Using buyer feedback in competitive analysis
Companies who cannot find their competitive edge will lose deals. Therefore, it’s important that sales and marketing have a deep understanding of who their competitors are, what their competitors are doing, and how they can best position themselves against competitors in an ever-changing market. By…
Battlecards: a necessary sales resource
Salespeople are always looking for the easy solution to compete against their market rivals. One thing that sales professionals do not want is to spent time on extensive research to discover a competitor’s strengths and weaknesses. After all, your company pays salespeople to interface with…
Gathering Customer Insights on a Budget
You’ve held focus groups. You’ve conducted surveys. You’ve analyzed customer interactions and coached your sales team on all the latest and greatest closing techniques. Yet, your sales and revenue remain flat. Frustrated, you continue doing what you’ve always done because, well, what else are you…
The Hidden Risk in NPS
Melissa Short, VP Reporting Services Why measuring effort to value is critical to understanding customer success In brief: Recommendation likelihood (also referred to as Net Promoter Score or NPS*) likely has limitations in describing customer success and can disguise risk. Even when highly likely to…
How One Company is Tackling the Risk of Nothing
What happens when a sales team uses data-driven insights to fix their no decision problem? Here’s what one sales team accomplished, their unexpected results, and advice for others to get ahead of no decisions. —Melissa Short, VP Reporting Services For some organizations, “no decisions” or…
Three Key Tips for a Voice of the Customer Program
Getting key feedback from customers is nothing new. And in the height of the information age, it has become easier than ever to get the voice of your customer. However, not every Voice of the Customer (VoC) program is successful. Definition of Voice of the…
Effective Sales Enablement
What is sales enablement? Sales enablement provides salespeople with tools, content, and information that help them sell efficiently and effectively. To be an effective provider of these resources, sales enablement must be careful in its direction and procurement of information to assist sales. After all,…
Competitive advantage and how to gain it
A competitive advantage is defined as the ability of a company to demonstrate a perceivable difference in their product that elevates it over that of their competitors. To make your product stand out against the competition, there are a few steps you can take that…
Win Loss Best Practice Series: Four Ways to Eliminate Bias in Your Win Loss Analysis Surveys
Demonstrating the value of your products and services in a way that resonates with your buyers is the difference between winning and losing, between developing a trusted partnership or just being another vendor. To do this effectively, you need to know and understand your buyers,…
Win Loss Analysis Best Practice Series: How to Beat an Incumbent in Sales
Convincing a prospect that you offer the best solution and they should make the changeover to your product/service may appear to be a dauntless task. Nonetheless, there are ways to win them over and beat the incumbent.