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.
The Types of Customer Data to Collect to Improve Marketing Strategy
Collecting a combination of open-ended and close-ended feedback is a best practice at Primary Intelligence. While collecting only close-ended or only open-ended feedback is possible, having one without the other only tells one side of the story.
New B2B Industry Report Available, “How to Win at a Higher Price”
What are the chances you can win a B2B sales deal that’s priced higher than your competitors? As challenging as it may be, winning a competitive bid is not impossible. How often do B2B buyers select the more expensive offering? In Primary Intelligence’s newest industry report, How…
7 Problems with Using the Word “Solutions” with Buyers
Buyers don’t like to be told what they need. Many resent seller attempts to force solutions upon them. In the best case buyers will discount whatever claims sellers make as they’ve come to expect hype.
Two Key Product Management Metrics
Saeed, in his blog post at On Product Management, posited the question, why is it difficult to measure the value and contribution of product management? To help us focus on the right metrics, he defined Product Managements mandate as:
Product Managements mandate is to optimize the business at a product, product line, or product portfolio level over the product lifecycle.
This is a great question and his definition of the Product Managements mandate really got me thinking.
“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.
- For better retention rates, create a “culture of new”
- 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