What Are the Profitability Tools Every Sales Rep Should Be Equipped With?

What Are the Profitability Tools Every Sales Rep Should Be Equipped With?:

from Business 2 Community by Kelsey Cox

Business-to-business selling has changed forever.
The current customer data deluge, in the context of changing buyer expectations and increased competition, forces B2B organizations to know the profitability of each project and prospect, as well as set and refine pricing and terms. When unarmed with the right profitability tools, sales reps are likely to waste time and resources on data mining, lose deals while waiting for approval, and be unable to defend their quotes.
These and other findings were revealed by Vendavo’s Selling at the Moment of Truth survey released in February, 2013, which interviewed 100 participants across 48 B2B organizations on their attitude and practices regarding profitable selling. The survey analyzes all major variables that influence profitability, revealing who’s handling the decision-making in setting the target price, preparing the quote or giving discounts.
Here’s what Vendavo’s infographic revealed about profitability and successful selling: