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.
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.
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.