eBooks
3 Critical Questions to Better Understand Your Buyers
Times change rapidly for sales teams. Especially in dynamic markets. As economic and financial factors change the world in which we live, so do they change in sales situations.
In unpredictable times, it is even more important to make sure your sales approach stays focused on the ever-shifting needs of your buyers.
This eBook shows you the 3 critical questions you should be understanding about your buyers.
Align Your Solution to Buyer Pain Points...to Win More Deals
Your prospects are too busy to bother with any sales rep who promises a solution without a comprehensive understanding of their business needs.
If you’re looking to capture the attention of a high-level decision maker, you must provide measurable value. Where does that measurable value come from?
Understanding your prospects business needs and offering a solution that resonates with their pain points. “Align Your Solution to Buyer’s Pain Points…To Win More Deals” eBook shows you how to stand out with 7 crucial steps to understanding buyer needs.
7 Competitive Intelligence Strategies Used by Successful B2B Companies
Planning strong competitive intelligence strategies is what closes deals and increases revenue. The effective proven strategies will make your company more competitive. Applying the right type of competitive assessment is what you need for proactive, strategic planning – the most sustainable way for surefire business growth.
5 Steps to Understanding B2B Buyers
Many underperforming B2B sales teams have something in common: They focus on selling the solution but fail to solve the business problem. Primary Intelligence research found that less than 50 percent of sales teams are effective in understanding their prospects’ needs. The ability to understand buyer needs is vital to any company’s success. These steps are critical to meeting customer expectations and closing deals.
Why Good Sales Teams Lose
This eBook will help you understand the strategic questions you need to answer to uncover the reasons for lost deals. It explores the need to understand the loss drivers that keep you from winning in complex sales. You’ll learn the critical steps needed to help your sales team take the right approach to convert buyers to customers.
B2B Quantitative vs. Qualitative Data
If you’re not using qualitative AND quantitative data to improve your sales opportunities, you’re flying blind. You wouldn’t make a high-dollar business purchase without reviewing the data, right? Without research, rating assessments, and an evaluation, you know it could be a costly mistake.
Nine Best Practices for Nailing Competitive Intelligence in Dynamic Markets
Understanding competitors is challenging, even in the most stable of industries. When trying to nail down competitive dynamics in fluid markets, the task becomes even more difficult. This is especially true if your firm has limited resources for competitive intelligence capture, analysis, reporting, and dissemination… leaving it to sales and marketing to “figure it out.”
Why Win Loss Analysis? When You Know More, You Win More
Did you know companies who study past deals have a 3-7x higher win rate? Win Loss Analysis may seem tactical. In reality the process delivers strategic insights which help you dramatically increase your win rate, gain competitive intel, understand how buyers see your products and be more precise in your marketing.
B2B Your Complete Guide to Winning Requests for Proposal
Writing effective responses to RFPs is always a challenge. In order to win over the key decision makers, you need to know what makes the winning Requests for Proposal successful. Our experts have invaluable insights on what buyers are looking for due to their closed-door discussions with them. Now we’re sharing those tips with you!
B2B Customer Experience Tools and Methodologies
Customer Experience tools are abundant, and organizations wishing to use these tools to better understand customer perceptions will find a wide array of choices at their disposal. Download this eBook to find out the most successful CX tools and collection methodologies used today.
B2B Customer Experience Beliefs & Attitudes
Today, the slightest nuance can result in customer dissatisfaction. Gone are the days when companies controlled their customers’ experiences with them. Now customers will change products on a whim even in the B2B industry. Find out the top beliefs and attitudes B2B marketing, sales and VOC professionals share and recommendations on how to have a positive impact with your customers.
Your Guide to B2B Customer Experience
While most corporate executives support programs that provide feedback about their customers’ experiences, few managers have implemented Customer Experience (CX) programs in a way that drives significant impact on future revenue growth.
Primary Intelligence’s 3-part eBook series covers the basics of Customer Experience, includes strategies for turning CX data into revenue, and provides recommendations for getting your CX program off to a strong start.
With the information in these eBooks, you’ll better understand key terms and concepts related to Customer Experience, as well as concrete steps you can take to make a real impact on your organization.
The B2B Playbook for Revenue Growth
You need a well-rounded strategy to drive business development and sustained, profitable growth. Win Loss Analysis and Customer Experience Analysis is the effective combination to putting more revenue in your pocket. Find out what it takes to grow your revenue by increasing sales, retaining customers, and growing revenue, including the three crucial steps on how to improve revenue.
Getting to the Root Cause
How recent discoveries regarding the sinking of the Titanic relate to the real reasons companies win and lose sales opportunities
Win Loss Analysis: It’s Not Just For Sales Anymore
Win loss analysis may be one of the most important success measurement activities—not just for sales, but for marketing and product leaders. Win analysis will explain clearly how buyers buy; loss analysis will tell you why they don’t buy from you. You’ll learn how to improve your product and your promotion, and where marketing can support the sales team with better sales tools.
The Win Loss Witch Hunt
Although the purpose of win loss analysis isn’t to identify culpability for lost opportunities, sales teams that perceive it that way can jeopardize the success of any win loss program. And, while stakeholders often recognize that support from sales teams is essential to the success of their program, they falter by confronting it insufficiently, too late, or not at all.