Pointclear

JANUARY 4, 2018

This table compares the cost per lead on outbound (PointClear Prospecting/Nurturing) to several other sources of inbound leads. The EVP of Sales at this client, a big division of one of the world’s largest software companies, said that he received zero qualified leads from marketing—except for the PointClear outbound leads.

Cost per Lead 170

Cost per Lead Sales Qualified Lead PointClear Lead Scoring 170

SBI

NOVEMBER 8, 2018

Customer-Specific Prices: The Silent Source of Margin Leakage. In fact, it’s not uncommon in Zilliant’s conversations with prospects and conversations, to see a high percentage of customer-specific price agreements with an end date of 2099 and a fixed unit price!

Margin 139

Margin Customer System Vendor 139

Cincom Smart Selling

FEBRUARY 21, 2017

I’m not talking about supply or production cost, I’m talking about paying for the process of selling things —the cost of the person, their phone, their software, their travel, their lunches and most of all, their time. Consider that a 1% reduction on the expense line shows up as a 4% increase in margin on the profit line.

Margin 66

Margin Sales Tools Tools Sales Qualified Lead 66

Sales Hacker

JANUARY 13, 2021

Enterprise OEM software licensing is a multibillion-dollar segment of the software industry. It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas.

Licensing 88

Licensing Software Software Enterprise 88

Sales Hacker

FEBRUARY 8, 2021

There have probably been countless times you’ve sent out a proposal and the prospect is never to be heard from again. As a manager for a team that sells RFP software for sales teams and procurement teams, we’ve found out what causes buyers to give sales the silent treatment post-proposal. Why your prospect hates your proposal.

Proposal 137

Proposal Prospecting Vendor Follow-up 137

Cincom Smart Selling

MARCH 9, 2025

The Problem with Traditional Quoting Imagine this: A sales rep gets an inquiry from a high-value prospect requesting a custom quote. CPQ Tools: The Smart Alternative to Traditional Quoting If traditional quoting methods are a roadblock, Configure, Price, Quote (CPQ) software is the fast lane. Hours pass. The manager requests revisions.

Tools 48

Tools Scale Comparison Discount 48

Nutshell

AUGUST 14, 2024

How to calculate your return on sales Calculating your return on sales is simpler than it may seem, but it will require good accounting software and a robust CRM system to capture the data you need. With the right software and CRM integrations in place, you can create a custom report to determine your return on sales.

Outsourcing Services 133

Outsourcing Services Margin How To Revenue 133

Hubspot Sales

MARCH 29, 2019

It's hard to believe the smallest percent increase or decrease in price can make a significant impact on profit margins. For example, retail companies often use this method because prospective customers often evaluate the switching cost between each competitor (e.g., And price tracking software can help you automate this analysis.

Competition 140

Competition Margin Retail Lead Rank 140

Cincom Smart Selling

MAY 8, 2024

Manufacturing companies operate in a unique environment with distinct software needs compared to other industries. Manufacturing-focused CPQ (Configure, Price, Quote) software provides an automated quoting engine designed specifically for industrial use cases. Related: What Is Configure Price Quote Software?

Software 62

Software Software Lead Rank Scale 62

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

MARCH 17, 2025

CPQ software helps automate and streamline the process for accuracy and faster turnaround times. 6- Send the Quote Promptly Deliver the quotation within 24 hours using CPQ software or automation tools to demonstrate responsiveness and efficiency. Studies show sales reps take 73% more time to quote without CPQ software.

Lead Rank 48

Lead Rank Discount Ideal Customer Profile How To 48

Nutshell

FEBRUARY 28, 2025

Delivering quick, professional quotes impresses your prospects and gives your team a head start in winning the business. No more copying data into separate quoting software or spreadsheetsEverything stays in one centralized hub, tied to your leads and contacts. In sales, speed matters.

Closing 77

Closing CRM Margin Sales Cycle 77

Hubspot Sales

APRIL 26, 2019

For example, if you sold a software tool to create video content for their company, you could position the product as an easier way to author and share the videos (something they're doing today that takes more time). This number can fluctuate but when you’re pricing your product how much margin is in there?

Top of Funnel 136

Top of Funnel Retail Penetration Margin 136

Cincom Smart Selling

FEBRUARY 20, 2025

Your reps are chasing leads and engaging prospects, but they are not able to close deals on a positive note. It easily integrates with CRM, ERP, and other business software to ensure real-time data synchronization, pricing accuracy, and compliance with pre-defined business rules. Whats slowing down your sales team? The reason?

Revenue 48

Revenue Scale Margin Lead Rank 48

Sales and Marketing Management

JULY 29, 2020

Although profit margins are lower, some companies are seeing an increase in sales and installations after offering less-expensive items that still fit into their brand. Communicate with customers, both internal and external, as well as prospective customers to gage their plans. This is no small feat in a recession.

Chemicals 177

Chemicals How To Margin Pivotal 177

Sales Hacker

OCTOBER 7, 2020

Evaluate the tools your team is using to see if there’s any underutilized sales software that could make your team more efficient or any tools that are being left unused for a reason. With the prospect of a healthy bonus, your team will be better motivated to sell. Margin compression is a huge obstacle to overcome in a down economy.

Salary 124

Salary Hiring Margin Compensation 124

Veelo

APRIL 17, 2018

Sales reps are under a lot of pressure to perform, but they don’t have a lot of margin for error. The post Sales Prospecting Is Supposed To Be Easy And More Old Myths appeared first on Sales Enablement Software | Veelo. The best things you can give them are a great foundation and goals worth achieving.

Prospecting 67

Prospecting Margin Sales Enablement Software 67

A Sales Guy

MARCH 20, 2013

In Salesforce.com’s case, expenses associated with creating the platform, hosting the software, development, support resources, services salaries, etc. This calculation is called gross margin. Gross margin tells you how much money a company has left over after they’ve spent what they need to deliver or create the product.

Margin 107

Margin Revenue Salary Positioning 107

Salesmate

JUNE 23, 2020

SaaS businesses that have just started out in the market have to make their resources last for a longer time for maximizing the profit margin. Smart tools, such as CRM, or automation software can ease the manual labor and let you focus more on the business process. Every business is revenue-driven. Collaborate without any limitations.

CRM 126

CRM Hiring Software Software 126

Hubspot Sales

JULY 3, 2020

It's the art of strategically presenting prospects on their way out the door with financially viable alternatives that keep them interested. It's a way to salvage potential deals and extract some value from disinterested prospects that were planning on jumping ship entirely. You don't want to do it too early. Examples of Down-Selling.

Lead Rank 137

Lead Rank Margin Lead Scoring Loyalty 137

Sales Hacker

APRIL 25, 2019

I get hassled for this all the time, but I am proud to admit that I am a cost evaluating, penny-pinching, profit-margin-analyzing geek to the core. We grew over 600% last year and hold steady at a 40% profit margin. Software costs. Software Licenses. The Four Costs of In-House Sales Development. Salary and benefits costs.

Outsourcing Services 99

Outsourcing Services Hiring Sales Outsourcing Salary 99

Close.io

APRIL 8, 2020

They’re making lists of software and services deemed nonessential, and sending them to the chopping block. Is your company on the list of software or service your customers are planning to cut loose? First, it’s important to remember that you can’t stop every customer from canceling your service or software.

Cancellation 118

Cancellation Churn Customer Software 118

Gong.io

MARCH 15, 2022

Sales forecasting software that thinks like you. Gong’s machine learning sales forecasting software reads and listens (and learns). Prospecting . With Gong’s reality-based pipeline management software , you can update your CRM from within the Gong deal board ( ). Prospect sent an email with a red flag.

Sales Forecasts 127

Sales Forecasts Forecasting Call-back Decision Maker 127

Sales Hacker

JUNE 14, 2021

Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing. Change Sephora’s buying behavior, increase margin growth, and penetrate the C-suite. Schneider was used to seeing 12–18 month sales cycles.

Account Based Marketing 112

Account Based Marketing Top of Funnel Ideal Customer Profile Account 112

Cincom Smart Selling

MARCH 5, 2025

Dynamic Price Optimization : AI-powered CPQ tools can analyze historical sales data, market demand, competitor pricing, and customer segmentation to adjust prices in real-time, ensuring businesses remain competitive while maximizing margins. More personalized interactions with prospects. Seamless integration with CRM & ERP.

Scale 48

Scale Lead Rank Discount Software 48

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. Only hire salespeople who truly believe in the value of your product.

Margin 40

Margin Compensation Hiring Lead Rank 40

Zoominfo

OCTOBER 19, 2023

Without a modern go-to-market strategy that can turn signals into action, the flood of data can mean greater administrative overhead, higher margins of error, and even lost revenue. In earlier days, companies had limited visibility into intent data signals , such as a company’s decision to invest in a specific software solution.

Data 130

Data Hiring Intent Data Scale 130

Cincom Smart Selling

FEBRUARY 14, 2025

Configure, Price, Quote (CPQ) software has become indispensable for streamlining pricing, quote generation, and deal execution. Implement automated discounting rules to prevent excessive price reductions that could erode margins. Conduct margin leakage analysis to detect underpriced deals and enforce profitability safeguards.

ROI 48

ROI Maximizer Lead Rank Discount 48

Zoominfo

AUGUST 31, 2020

Let’s examine 3 data-centered predictions from the perspective of a prospective buyer , aspiring vendor, and B2B, at-large. Artificial intelligence is a buzzword in the software world, and let’s face it– it’s smart marketing to associate your brand with artificial intelligence. This yields my next big prediction.

Data 179

Data B2B Industry Engineering 179

Cincom Smart Selling

MAY 1, 2017

Price optimization software helps you make sure that the price is right. Pricing is more than recovering costs and pulling in some margin dollars. Price Optimization Software Works with All Common Pricing Variables. Price optimization software will ensure that the right price is used in any given situation.

Software 54

Software Software Discount Promotion 54

Nutshell

JANUARY 14, 2020

Software-as-a-service (SaaS) refers to any cloud software product that a company hosts and makes available to customers over the Internet, rather than offering it as a download onto their computers or mobile devices. Essential Software Tools for SaaS Sales. By Cody Slingerland and Ben Goldstein. SaaS Sales Techniques That Work.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Sales Hacker Training

JANUARY 7, 2025

And I still think that it is a sort of a loosely defined role in software, at least at like kind of earlier stage companies. And I remember at AWS, suddenly there’s no margin. They need to be able to, I would say, build services on top of the software. They cannot resell. So they need to reinvent themselves.

Ideal Customer Profile 124

Ideal Customer Profile Outsourcing Services Customer Lead Rank 124

No More Cold Calling

APRIL 7, 2016

One of the sales phases we wanted to reduce was the prospecting phase. We earn the opportunity to shape solutions for our prospects. You’ll actually find qualified prospects, ready to do business, who call you asking for help! Obtain better customers, better margins, and better long-term relationships.

Cold Calling 120

Cold Calling Referrals Margin Competition 120

Hubspot Sales

OCTOBER 9, 2019

more deals and the profit margin on sales-won improved by 12.2%. When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. Getting comfortable breaking up with prospects. Challenging prospects on why they're stuck. Improve prospecting skills.

Film 144

Film Hubspot Sales Cycle Lead Scoring 144

Hubspot Sales

AUGUST 8, 2019

How well are your salespeople prospecting? It comes back to your individual sales process, methodology, and strategy: If your reps exclusively target prospects they’ve met at trade shows, the average initial-contact-to-meeting rate would be a better reflection of their performance than average email open rate. Margin by partner.

Cost per Acquisition 145

Cost per Acquisition Lead Rank Churn Webinar Metrics 145

Hubspot Sales

DECEMBER 8, 2017

But besides company software, salespeople can also download productivity, educational, travel, sales tools , and other just plain useful apps for work to optimize their time away from their desks. Wondering how much the margin will be on a proposed deal? Get real time notifications of when prospects or customers open your emails.

CamCard 145

CamCard Microsoft Hubspot Ideal Customer Profile 145

Salesmate

FEBRUARY 6, 2020

The case is similar in sales; you can’t forcefully sell a product that is not a good fit for the prospect. MEDDIC sales methodology lays strong emphasis on the potential prospect, with the aim being to ensure a profitable return on the sales efforts. It helps you in understanding and qualifying prospects. Decision Criteria.

Sales Methodology 122

Sales Methodology Sales Qualified Lead Lead Qualification Sales 122