“Winging It” Yields Poor Results
The recent CCS® Index showed that 53% of sellers are guilty of “winging” sales calls. Most everyone had been guilty of not doing their due diligence before going to make a sales call. Activities that should be done as part of pre-call planning would be:…
Win Loss Best Practice Series: Competitive Intelligence Leads to Strategic Decisions
Collecting data and sharing customer insights are valuable competitive strategies, but competitive intelligence must be converted to actionable decisions if you truly want change.
Avoid No Decisions by Answering “What’s in it for me?”
No decision is a terrible outcome for both buyers and sellers. It ultimately means both parties spent time, effort and money and at the end, the buyer decided not to buy from any of the vendors that bid. Sellers either get firm no’s or the vague commitment to revisit the offering at a later time.
The Different Types of Questions to Ask at High and Low Levels
When calling at lower levels, consider asking questions buyers either can’t or don’t want to answer.
New Industry Report Available, “Changing Your Sales Outcomes”
Buyers across industries shared this common narrative, too. If you can sharpen the tip of the spear—your sales team—and understand your buyer’s needs first, then you’ll have a better chance of hitting the mark with both your product and price. The ability to understand and address a buyer’s needs is the key difference between closing the deal or ending up in the “done differently” group.
7 Things All Sales Proposals Should Have Before Submitting to Buyers
Often premature proposals languish in sellers’ pipelines. With every passing month the probability of getting the business wanes. A way to minimize the chances of this happening is to review a draft copy of a proposal before sending it out. This is good for buyers in that there will be no surprises in the final document. Sellers benefit because they can get the proposal right the first time.
How to Sway Your Buyers’ Decision in B2B Sales Deals
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).
Win Loss Analysis Best Practice Series: Seven Marketing Best Practices to Increase Competitive Win Rates
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.
- Customer Success: How to Make CX a Strategic Priority at Your Organization
- Buyer Evaluation Process: What Every Sales & Marketing Leader Needs to Know
- Sales Insights: How to Respond to “Best and Final” Pricing Requests
- Win Loss Best Practice Series: Four Ways to Eliminate Bias in Your Win Loss Analysis Surveys
- How to Position Your Business to Win RFPs