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.

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.