B2B Buyer Loyalty: Measuring and Tracking Success with KPIs
Choosing the right Key Performance Indicators is important because doing so allows managers to gather the right kinds of feedback, helping to ensure their businesses are healthy and successful. KPIs must reflect the company’s goals—typically over the long term—and must be key to the organization’s success.
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.
World Class Tools Won’t Hide Poor Customer Experience
The company thought they had this sales deal in the bag, but the reason that the customer decided not to go with one of their offerings was due to a poor customer experience.
Sales Teams: Are You Listening AND Understanding?
Listening to buyers is the biggest area of opportunity for businesses to gain trust from their buyers. The most frequent reason organization’s lose business, as stated by their buyers, is they did not fully understand the buyer’s needs.
When Competitive Price Discounting Becomes Your Company’s Biggest Weakness!
The company’s strategies were not working. In fact, the majority of their loss deals, the buyer had a budget that was OVER the total cost proposed, and they ended up spending more money with the competitor. So why were they losing on price?
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.
Win Loss Programs: Why Such a Bitter Pill for Sales?
Despite both active and passive resistance from some sales teams, most organizations are using Win Loss data to assist their sales representatives.
Putting the Air in your Win Loss Analysis Program Sails
Primary Intelligence asked Win Loss practitioners for their advice to companies who are just starting out on their Win Loss journeys. This blog post shares a summary of these experts’ best and brightest ideas.