5 Ways to Survive the Frenetic Fourth Quarter
A constant reality for salespeople is quota pressure. There are years when everything goes well and hardly a thought is given to whether numbers will be achieved. If 2017 has been a year like that I hope you’re enjoying it.
8 Tips for Successful Win/Loss Analysis (How Sales & Marketing Can Drive Growth)
Many sales, marketing, and product management leaders recognize win loss analysis as an important factor in fueling revenue growth and understanding buyer appeal.
Win Loss Best Practices Series: 3 Easy Steps to Winning Back Lost Business
While there are multiple benefits of win loss analysis, winning back lost business from a competitor can be a sales rep’s sweet spot. So the sales deal got away from you. What now?
Effective Competitive Intelligence: Why Timeliness is Key to Success
One of the biggest obstacles to creating effective competitive intelligence is the timeliness of the data. If intelligence is not available at the moment of need, it does little good. And the value deteriorates quickly after the decision for which it was generated has been made.
Sales Insights: The Key to Being a “Customer-Centric” Organization
Executive would be more open to vendors that realized product pitches are relics of the past when sellers pushed products.
Improve Your Win Rate By Turning a “No Decision” into a Win for Your Sales Team
The client’s top executives and sales manager told us that they wanted to learn how to improve sales practices. They just didn’t understand where they succeeded and where they failed. The sales teams blamed the pricing or missing features, but none of them requested feedback from their buyers.
What is Sales Intelligence?
Sometimes, it is interesting to try to classify different areas of research and intelligence to see how certain specialties have originated, evolved and grown into their own species, so to speak. This study of sales intelligence can provide intelligence practitioners with the ability to see…
Sales Insights: Who is Calling on Whom?
74% of the time you have sellers leading with product to buyers that are unable to see usage and value.
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.
- 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