Unlearning: The Missing Link in Sales Connection
Gallup, a global analytics and advice firm, annually ranks the honesty and ethics of professions from the eye of public esteem. And for the 20th straight year, nurses have ranked above medical doctors as the most trusted profession. A statistic like this might make us…
10 Sales Stats to Help You Increase Win Rates in 2022
Increasing sales win rates is an uphill battle. We’ve seen the shift to digital selling in the past few years, and sellers have had to adjust processes, implement new technologies, and rethink time-tested methods of selling to reach buyers in a digital age. More than…
The Key to Lasting Results: Sales Team Participation
Running a win-loss program can be difficult, especially when sales rep engagement is low. Win-Loss Analysis creates game-changing coaching opportunities for sales teams, but your sales team must be a focus. If you’re asking yourself how to implement a win-loss analysis program, sales team engagement…
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…
Primary vs. Secondary Data Sources in Win-Loss Analysis
By Ron Sathoff, Director of Learning and Development at Primary Intelligence In the classic 1950 film Rashomon, director Akira Kurosawa presents the details of a crime through the eyes of the various witnesses, all of whom have their own unique perspectives on what occurred. This…
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…