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August 16, 2013
Bob Sullivan 7 Ways to Cut the Cost of Sales
By Bob Sullivan
Here are seven 7 ways to reduce the cost of sales, without reducing revenue:

• Examine each customer's profile. Note their profit margin and whether they and their industries are growing. Determine what is specifically needed to service each one. Do not follow traditional practice, such as assuming that big customers want big support. With a better understanding of customers, sales resources can be focused more appropriately, thereby increasing value while cutting cost. [a]

• Create a sales-process model based on, for instance, a customer's company size and industry, sales volume, and buying history. Through ranking customers by opportunity, this model increases the efficiency of both the sales process and reps. An added benefit: The model provides reps with timely reports, focusing them on products most apt to be purchased. [a] [...]

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