Don’t Sell Blind: The Importance of Understanding Buyer Needs
Executive buyers appreciate sellers that focus on business outcomes, help understand the barriers to achieving them and articulate the relevant capabilities that can be used to address them. Once compelling value has been established, buyers are incentive to accelerate the decision process as they realize delays mean benefits are not being realized.
Win Loss Programs: Why Such a Bitter Pill for Sales?
Despite both active and passive resistance from some sales teams, most organizations are using Win Loss data to assist their sales representatives.
Putting the Air in your Win Loss Analysis Program Sails
Primary Intelligence asked Win Loss practitioners for their advice to companies who are just starting out on their Win Loss journeys. This blog post shares a summary of these experts’ best and brightest ideas.
What the Buyer Disclosed Surprised the Sales Team
In blissful ignorance the client would have missed a key component and enforced policies around training the sales team on how to properly present and the solution team on attention to detail in the requirements. A lot of wasted time and effort on both the stakeholder’s and team’s side.