Be the best Sales Manager

Posted by Philip Huthwaite on August 26, 2014
Have you ever felt frustrated because after all of the work you have done to generate leads, the sales numbers still did not work out as well as you expected? Have you ever questioned why your sales reps can’t close the deals, when all the information they need was already delivered to them? Have you ever blamed your sales team for hitting their quota at the cost of over-discounting?
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Seal Margin Leakage with The Price Waterfall Approach

Posted by Philip Huthwaite on August 19, 2014
According to McKinsey research, a 1-percent increase in price can lead to an 8-percent increase in operating profit, provided that sales volume is unchanged. However, with the intense price pressure in today’s B2B selling, is there an easier way to improve profitability?
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The 5 Letters of Price

Posted by Philip Huthwaite on August 7, 2014

The pricing components are as easy to remember as PRICE!


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Make discounting work for you, NOT against you

Posted by Philip Huthwaite on August 1, 2014
Generally speaking, most business owners hate discounting. Why would you want to discount if that means slashing your own margin? Nevertheless, this is still one of the most common tactics to drive sales by far, and it is therefore extremely important that it is managed in the right way.
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