A Strong Qualifier for Proposals
Premature proposals often hang in seller’s pipelines and often wind up being removed months later after no decision has been reached.
Honest Customer Feedback is the Cure for Insanity
When you get some honest customer feedback, and start doing different things, the outcomes change, and the insanity goes away. Suddenly the world makes a lot more sense, and you’re closing a lot more deals.
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).
Handling RFPs You Did NOT Wire
Over time sellers begin to realize the only good RFP’s are the ones that you get to wire by making the requirements align with your offering and ideally incorporating features or capabilities that are unique to your offerings.
Three Questions to Predict if Your Customer Will Renew
If your customer experience program is not telling you how likely your current customers are to renew or expand their spending with you in the near and long term, you’re missing a critical metric of success.
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.
Why the Quality of CRM Data is the Keystone to Competitive Advantage
When the data is complete and accurate, the information readily gained from a buyer can contribute to a wealth of competitive intelligence and help your organization win more deals, increase market share, and grow the company. But this process begins with good quality data.
4 Components Needed for Sales Process
Selling is the business discipline most resistant to process and technology. Companies implement stringent procedures for order entry, billing, accounts receivable, accounts payable, general ledger, etc.
The Magic in a 0-to-10 Rating Scale
Remember, the goal is to get the most accurate measurement of the buyer or customer’s perceptions – avoid any risk of confusion.
- 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