Tag Archives: Margins

The Myth of Great Quality and Top-Notch Service

It never fails. Salespeople simply don’t realize how poorly they represent their products. They fail to understand that, from the first words that come out of their mouths, they are usually undermining their ability to capture their prospect’s imagination. More importantly, they are giving away margin! How? By failing to understand the concept of differentiation […]

(Gross) Margins

A significant challenge facing sales managers is the sales rep that insists on cutting prices to gain business. Salespeople have no shortage of reasons (excuses?) for taking a little off the top, but my experience is that this problem is usually a sign of poor or undeveloped selling skills. A fair amount of salespeople fail […]

Five Sources of Empty Pockets

So, does a declining economy impact your sales performance? Sounds like a silly question, doesn’t it? With few exceptions, it is probable that a sluggish economy – and the pessimism it generates – does have an impact on the opportunities available in your industry. However, unless you have major market share in your industry, there […]