Primary Intelligence’s integration of your win loss analysis data with Salesforce.com will take your win loss program to new heights and provide your sales representatives and sales management on-demand access to a sales enablement tool that will help them sell more effectively, improve their competitive win rates and better understand buyers’ needs and requirements. With Salesforce.com integration, the knowledge acquired from your win loss analysis program is immediately available to sellers when they need it most–when they’re competing for business with your competitors.

At the opportunity level within Salesforce.com, we provide several on-demand sales intelligence tools to your sales representatives and sales management. The following tools are available as part of our Salesforce.com integrated sales enablement solution:

• Competitor Intelligence Tool
• Competitor Price Position Tool
• Customer Reference Selection Tool
• Sales Coach Locator Tool
• Competitor Anti-References Tool
• Sales Opportunity Submission Tool

You want to empower your sales force and give them every advantage you can in today’s hyper-competitive environment. You want to give them tools they will use–tools that will help them sell more and do it more effectively. Primary Intelligence’s Sales Explorer for Salesforce.com sales enablement tools will enable you to:

• Ramp your sales representatives faster
• Ensure your team has the latest and most important competitor intelligence
• Make it easier for sales representatives to compete with your competitors
• Improve individual sales representative’s win rates
• On-demand, easy access to best practice coaches

Key Competitor Intelligence (Salesforce.com Integrated)

While your sales representative is working on a competitive sales opportunity they can access the latest competitor intelligence on the competitors they are currently competing with. This intelligence helps your sales representatives position themselves more effectively with your buyers and improves their ability to beat your competition and improve their win rates. The on-demand competitor intelligence available to your sales force within Salesforce.com includes:

• Primary reasons your buyers give for not selecting your competition (competitor weaknesses)
• Specific reasons your buyers give for selecting your competition over you (competitor strengths)
• Your competitors’ product strengths and weaknesses as identified by your buyers
• Your competitors’ sales strengths and weaknesses as identified by your buyers
• Best practices utilized by other sales representatives to beat the competition
• Buyers identification of the root causes of how the competition has beaten you

Competitor Price Position Intelligence (Salesforce.com Integrated)

Understanding your price position in a sales opportunity is critical to a sales representative’s success. Knowing whether they will be higher, lower or similarly priced to the competition and applying the appropriate sales strategy can mean the difference between winning and losing. Competitor pricing intelligence represents an important competitive advantage you can give your sales force with our Competitor Price Position tool. This tool provides your sales representatives competitive pricing information that comes directly from your buyers and includes:

• The competitor’s pricing strategies and the probability that the competitor will be priced higher, lower or similar to you
• Price warnings and alerts notify sellers about potential risks and/or opportunities versus the selected competitor
• Competitive win rates when you are priced higher, lower or similar to the competition
• Recommendations on how to improve your probability of winning based on the likely price position of the competitor
• Anticipated competitor price position based on deal size
• How much higher or lower the competitor’s pricing was compared to yours

Identify Your Best Customer References (Salesforce.com Integrated)

One of the most challenging jobs a seller has is selecting the right customer references for a specific sales opportunity. Ideally, a sales representative would want a customer reference that had recently selected them over the competitors the sales representative is currently competing against. The seller would also want to understand why the customer chose them over the competition. If, in addition to the elements described above, the sales representative could also identify customer references in the same industry and of a similar business size to the opportunity they are pursuing they would have a significant advantage over the competition. The customer references identification tool is integrated with Salesforce.com and allows your sellers to do all of these things, including:

• Identify recent customer wins versus a specific competitor
• Identify recent customer wins in a specific industry
• Identify recent customer wins based on company size
• Review why the customer selected you and why they didn’t select the competition
• Review the trigger event and business needs the customer had that caused them to seek a solution

Identify Sales Resources (Salesforce.com Integrated)

Primary Intelligence’s on-demand, sales enablement tool opens up the lines of communication across your sales force by helping sales representatives identify resources that can help them most based on past results. This sales resource identification and connection tool effectively connects a seller with other sales representatives that have faced similar sales situations in the past with successful outcomes. Sellers use this tool to identify and connect with potential sales coaches in the following areas:

• Identify sellers that have the best track record versus a specific competitor
• Identify sellers that have consistently outperformed a specific competitor
• Identify sellers that demonstrate your product the best when competing with a specific competitor
• Identify sellers that have the most experience competing with a specific competitor
• Identify sellers that have the best track record in the high price, low price or similar price position

Competitor Anti-References Identification (Salesforce.com Integrated)

Many sales representatives have firsthand knowledge of how risky a sales strategy bashing the competition can be. However, if you can identify a competitor’s customer that is not happy with that competitor and let them do the talking this can be a much safer alternative to directly expressing negative opinions about a competitor. The competitor anti-reference identification tool helps a seller identify a competitor’s customers (your recent losses) that have expressed dissatisfaction with the competitor and/or their solution. This sales enablement tool is integrated with Salesforce.com and alerts your sellers to these types of anti-reference opportunities when they present themselves.

Sales Opportunity Submission (Salesforce.com Integrated)

Give sales representatives, sales management and those with access to your Salesforce.com application the ability to submit competitive wins, losses and no decisions to your win loss program with a single click of a button. Integrated within the Salesforce.com application on each sales opportunity tab is a button entitled “Submit for Review” that allows the user to quickly submit the opportunity to your win loss analysis program. When a closed sales opportunity is submitted from within Salesforce.com the following information is automatically captured:

• Opportunity name
• Company name
• Deal size
• Buyer(s) contact information
• Buyer(s) role in the purchase decision
• Responsible sales representative(s)
• Sales status (win, loss or no decision)
• Close date
• Sales representative notes – the user has the ability to enter notes specific to the opportunity they are submitting to the win loss analysis program

Extend your win loss analysis program today by leveraging Primary Intelligence’s Sales Explorer for Salesforce.com sales enablement tool.

Contact a Primary Intelligence representative today for a demonstration and ask them to tell you about the benefits our clients experience today with their Sales Explorer for Salesforce.com sales enablement solution.

Free Consultation