Win loss analysis Archives - Page 12 of 13 - Primary Intelligence

Success in Sales: Find Your Unique Selling Point

Sales is an interesting profession, maybe more than any other, it is a profession that has unlimited focus on training and ever changing sales techniques all in the attempt to push the sales person to the next level in their career. Many successful processes can be adopted and some techniques can be learned, but that alone will not determine your success as a sales person.

Don’t Sell Blind: The Importance of Understanding Buyer Needs

Executive buyers appreciate sellers that focus on business outcomes, help understand the barriers to achieving them and articulate the relevant capabilities that can be used to address them. Once compelling value has been established, buyers are incentive to accelerate the decision process as they realize delays mean benefits are not being realized.