Customer Success: How to Make CX a Strategic Priority at Your Organization
Customer experience is more important in 2019 than it ever has been considering the plethora of choices available to buyers. If that statement alone is not enough to convince you, then understanding new customer acquisition costs can being between 4 and 10 times more than…
Buyer Evaluation Process: What Every Sales & Marketing Leader Needs to Know
Knowing your buyer’s evaluation process is one of the most critical elements to include in the sales strategy. Having this knowledge is critical to not only the sales rep’s success but also can serve as a roadmap for the marketing team to create sales and…
Sales Insights: How to Respond to “Best and Final” Pricing Requests
Always and never don’t usually apply to sales, but my suggestion is to alwaysact as though you are Column A when asked for better pricing. If you are, buyers will come back to you. If you’re not, you keep your dignity by not getting dragged into a discounting death spiral.
Win Loss Best Practice Series: Four Ways to Eliminate Bias in Your Win Loss Analysis Surveys
Demonstrating the value of your products and services in a way that resonates with your buyers is the difference between winning and losing, between developing a trusted partnership or just being another vendor. To do this effectively, you need to know and understand your buyers,…
Win Loss Analysis Best Practice Series: How to Beat an Incumbent in Sales
Convincing a prospect that you offer the best solution and they should make the changeover to your product/service may appear to be a dauntless task. Nonetheless, there are ways to win them over and beat the incumbent.