Cincom Smart Selling

MARCH 13, 2025

CPQ software has revolutionized the way organizations manage complex sales cycles by enabling sales teams to quickly and accurately deliver tailored solutions to customers. A recent study shows that companies with CPQ software see a 17% higher lead conversion rate. The impact?

Benefit 48

Benefit Discount Scale Margin 48

Cincom Smart Selling

JANUARY 23, 2017

Markets involving publicly financed purchases, highly competitive alternatives and high-priced products naturally draw closer scrutiny relating to pricing issues than markets associated with low-priced transactions—especially those with margins low enough to limit pricing flexibility. Buying a car might be completed within a couple of hours.

Channels 48

Channels Software Software Sales Management 48

Hubspot Sales

NOVEMBER 18, 2020

Inclusive organizations report 28% higher revenue, 2x net income, and 30% better economic performance on profit margin. Sales leaders who did not invest in remote selling fell behind — 50% of this subgroup did not hit their sales targets this year. 51% of sales leaders rely on data to measure sales rep performance.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

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

Xactly

JULY 5, 2018

One of the most important things to consider when designing plans are the different roles on your sales team. Sales managers and their reporting reps will have responsibilities unique to their roles, which means your compensation plans should be tailored to different roles. Your best sales rep is not necessarily the best leader.

Compensation 69

Compensation Sales Management Examples Commission 69

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

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. Margin compression is a huge obstacle to overcome in a down economy. Next, look at newer reps that aren’t scaling the way you’d like.

Salary 122

Salary Hiring Margin Compensation 122

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 Culture Sales Performance Improvement

Margin 40

Margin Compensation Hiring Lead Rank 40

Zoominfo

OCTOBER 19, 2023

From VPs and CMOs to entry-level reps and account managers, everyone is inundated by data. 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.

Data 130

Data Hiring Intent Data Scale 130

Nutshell

FEBRUARY 28, 2025

No more copying data into separate quoting software or spreadsheetsEverything stays in one centralized hub, tied to your leads and contacts. That means your reps can spend less time on ‘paperwork’ or duplicate tasks, and spend more time closing deals while managers get complete visibility into every quotes status.

Closing 62

Closing CRM Margin Sales Cycle 62

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. My cost-conscious lens (plus our proven outbound sales program) has served my company, Leadium, well. We grew over 600% last year and hold steady at a 40% profit margin. Data costs.

Outsourcing Services 98

Outsourcing Services Hiring Sales Outsourcing Salary 98

Gong.io

MARCH 15, 2022

This is how far too many sales organizations across the world operate daily. Sales forecasting software that thinks like you. Gong’s machine learning sales forecasting software reads and listens (and learns). There will always be a margin of error. The post Can Machine Learning Transform Sales Forecasting?

Sales Forecasts 127

Sales Forecasts Forecasting Call-back Decision Maker 127

Partners in Excellence

NOVEMBER 5, 2021

It’s not uncommon, particularly in software, to see discounts greater than 30%. We are leaving a lot of margin on the table, but we can only defend that margin through creating and defending the value we create with the customer. This is irresponsible!

Revelation 143

Revelation Margin Discount Retention 143

Close.io

JANUARY 23, 2020

When using a tiered commission structure, it's crucial to pair it with a solid sales management software that'll keep your reps organized, focused, and productive. To avoid this, you’ll need dedicated commission software to manage the plan – Excel just won’t cut it – and that’s an expense you’ll have to factor into your budget.

Commission 94

Commission Hiring Margin Scale 94

Sales Hacker

DECEMBER 17, 2024

Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights?

Scale 101

Scale Paid Content Twitter Engineering 101

Sales Training Connection

AUGUST 3, 2013

One reason for the continued lack of success of new product launches is the failure of companies to effectively launch the new product to their sales force. And, the question is what is the priced paid in lost sales? Sales coaching should be an ongoing effort. Summary.

Compensation 105

Compensation Incentives Incentive Coaching 105

Hubspot Sales

AUGUST 8, 2019

Activity Sales Metrics. These sales metrics show what salespeople are doing on a daily basis. Activity metrics are “manageable,” meaning sales managers can directly influence them. Channel Sales Metrics. These metrics will help you optimize your channel sales strategy. Margin by partner.

Cost per Acquisition 145

Cost per Acquisition Lead Rank Churn Webinar Metrics 145

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. By the end, you should have a clear roadmap for reaching your or your company’s sales goals. What Is SaaS Sales?

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

SBI

MARCH 25, 2014

Michael is the Executive Editor of Rapid Learning Institute and thought leader for the Top Sales Dog blog. He is a nationally recognized authority on selling and has written hundreds of articles and training programs for sales reps and sales managers. Connect with Michael via Twitter @TopSalesDog.

Research 134

Research Buyer Scale Hiring 134

Cincom Smart Selling

FEBRUARY 25, 2025

CPQ (Configure-Price-Quote) software is especially instrumental in accelerating the contract-to-cash flow, automating pricing, quoting, and contract management, and ensuring all elements of the process are synchronized for faster and more accurate outcomes. Quote to cash is all about doing what you promised to do.

Software 48

Software Software Scale Sales Cycle 48

Cincom Smart Selling

FEBRUARY 15, 2021

Increase sales dollars per quote, and quote volume. Produce higher margins. During this session, we will explore and provide insights around the ways manufacturers can: Reduce quote time. Reduce errors in quotes. Reduce the number of approval steps such as rules and constraints on discounts.

Microsoft 118

Microsoft Margin Discount Twitter 118

Hubspot Sales

OCTOBER 9, 2019

Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% more deals and the profit margin on sales-won improved by 12.2%. So, how can you improve your sales skills?

Film 144

Film Hubspot Sales Cycle Lead Rank 144

Gong.io

DECEMBER 30, 2022

While these are important sales KPIs, you’ll have to be more specific to create a SMART goal. For example, instead of saying that you want to bring in new clients or boost profit margins, you might say something like, “We’ll close more accounts with cold calls.” What exactly do you want to accomplish? Measurable.

Objections 62

Objections Examples Ideal Customer Profile Sales Management 62

Close.io

MAY 20, 2019

And the customizable leaderboard helps sales reps stay focused on activities that generate results. Whether you’re a sales manager trying to get the most out of your team or a rep gunning for the top spot, you need to understand which sales KPIs and metrics to track, why they matter to your company, and how you’re going to use them.

Lead Rank 88

Lead Rank Top of Funnel Lead Scoring Churn 88

Close.io

JULY 2, 2018

Eventually, someone decided to start adding more sales-specific features and the modern CRM was born. But the problem was that this new software was being built by engineers who rarely interacted with or understood the pain points of the salespeople who would be using them. Sales reps who actually use our software.

Competition 111

Competition B2B Ideal Customer Profile Marketing 111

Sales Hacker

MARCH 16, 2021

We talk with Sara about the whole framework she created for how to think about ethical sales. They create sales engagement software. Learn how the team follows up with every lead in record time and how they use Outreach to run account-based plays, manage reps, and so much more using their very own sales engagement platform.

Discount 111

Discount Lead Rank Top of Funnel Government 111

Pipeliner

MARCH 23, 2018

Pulled in dozens of directions, struggling with competing priorities, and even lack of sales proficiency are reasons why most small business sales teams are really struggling. Not having a dedicated Sales Leader shows – in slow revenue, stagnant growth, and/or shrinking margins. Interviewing and hiring new sales reps.

Small Business 79

Small Business Small Business Hiring Scale 79

Sales Hacker

JULY 1, 2019

Accurate sales forecasts allow business leaders to make smarter decisions about things like goal-setting, budgeting, hiring, and other things that affect cash flow. Meanwhile, an inaccurate sales forecast leaves sales managers guessing at whether they’ll actually hit quota. Common sales forecasting methods include: 1.

Sales Forecasts 84

Sales Forecasts Forecasting Examples Lead Rank 84

Nutshell

DECEMBER 8, 2023

Even better, this bad boy doesn’t require any additional software or setup, as images are stored on a micro USB drive to be viewed on your computer later. Users of this app will need to manually specify which fields belong to which corresponding categories. ABBYY integrates solely with Salesforce, according to their latest description.

CamCard 123

CamCard SalesForce Hubspot CRM 123

Hubspot Sales

AUGUST 23, 2022

Having powerful software is an undeniably critical component of any strong sales strategy. Fortunately, we did some digging to determine which areas of the sales cycle leaders are investing in most heavily for 2022 and beyond. But it can be difficult to know which tools are worth the investment — and which aren't.

Data 98

Data Lead Rank Top of Funnel Hubspot 98

Hubspot Sales

JUNE 5, 2019

Plus, recruiting, hiring, and employing salespeople is expensive and cuts away at your margins. Another potentially game-changing strategy: Using a channel sales model. The Definition of Channel Sales. With channel sales, you rely on third parties to sell your product or service. Channel Sales Manager Job Description.

Channels 111

Channels Lead Rank Hiring Lead Scoring 111

Close.io

AUGUST 7, 2019

In doing so, they usually create higher value for their clients, higher margins for their organization, and maximize their commission checks. If you’re a sales leader, think about your team for a moment.” We're slightly biased on this one, but we're committed to sharing fresh sales advice at least once a week here on the Close blog.

Hiring 108

Hiring Webinar Metrics Call-back Follow-up 108

Cincom Smart Selling

MARCH 6, 2020

Managed Service Providers (MSPs) can exploit classical management tools such as the Pareto Principle to boost sales and profitability. Technology, such as customer relationship management systems (CRM) and configure-price-quote (CPQ) software , can help.

Demographics 79

Demographics Hiring CRM Collateral 79

Sales Hacker

APRIL 24, 2018

Often, sales reps misunderstand the intentions of sales managers. Reps may incorrectly assume that management is trying to observe their every move, but their real goal is to boost revenue. There needs to be a clear understanding of the sales goals and expected benefits across the organization. .

Data 67

Data Hiring Margin Marketo 67

Sales Hacker

JULY 15, 2021

Tech stack costs: You know today’s marketing involves many activities like content production and distribution, list building, lead nurturing, website maintenance, events (in-person and virtual), product development, prospecting and follow-up, and sales management. Each one of these can be a full-time job if you do them manually.

Account Based Marketing 114

Account Based Marketing Top of Funnel ROI Cost Per Click 114

Crunchbase

JANUARY 26, 2021

The pandemic meant many companies were dealing with lower profit margins and a limited amount of spending budget. However, the discount path might not be the best way to generate new sales for your team. Demos and trials of software or services are an excellent way to prove the value of whatever you have to offer to your audience.

Trends 98

Trends Discount Social Media Decision Maker 98

Janek Performance Group

JUNE 21, 2022

A software developer is eager to land their first major account. In an attempt to please the client, and also to get a use case with a testimonial, the software founder agrees to custom develop to the client’s spec. Without healthy margins, it’s difficult to provide the level of service that customers require.

Ideal Customer Profile 62

Ideal Customer Profile Scale Hiring Discount 62