How to Conduct Personalized Sales Coaching that Actually Works
The buyer journey continues to shift to a digital experience. In fact, it is estimated that your rep’s only get 5% of that buyer’s journey. And in that shortened window of time, they’re still expected to build trust, differentiate from competitors, and demonstrate value to…
How to Eliminate Sales Coaching Bias
Written by Jonnie Anderson, Marketing Manager at Primary Intelligence As sales leaders, we want our reps to feel empowered and confident on the sales floor. This confidence directly impacts revenue, win rates, and employee satisfaction. To build sales confidence and help each rep succeed, an…
3 Reasons Sales Reps Should Not Ignore Buyer Feedback
Written by Lindy Lemperle, Designer at Primary Intelligence Sales reps can lean into buyer feedback and Win-Loss Analysis to win more deals. Relevant customer feedback is utilized more in today’s world than it has ever been before. Whether it be major networks transforming new TV…
Build a Sales Intelligence Bridge. Win more deals.
Written by Trent Whatcott, VP of Marketing at Primary Intelligence Buyer feedback is a crucial source of sales intelligence that helps you reach your customers and win more deals. When I was young, my family would make the long torturous drive from our home in…
Best Practices for Sharing Win-Loss Insights Across Your Organization
Written by Jonnie Anderson, Marketing Manager at Primary Intelligence As marketers running a win-loss program, we often struggle to share findings with other departments in our organizations. Win-Loss Analysis impacts all customer-centric departments and creates alignment throughout your organization when insights are shared and discussed….
Why Buyer Feedback is a Crucial Source of Sales Intelligence
Written by Jonnie Anderson, Marketing Manager at Primary Intelligence Sales intelligence is a hot topic right now for B2B organizations. Many providers promise to collect valuable sales intelligence data to help empower your reps throughout the sales process and empower your marketers to optimize the…
The Importance of Sales and Marketing Alignment in a B2B Organization
By Trent Whatcott – VP of Marketing at Primary Intelligence “Smooth as a Bag of Nails”: Marketing and Sales Alignment My first job right out of my undergrad was as a copier salesperson. I was excited to set the world on fire and convert all…
How Sales Experience Impacts Deal Outcomes
Written by Jonnie Anderson, Marketing Manager at Primary Intelligence As the buyer’s journey shifts to a digital experience, sellers have less time than ever with their buyers to build trust, demonstrate value, and close the deal. Sales reps must make the most of this shortened…
Using Win Loss Analysis: Sales
Written by Jonnie Anderson, Marketing Manager at Primary Intelligence As a sales leader, win loss analysis is key to hitting revenue goals and increasing win rates for your team. Through win loss analysis, you are able to tap into your buyer feedback to get an…
5 Signs You Need Sales Experience Analysis
Written by Jonnie Anderson, Marketing Manager at Primary Intelligence In a recent study, 36% of buyers said that a losing vendor could’ve won the deal by making a change in during the buying process. Most often, buyers described missteps in the sales experience as the…