How B2B Sales is Changing in 2020

The current business environment impacted by the coronavirus has created significant challenges for B2B sales teams. We interviewed sales leaders to understand how their teams are being affected and what steps are being taken to address these issues. Telephone interviews were conducted with 10 sales leaders, or business leaders with clear visibility to sales operations. […]

Drill Down Into Your Organization to Boost Profits. Here’s How…

If you’re a manufacturing company you think about reducing costs to improve profits. If you’re a distributor you focus on customer profitability. And, if you are a service organization you may target customer lifetime value. But, there is another level to enhancing profits when you get more of your organization participating. It starts with visibility. […]

Raising Prices in 2020? Here’s How to Measure Success

Many businesses will increase prices this January. For some, it’s an annual event to keep pace with rising costs while others may increase prices less frequently. Adjusting prices, up or down, has tremendous impact on profit margins. Even a 1% adjustment impacts earnings by 11% for the average company. So, with this amount of leverage, […]

7 Indicators That You Don’t Have Control Over Profitability

Measuring individual customer profitability. One-third of all customers in wholesale distribution are money losers when factoring cost to serve. Manufacturing companies suffer as well. Small orders, small accounts and high maintenance drain margins. Take the time to measure profitability with invoice data and cost data to set minimum margin thresholds. Target accounts below the minimum […]

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