Although B2B buyers are most interested in product features and functionality when evaluating companies, buyer’s perception of your company can sway the decision in your favor (or not).
Author Archive for: connie.schlosberg
About Connie Schlosberg
Connie has over 20 years of experience in contracting, acquisitions, and communication. Connie studied global perspectives and leadership as an undergraduate at the Pennsylvania State University. She is an accomplished navigator of government and nonprofit business environments as well as a proven professional with the ability to create reputable relationships with stakeholders, employees, the media, and public.
Entries by Connie Schlosberg
No matter which industry you’re in, sales evaluations play a major part in your company’s success. While product features and functionality are usually the most important aspects in an evaluation, buyers still consider company reputation, service and support, and future direction in the final decision.
Here are seven best practices you can apply to increase competitive win rates for your company.
Win loss analysis is more than just gathering, analyzing, and interpreting information about a market. It’s more than just sizing a market and understanding the growth rate, competitors, and buying segments. Win loss research is a sales, product, and marketing enablement tool focused on improving sales, improving the product/service, and improving a company’s market presence as a result of listening to customers.
At Primary Intelligence, broad access to Customer Experience information is viewed as a best practice since this gives employees, managers, and executives deeper insights into customer perceptions of the organization. Widespread access also allows individuals at every level to construct possible remedies to address customer concerns and gives impetus and support for new initiatives.
Primary Intelligence celebrated its 2nd Outcomes 2017 conference and the following is a summary of the of the three-day event, which was held September 13-15 at the Grand Summit in Park City, Utah. Outcomes 2017 is the only conference dedicated to win loss and customer experience professionals.
Successfully starting and running a win loss analysis program takes skill, patience, and tenacity. Here are a few tactical recommendations to help ensure your company’s win/loss efforts are effective.
Communication is a key theme in customer experience. Yest some organizations still believe it’s scary to communicate with their customers. Confirming problems and issues means you actually have to do something about them, you have to fix them, to let customers know you heard them and are addressing their problems.
What’s the top concern of selling? Determining what your customers want so you can win more sales opportunities. So how are successful companies making this determination?
Frank will be speaking with CEO Ken Allred for Outcomes 2017 for the “Delivering Outcomes, Not Data” session on Thursday, September 14.
Customer experience touchpoints occur immediately after the initial deployment and again periodically throughout the life of the solution’s use. A common practice is to engage with enterprise customers every six months to measure their satisfaction and identify areas for improvement in product, support, and training.
In the dog eat dog world of pharmaceuticals, winning or losing your renewal contract has heavy ramifications. Knowing your customers’ experience with your product and the key decision drivers that keep them coming back is critical when playing at this level, as the competition is fierce, and loyalty is in no way guaranteed.
Primary Intelligence now offers a solution, TruSales for Salesforce.com users that provides a clear analysis of your sales win rate. You’ll instantly know the truth about your wins, lost deals, no decisions, and revenue by deal types. It’s completely free if you sign up now for the preview release.
Win loss analysis is a branch of market research focused on understanding why companies win or lose new business opportunities. By implementing a win loss program, you can obtain reliable, actionable, and unbiased feedback about how well your sales team performed in recent competitive opportunities. You can identify the best practices of your top performers, your competitive positioning within each opportunity, how well your solutions were received, and much more.
Effective winning proposals mirror your prospect’s business strategy and objectives with enough detailed understanding that the key decision players will know your solution is the perfect match for their needs.
The guiding principle in any sales process should be listening to your customer and tailoring your presentation and sales process to meet their unique business needs.
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.
Primary Intelligence is excited to have three of our partners – our experts – as special guests at Outcomes 2016. They will be sharing best practices and insights on how you can use Win Loss and Customer Experience to close more deals, grow revenue, and improve customer success.
Primary Intelligence is excited to have three of our clients – your peers – as our special guests at Outcomes 2016. They will be sharing best practices and insights on how they use Win Loss and Customer Experience to close more deals, grow revenue, and improve customer success.
With our first customer conference just weeks away, I asked Ken Allred, CEO of Primary Intelligence, about Outcomes 2016. Here is a selection from our conversation.
Do you love sharing your stories and knowledge about your Win Loss and Customer Experience programs? Are you interested in hearing successes and struggles with improving sales and revenue? All in a casual setting?