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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:
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- 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
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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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Listening Options
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- The SalesBabble.com website click the player above on this page!