Build a Sales Estimating Process That Works with Marcel Petitpas #336

Build a Sales Estimating Process That Works with Marcel Petitpas #336

Have you ever earned a new customer that actually cost your business in the long run? Your ability to predict success for a service industry is dependent on your skills to estimate accurately.  Too often businesses fail to have a profit centered process when selling.  Yes sellers are able to close deals, but sadly too often these deals don’t pay the bills.  According to our guest Marcel Petipas, revenue is a liability unless you make a profit. In this episode Marcel shares his sales estimating process for making solid estimations that add to the bottomline.

Fixing a Broken Sales Estimating Process

The way to fix a broken sales estimating process is to:

    • Have a strong pipeline.
    • Be able to say no if a deal is not a good fit.
    • Create a standardized estimation process for quotes.
    • Evaluate every deal when the project is complete.
    • Ask the question “what was the profit margin?”
    • Use the results and create a feed back loop to improves the sales estimating process.
    • During each audit look at project management, process management and account management processes.
    • Collect data but focus on what’s important and avoid unnecessary detailed data.

Profit Focused Sales Estimating Process

Too often businesses take on any project just to keep an inflow of work. This attitude is suicide for a business. Instead create a sales estimating process that works, one that’s profit focused. Provide quotes and bids with profits built in that enrich the organization.

How To Find Marcel Petitpas

You can find ParaKeeto here parakeeto.com

If you want to connect with Marcel directly marcel at parakeeto.com

      

Thank Our Sponsor Sharetivity

 

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker. One click personalization.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

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Past Episodes Sales Estimating Process

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

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