 274

Referrals Case Study Energy Margin 274

Partners in Excellence

JANUARY 23, 2025

How many emails, how many calls, how many meetings, how many demos how many proposals, how many bathroom breaks……… And the gurus reinforce and intensify this. The marginal cost of doubling activity through AI is virtually $0. We become obsessed with forecasts, pipelines, and their health. What’s happening here?

Segment 123

Segment Maximizer Margin Up-Sell 123

SBI Growth

DECEMBER 20, 2012

You could keep the final proposal under $400K to streamline the process. Your top-tier option should include all the bells and whistles, and generate a healthy margin. It allows you to uncover pricing thresholds without seeming invasive. For instance, a buyer may share that the purchase threshold is $400,000.

Customer 282

Customer How To Margin Negotiation 282

SBI Growth

NOVEMBER 14, 2012

Selling Knowledge: 7 attributes including pricing methods, margin analysis and proposal. Here are a few examples to help get you thinking: Selling Skills: With 14 attributes such as sales approach, negotiating and active listening. Personal Skills: 9 attributes including analysis, creativity and risk taking.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The Pipeline

JULY 2, 2019

Time-limited offers or features, I bet you all have a ‘good through date’ on your proposals. With the loan, even at these perceived prohibitive rates, they were able to increase revenues by over 25%, increase margins, and earn 13% ROR, rather than nothing “because the rate is too high.”

Face-to-face 227

Face-to-face Margin ACT Buyer 227

Understanding the Sales Force

APRIL 21, 2014

Benchmarking can be quite useful, as long as it doesn''t cause you to look at the wrong data, send you down the wrong path, or make the wrong decisions.

Hiring 261

Hiring Groups Exact Face-to-face 261

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.

Margin 63

Margin Up-Sell System Discount 63

Cincom Smart Selling

JANUARY 30, 2025

By showcasing the value and benefits of the proposed solution, quotes reinforce customer confidence and increase the likelihood of closing the sale. Accurate quotes help prevent pricing discrepancies that could either erode margins or deter potential buyers. It serves as a tool for comparison and enables informed decision-making.

Lead Rank 62

Lead Rank Proposal Sales Qualified Lead Sales Cycle 62

Understanding the Sales Force

NOVEMBER 27, 2013

But all indications are that for most other products and services, the only thing going down is margins, so I don''t believe that this could be the cause either. If you own a travel agency selling anything other than tours and corporate travel, sure. No hurry - we can see it anytime. No interest.

Travel 251

Travel Decision Maker Insurance Insurance 251

Score More Sales

MAY 28, 2013

You can see the two other videos, Painting , and also The Proposal. . The study clearly shows that the top officers drive 22 percent higher profit margins. Maybe it was because I was quite the Girl Scout cookie salesgirl in my day – OR it was just that it best conveyed what we as marketers and sellers are working to do (perhaps both?)

Company 208

Company Film Study Lead Rank 208

SalesFuel

OCTOBER 31, 2024

As a result, proposals were well-reasoned, insightful and aligned with the client’s goals. And, just as in Olympic competition, winners edge out their opponents by the slimmest margins. The four-legged sales calls described above were all about engaging the customer and providing content. How will you train for success ?

Strategy 59

Strategy Ideal Customer Profile Hiring How To 59

Cincom Smart Selling

MARCH 29, 2025

Incompatible Combinations : Sales reps may accidentally propose product bundles that dont work together, leading to rework. Human Bias : Inconsistent discounting can lead to margin erosion and favoritism, impacting profitability. CPQ identifies compatible add-ons and upgrades, empowering reps to propose smarter solutions.

Discount 48

Discount Proposal Lead Rank Margin 48

MTD Sales Training

APRIL 4, 2018

It makes you look at your proposals from a different angle. If they’re a price-only buyer now, they will always be one, and that will only hurt long-term margins. If the customer sees you with a higher price than the competitors, it will make them curious as to what you’ve got that the competitors haven’t.

Margin 163

Margin Guarantee Proposal Call-back 163

MTD Sales Training

DECEMBER 13, 2018

Listen ‘between the lines’ as well, meaning that you have to ask relevant questions that will uncover some of the reasons they are taking the stance they have proposed. You want to be clear on what they want and why they want it. Remember to establish ‘why’ they are taking their position. 6) Concentrate of interests rather than positions.

Negotiation 174

Negotiation Margin Positioning Insurance 174

Cincom Smart Selling

MARCH 29, 2025

Quoting software, often powered by Configure, Price, Quote solutions, automates the entire pricing and proposal generation process. These errors may result in overcharging, underpricing, or misquoting, all of which can harm customer relationships and reduce profit margins. Now imagine the same situation with a Quoting Software.

Software 48

Software Software Discount Lead Rank 48

Partners in Excellence

FEBRUARY 17, 2021

Proposals come with a price and then either an automatically applied discount, or hints at a discount. Consider what the lack of confidence your sales people have in selling at full price means not only to your revenue/margins, but what it means in terms of your ability to win through creating superior value. Is it a selling problem?

Discount 162

Discount Margin Proposal Competition 162

Nutshell

FEBRUARY 28, 2025

When youre ready to send a quote, simply head over to the relevant Lead page and click on the + Add a quote link in the right-hand margin. Visit your billing page in Nutshell to enable Nutshell Quotes and start sending proposals to leads today. Ready to get started? Need more information? Get started with Nutshell Quotes!

Closing 77

Closing CRM Margin Sales Cycle 77

Cincom Smart Selling

MARCH 30, 2025

In industries where margins are tight, the ability to deliver competitive and precise pricing in real time can be the difference between winning or losing a deal. It assists businesses in configuring products, determining the correct pricing, and creating customized proposals for potential customers.

Software 48

Software Software Discount Lead Rank 48

Hubspot Sales

SEPTEMBER 17, 2018

Because their commissions were based on margin, it was in the seller’s best interest to close the best deal possible with each buyer. In fact, “high authority” sellers had 11% lower average margins and 13% fewer sales per seller compared with sellers who had low authority to negotiate on price. This leads to: Bad deals for sellers.

Margin 143

Margin Negotiation Call-back Cancellation 143

Cincom Smart Selling

FEBRUARY 21, 2025

CPQ streamlines these processes, ensuring error-free, customized proposals that enhance efficiency, improve customer satisfaction, and accelerate revenue growth. This leads to frequent quoting errorseither underquoting, which eats into profit margins, or overquoting, which drives customers away.

Training 48

Training Closing Discount Lead Rank 48

Cincom Smart Selling

MARCH 13, 2025

Moreover, inconsistent discounting practices can erode profit margins and create distrust among customers. AI-powered pricing intelligence : Automatically applies the right discounts, promotions, and margin thresholds. 3- Limited Scalability With the growth of businesses, their product offerings and customer demands grow.

Benefit 48

Benefit Discount Scale Margin 48

Understanding the Sales Force

MARCH 25, 2024

You must pull out all the stops and sell your value without trying to win with low-margin, low-retention pricing. There is a huge difference between the conditions for winning business with an existing customer that favors you, versus a potential customer who favors one of your competitors.

Decision Maker 188

Decision Maker Hotels Cancellation Travel 188

Cincom Smart Selling

FEBRUARY 20, 2025

Pricing & Discounting Tends to override pricing rules, leading to inconsistent margins. Inaccurate pricing not only eats into profit margins but also harms customer satisfaction. Without close collaboration with engineering, this can lead to misconfigured solutions, delays, and incorrect proposals.

Revenue 48

Revenue Scale Margin Lead Rank 48

Partners in Excellence

MARCH 12, 2020

Each sales person had activity metrics–numbers of prospecting calls, numbers of customer meetings, numbers of proposals, numbers of bathroom breaks—OK, just seeing if you are paying attention. They would hit their daily call goals, they would hit their meeting goals, they would hit their monthly proposal goals.

Proposal 108

Proposal Margin Quota Sales Cycle 108

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You undermine your value in your proposals. Never pre-negotiate.

Closing 128

Closing Proposal Negotiation Discount 128

Cincom Smart Selling

FEBRUARY 21, 2025

Businesses may maintain profitability while providing competitive pricing by combining margin analysis, real-time cost calculations, and regional pricing fluctuations. 5- Quote & Proposal Automation Automated quotation and proposal generation capabilities of the CPQ software helps sales teams produce professional, error-free documents.

Discount 48

Discount Guarantee Engineering Proposal 48

Cincom Smart Selling

APRIL 21, 2025

Deploy CPQ to centralize configuration logic, enforce pricing rules, and generate proposals in real time. Centralize product, pricing, and proposal logic in a CPQ tool accessible by all teams. Align incentives e.g., shared OKRs for sales and finance based on margin + revenue. How to Do It: Audit your current QTC process.

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

PandaDoc

DECEMBER 22, 2020

If this sounds familiar, it’s likely that your proposals are not giving you the strong start that you need. While the information may all be there, poor design can severely undermine your proposal’s effectiveness. . A business proposal condenses the value you’ll provide to a prospective client into a few glossy pages of information.

Proposal 52

Proposal Customer Margin Real Estate 52

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.

Margin 40

Margin Negotiation Proposal Face-to-face 40

The Pipeline

APRIL 18, 2016

As many have pointed out before, if three sales people are proposing on an opportunity, one will win, the other two will have hungry babies, I love my babies, I like to feed them, I guess some don’t. I believe many feel uncomfortable with the phrase has more do with how they view their approach and roll in commerce.

Margin 120

Margin Lead Gen B2C B2B 120

LeadFuze

NOVEMBER 30, 2021

Many people don†t like proposals because they are a pain, and many think it is too much of an unknown. We send out a proposal, and the prospect never responds back. Why your prospect hates your sales proposal process. Your proposal can†t be as gripping as a Stephen King novel, but it doesn’t have to.

Proposal 52

Proposal Prospecting Hiring Vendor 52

Sales Hacker

APRIL 6, 2022

This leads to discounts being given too generously or too soon, reducing sales margins, and making it more difficult to hit revenue targets. With increased clarity and accuracy of quotes and proposals, sales teams will also earn greater credibility and provide a better B2B buyer experience. Faster time to revenue. month to 3.42

Guidelines 109

Guidelines Scale Discount Margin 109