Zilliant’s Post

😰 As the market continues to evolve, pressure on #sales operations to deliver on revenue and profit remains. 📂 Unfortunately, to win deals and get the best quotes out, sales needs to wade through internal approvals, price lists, and either too much or too little data. 🚫 At the root of these sales challenges is a #pricing process that is fractured and siloed across multiple systems or spreadsheets. 💲 Without a central source of pricing truth, there’s a lack of control and flexibility to manage pricing and efficiently deliver that pricing to sellers. 𝗥𝗲𝗮𝗱 𝘁𝗵𝗶𝘀 𝗯𝗹𝗼𝗴 𝗽𝗼𝘀𝘁 𝘁𝗼 𝗹𝗲𝗮𝗿𝗻 𝘄𝗵𝘆 𝗰𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗻𝗴 𝘀𝗮𝗹𝗲𝘀 𝗮𝗻𝗱 𝗽𝗿𝗶𝗰𝗶𝗻𝗴 𝗶𝘀 𝗸𝗲𝘆 𝘁𝗼 𝘁𝗮𝗰𝗸𝗹𝗶𝗻𝗴 𝘀𝗮𝗹𝗲𝘀 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲𝘀 𝗮𝗻𝗱 𝗮𝗰𝗰𝗲𝗹𝗲𝗿𝗮𝘁𝗶𝗻𝗴 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝗴𝗿𝗼𝘄𝘁𝗵 👉 https://lnkd.in/gxA2d7WF #salesops #revenue #revenueoperations #revenueintelligence #pricingstrategy #pricingprocess #pricinglifecycle #revenuegrowth #CPQ #B2B #data

Pricing complexity is the silent sales cycle killer... Think about it… When potential clients struggle to understand your pricing structures… They're more likely to hesitate or look elsewhere… The key is to balance the variety of options… Without overwhelming them… Because too many choices can lead to decision paralysis. Simplified pricing does more than just make understanding costs easier; It: ✅ Accelerates decision-making, ✅ Reduces negotiation time, and ✅ Builds trust through transparency. The goal is to align your pricing model with the perceived value to the buyer… Ensuring it's accessible and straightforward. This doesn't mean eliminating customisation or flexibility… But presenting them in an easily digestible manner. Simplifying pricing isn't about reducing options but about streamlining the decision process for clients. And that will help your sales win-rate… Thoughts? Share in the comments ⬇️ ⬇️ ⬇️ #Pricing #Revenue #BusinessGrowth #B2B #ProfessionalServices

The five price pressures on B2B manufacturing and distribution sales teams We all know that B2B sales are tough at the best of times. With the spike in costs over the past couple of years and ongoing cost pressures, keeping on top of pricing is essential. So, what can sales teams and distributors do about it and raise the bar (along with selling prices and margins!!). Pricing touches pretty much every part of a business and as a result, I am a big advocate of teamwork when managing and optimising pricing. Various #commercialexcellence and #pricing studies over the years have identified the key activities that can positively influence selling prices and margin. These are my top five: Customer churn All business leaders know winning new customers is more costly than retention but still we mostly incentivise sales to win, win, win instead of keep, keep, keep. Cross selling (or the lack of) B2B sales often don’t have the time to really build a wide network within all parts of their customers’ business, so most often fail to really grow ‘share of wallet’. Over simplified market pricing Many wholesale distribution companies fall into this trap. When systems are simplified to standardise margins and / or discounts, margin opportunities are lost. A slightly more complex pricing structure will allow more choice by different customer types and more opportunities to recover the ‘cost to serve’ BUT, the key is not to make it too confusing so customers go elsewhere. Inefficient pricing activities This is surprisingly common. Far too many companies rely on a single person to analyse pricing and recommend changes. Often this process of analysis, recommendation, feedback, review and action is extremely slow and inefficient, resulting in more margin opportunities lost to delay, and errors from multiple incidents of manual handling. This delay equals lost margin opportunity. Lack of teamwork I've found that too often the pricing team are providing value arguments (price justifications) that sales see as simply theoretical or "just marketing BS". Working WITH sales to build the value argument, using real experience from their customers, is the best way to gain that cooperation and achieve pricing success. #pricingoptimization #sales #manufacturing #pricingstrategies

💡 Quick Tip: Want a fast way to sanity check your sales cycle length? Check out this post below.👇

Want a quick hack to tell if your sales cycle is longer then it should be? Do this - it'll take you 30 seconds 👇🏻 For closed won deals, take your annual contract value in dollars, Divide that by 1,000 and multiply by 2, And you should get pretty darn close to what your average sales cycle is in days. For example, if you annual contract value is $15,000, Divide that by 1,000 and you get 15, Multiply that by 2 and you get 30, So your average sales cycle in days should be around 30 days. If it's significantly longer than 30 days, you've got a problem somewhere, If it's significantly shorter than 30 days, you've got opportunity to increase your price. I've found this pattern typically holds true until you get into the $40k - $50k range of annual contract values. And one more caveat = this is for b2b, not b2c. PS - just calculated this for myself and was +/- 3 days, right where I'd expect us to be. Happy Tuesday y'all ✌🏻 #revops #revenueoperations #salesops #salesoperations #analytics

The future of manufacturing is here with accurate #sales forecasting. SugarCRM's report with The Manufacturer shows that 40% of manufacturers lack formal forecasting. Do you? Discover how to stay ahead https://sgrcrm.co/3AliQfJ

Gartner says that B2B buying doesn't play out in any kind of predictable, linear order. That's why we say B2B buying is not a funnel, and it’s not a cycle either – it’s a spaghetti monster. And one thing about it is certain; analysts influence all stages. Check out our blog post on the death of the sales funnel to learn more about the spaghetti monster and B2B buying influences. https://lnkd.in/eFXXwBsH #analystrelations #ARchat

The future of manufacturing is here with accurate #sales forecasting. SugarCRM's report with The Manufacturer shows that 40% of manufacturers lack formal forecasting. Do you? Discover how to stay ahead https://sgrcrm.co/469gFIe

The future of manufacturing is here with accurate #sales forecasting. SugarCRM's report with The Manufacturer shows that 40% of manufacturers lack formal forecasting. Do you? Discover how to stay ahead: https://sgrcrm.co/3ypd63Z