Outcomes 2017 for Win Loss and Customer Experience Pros

Outcomes 2017 Speaker Spotlight: Frank Visgatis

If you are looking to visibly understand how to improve sales performance to win in a highly competitive market, then sign up for Outcomes 2017 conference.

Outcomes 2017 will be the event for valuable networking opportunities. Collaborate and generate innovative ideas with other sales, marketing, and product management professionals.

This conference is an intensive and intimate opportunity to connect with business leaders and listen to their strategies.

Speaker Spotlight:

Frank Visgatis

President & Chief Operating Officer for CustomerCentric Selling®

Co-Speaker for We Deliver Outcomes; Not Data with Ken Allred, CEO

Panelist for Outcomes Success Panel with Nick Siddoway, VP, Delivery & Transformation

Outcomes 2017 Frank Visgatis President & CEO CustomerCentric Selling

Frank is an American author, entrepreneur, keynote speaker and Sales and Management consultant. He is known for his sales training and consulting work worldwide with global organizations in high technology, software, travel and other B2B and B2C organizations.

Frank authored CustomerCentric Selling (Second Edition) published by McGraw-Hill in December 2009, which introduces the new needs of selling in a buyer-driven world. He also contributed work to the original CustomerCentric Selling published in November 2003 and Rethinking the Sales Cycle published in December 2009, also published by McGraw-Hill.

Frank shared, “I’m very excited to be a part of the Outcomes conference this year. Primary Intelligence has a great focus on buyer needs, which is the core of what CustomerCentric Selling® has been delivering since 2002. I’m looking forward to participating with the other speakers so I can contribute my thoughts and insights on what organizations can do to better align with their buyers and make a direct impact on their revenue performance.

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How to create superior buying experiences

Sales Tip: The Buyer’s Bill of Rights

The 4th of July holiday is the time of year when Americans pause to give thought to the freedoms our forefathers treasured and were willing to fight to secure. Oppression was and is a powerful motivator.

Since 1993 I’ve railed against traditional selling approaches. In the last decade buyers have leveled the playing field in starting to dictate how they want to be treated. I regret to say most vendors have failed to align with this changing landscape.

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Outcomes 2017 for Win Loss and Customer Experience Pros

Outcomes 2017 Speaker Spotlight: Bob Acosta

Outcomes 2017 conference focuses forward in this year’s collaborative presentations and workshops.

Our conference is bringing together seasoned experts in sales, marketing, and product management to discuss current issues facing business professionals.

This year’s program features presentations from executives who will offer their unique perspectives and approaches to win loss and customer experience analysis.

Speaker Spotlight:

Bob Acosta

Senior Vice President, Casualty Sales for Mitchell International

Be A Support Tool for Sales & Account Representatives session

Outcomes 2017 Bob Acosta Senior Vice President Casualty Sales

Bob is committed to continuous improvement and development of each member of his national sales team. He is a passionate supporter of the win loss analysis program, which he credits for influencing the modification in his organization’s messaging and sales approach.

Using lessons learned from interviews and recommendations from Primary Intelligence has been a large part of his team’s improved win/loss ratio resulting in increased confidence among team members.

This is Bob’s first year to join the Outcomes conference and he is looking forward to learning from peers and presenters alike.

Bob shared, “I’m excited to connect with others driving change through client and prospect feedback within their organizations.

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Win Loss Analysis: How to Calculate Your Win Rate

 

How to Analyze Sales Win Rate

If you pare down to the simplest method, calculating your sales win rate is the number of pursuits you win to the number you lose. So if you are involved in 100 sales engagements and you win 40 of them, you have a 40 percent win rate.

However, where do you draw the line as to what constitutes an engaged sales deal? You could look at every lead provided to the sales team or you could choose to include only the deals that get past a certain stage in the sales process.

Some organizations only count leads that are “sales ready” as true opportunities.

“Sales Ready” is when the prospective buyer Read more

Win Loss for Competitive Sales

Win Loss Analysis for Competitive Sales: When You Know More, You Win More

 

Why Win Loss Analysis for Competitive Sales?

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.

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Understanding Why Good Sales Teams Lose in Competitive B2B Opportunities [eBook]

We spoke with a customer who did not to choose our client’s solution following an extensive evaluation. The main reason for this loss was that the customer had no confidence in our client’s ability to deliver a solution based on the fact that the client did not fully understand its customer’s business needs. This was represented by the ratings for sales performance, solution features, and company drivers.

One of the reasons that our client did not adequately understand the customer’s business needs was that the sales team didn’t take the time to ask the right questions. This was evidenced by the client presentation and the shallow responses to customer questions when asked about solution capabilities. Our client’s implementation plan was also questioned as being “really quick” compared to other vendors, another indication of our client’s lack of understanding of the customer’s business needs.

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how to think like your customer

Sales Tip: How to Think Like Your Customer

In order to think like the customer, salespeople need to talk less about product features and talk more about real life situations to which customers can relate. In CustomerCentric Selling, we call this a usage scenario. Usage scenarios work when selling any product or service to any business or consumer. Over the years, we’ve worked with a wide range of companies in a variety of industries spanning the gamut from retail banks and companies offering credit card sales to merchants, overnight delivery services, and temporary housing providers.

All benefited from this approach, even in cases where the offering was just one in a crowded field of entries. In fact, our experience suggests that in situations where the offering is perceived as a commodity – that is, interchangeable with the competition – the most powerful differentiator is the buyer’s conversation with the salesperson.

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Sales Tip: The Power of “No”

Many people have unusual thoughts about selling. I wanted to share two strange views people have shared with me:

1. One person’s definition of selling was: “Saying yes to buyers until you have to say no.

2. Another offered the advice: “Never confuse the sell with the install.

The message from both was the same and reflects a belief that sellers should say whatever is necessary to get the business and sort things out after getting the order. Certainly following this approach doesn’t make a positive buying experience a likely outcome.

In my experience, there are times when by saying “no” sellers can establish credibility with buyers. In some cases, they can improve their relationship. I wanted to share some examples.

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Proposals - Activity or Progress

Sales Tip: Proposals – Activity or Progress?

As sellers become competent they start to recognize the difference between sales activity and progress. When first going on quota virtually every seller is busy. Many are overwhelmed as they try to perform activities they’ve never done before. Over time most sellers start to understand what activities move opportunities forward. This understanding allows them to be productively busy. Competent sellers recognize buyers that will just waste their time, situations with low probabilities of success, situations where they can’t gain access to decision makers, etc.

In my experience writing proposals Read more

Winning Responses to RFPs

How to Position Your Business to Win RFPs [eBook]

Writing the winning responses to RFPs is always your goal. As part of the selling process, we know you have spent hours researching a business, contacting various key players to understand the business needs, and discussing options so you can write a response to the RFP that delivers the most impact. Of course, the response should demonstrate why your solution is the best available option. Nonetheless, bids or responses to proposals should be treated as a selling tool. Here’s why.

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Sales Presentations - Scripted or not?

Win Loss Best Practice Series: Scripted versus Tailored Sales Presentations

Is it better to have a scripted sales presentation or a tailored one? The guiding principle in any sales process should be listening to your buyer and tailoring your sales presentations to meet your buyer’s unique business needs.

Then again, having a template for your presentation is helpful because you don’t have time to reinvent the wheel every time you need to present to a new prospect. Just plug and play, copy and paste. Makes sense, right?

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Roi calculators and tools

Sales Tip: Tread Carefully with ROI Calculators

I’m a big proponent of discovering the potential value to your prospect of acquiring and utilizing your products and services. One of our core concepts is: People make emotional decisions for logical reasons.

The potential value to a company of changing how they operate can often be the logic they need in order to help them make a purchase or subscription decision.However, I have some concerns about existing “ROI tools” and how they are used by salespeople in the sales process.

Here are a few things to consider about ROI tools and calculators:

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3 Easy Sales Steps

Why Accurate, Actionable Buyer Intelligence is a Direct Catalyst for Changes

At our recent Outcomes 2016 Conference, I attended the roundtable discussion on the topic “Obtaining Sales Team Buy-In.” A Win Loss program is far more successful when the sales team is fully supportive of the program’s goals and processes. But how do we get them there? I suggested to the group that we talk about a win loss program as another sales enablement tool. Our CEO Ken Allred had just explained in the General Session that he started Primary Intelligence to “help salespeople sell more.”

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Buyer Objections

Sales Tips: How to Better Handle Buyer Objections

In our workshops we don’t spend a great deal of time on objection handling. A high percentage of objections result from “spray and pray” approaches when sellers bombard prospects with features without first asking questions to uncover which are likely to be relevant.Sellers dominate calls when doing product pitches. Buyers sometimes raise objections to slow down speeding trains.

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Sales Best Practices

Why Sellers Shouldn’t Call Low

While claiming to be “customer-centric,” most vendors have an inward-looking focus on products and services they offer. This focus is passed onto B and C salespeople when they attend training on offerings in hopes of improving their ability to sell them. The end result can make these sellers virtual wind-up toys when they get in front of buyers. One of the phrases uttered in these organizations is that part of a seller’s job is educating buyers. It’s hard to express how strongly I disagree with that statement.

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Buyers sense of urgency - fire alarm

Do Your Buyers Have A Sense Of Urgency?

When trying to get to the end of sales cycles, sellers always seem to be in a hurry. In stark contrast, buyers frequently drag their feet before making decisions to spend money. Consider how often close dates slip for opportunities in the forecast. This discrepancy in decision time frames can cause sellers to close prematurely, offer discounts to accelerate decisions and pressure buyers. In extreme situations, deals can be lost. It often comes down to the seller’s or vendor’s agenda of needing to book orders at month, quarter or year-end.

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Woman on phone

Does Your Sales Team Need to Love Your Product to Sell It?

The short answer? Yes.

Sure, we can all hold our noses and do things we don’t like, but few of us are also good at masking the discomfort. It’s obvious. You can’t appear engaged in that conversation while also thinking through tonight’s dinner plans in your head.

Of course, the long answer is it takes more than love. A sales rep also has to be confident in what they are doing in order to have the good intent, sincerity, and knowledge needed to close a deal with today’s B2B buyer (who has already Googled you for three weeks before calling).

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Why Sellers Lose

Why Do Sellers Lose?

Often times after a painful loss (large transaction/long sales cycle), sellers will be asked to find out why they lost in hopes of getting smarter about things to do or avoid. While that all seems to be logical, it is difficult for the sellers to find out why they are losing.

Informing sellers that they’ve lost in an odd way is analogous to trying to make a clean break from someone you were dating in school. The person who wants to end the relationship tries to leave little room for discussion. One of the more effective techniques in achieving this goal Read more

Grab Buyer's Attention

How to Grab and Keep Your Buyer’s Attention

A recent study funded by Microsoft reached what I view as a disturbing conclusion. It found that the average attention span of people has fallen significantly in the last few years. Since 2000 it has decreased by one-third and now stands at 8 seconds. To put that into context, we now have attention spans that are 1 second less than that of a goldfish!

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