Analytics in Competitive Intelligence: Stated vs. Derived Importance
In the end, using the most sophisticated analytics tools to determine the key influencers will eventually provide the greatest strategic decision-making ability for your company. In many cases, this approach has improved company performance much more than gut feeling, reactive competitive intelligence programs, and stated importance measurements.
Sales Insights: Where You Start Impacts the Outcome
If a seller’s contact can’t identify areas of value the seller can ask if he/she could introduce them to a person that can.
Why B2B Sales Professionals Must Understand Buyers’ Needs
Gaining a deep understanding of other people requires significant effort, patience, and good listening skills. It’s a journey that can take a lifetime to perfect.
Sales Insights: Avoid Negotiating with Buyers Unless You’re “Column A”
Some salespeople see this as an opportunity to win the business with aggressive pricing. In my experience, vendors selling non-commodity offerings can seldom discount their way into becoming Column A.
4 Components of a Repeatable Sales Process
In order to have sales process defined milestones, consistent positioning of offerings, a standard skill set and the ability of managers to audit pipeline by reviewing correspondence with buyers are required. Sharing best practices can provide organizations sustainable competitive advantages.
3 Things You Must Know Before Selling to the B2B Market
We look at ways in which B2B buyers are identifying and selecting their top tier of vendors for purchase evaluations—how they’re coming up with their short list of contenders (often with very little or NO input from sales or company reps). We also examine how B2B buyers expect excellence from their vendors, based largely on their expectations from their experiences as consumers in B2C transactions. Finally, we share the importance of personas and journey mapping in terms of better understanding B2B buyers.
The Value of Sales Process
With no offense intended, having sellers grade pipelines is analogous to allowing inmates run the asylum. Sellers less than YTD will often reduce the bar for qualification. Their primary motivation in “forecasting” is to convince their managers everything will be okay moving forward. Better to give sellers a more realistic view of their pipelines after being graded by their manager.