Three Critical Questions for Increased Win Rates
One critical component to a successful revenue growth strategy is to increase win rates on deals in the pipeline. But it’s much easier said than done, and it has become even more challenging in a post-Covid world. To accomplish big gains in win rates, an…
How One Company is Tackling the Risk of Nothing
What happens when a sales team uses data-driven insights to fix their no decision problem? Here’s what one sales team accomplished, their unexpected results, and advice for others to get ahead of no decisions. —Melissa Short, VP Reporting Services For some organizations, “no decisions” or…
The Case for Win Loss Analysis
Diet and exercise. If you ask anyone competent in dealing with body health, they will invariably come back to these two items. When it comes right down to it, that is the key. It is a lifestyle change. However, our society is riddled with quick…
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,…
How to Position Your Business to Win RFPs
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.
How to EARN the Right to Talk Product with Buyers
Once sellers understand their buyer’s environment, they aren’t selling offerings, they’re empowering buyers to achieve desired business outcomes.
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.
After the Customer Interview, Turn Feedback into Action
Increased revenue, saving existing relationships, and applying the key learnings towards future opportunities should be the result of actionable intelligence gathered during customer interviews. No one likes to lose, but in sales it is going to happen. Instead of looking around for someone to blame, the key is to gather as much information as possible about why you lose and then apply those learnings to future opportunities. If done correctly, the improvements made as a result of the feedback should help to reduce the number of losses that happen.