4 Tips for Creating Good Positioning Statements
Good positioning statements address the question and allow sellers to transition to focusing on the buyer's organization and business issues. The post 4 Tips for Creating Good Positioning Statements...
View ArticleWin Loss Analysis: Six Strategic Recommendations to Apply to Your Program
Win loss analysis is more than just gathering, analyzing, and interpreting information about a market. It’s more than just sizing a market and understanding the growth rate, competitors, and buying...
View ArticleStop Measuring Customer Satisfaction
We recently worked with a company trying to fix their high customer attrition rate with annual customer satisfaction surveys. Their survey project was successful. Fixing the attrition rate was not. But...
View Article4 Components Needed for Sales Process
Selling is the business discipline most resistant to process and technology. Companies implement stringent procedures for order entry, billing, accounts receivable, accounts payable, general ledger,...
View ArticleWhy the Quality of CRM Data is the Keystone to Competitive Advantage
When the data is complete and accurate, the information readily gained from a buyer can contribute to a wealth of competitive intelligence and help your organization win more deals, increase market...
View ArticleWhat is Sales Intelligence?
Sometimes, it is interesting to try to classify different areas of research and intelligence to see how certain specialties have originated, evolved and grown into their own species, so to speak. This...
View Article5 Ways to Survive the Frenetic Fourth Quarter
A constant reality for salespeople is quota pressure. There are years when everything goes well and hardly a thought is given to whether numbers will be achieved. If 2017 has been a year like that I...
View ArticleWin Loss Analysis Best Practice Series: Seven Marketing Best Practices to...
No matter which industry you're in, sales evaluations play a major part in your company's success. While product features and functionality are usually the most important aspects in an evaluation,...
View ArticleHandling RFPs You Did NOT Wire
Over time sellers begin to realize the only good RFP’s are the ones that you get to wire by making the requirements align with your offering and ideally incorporating features or capabilities that are...
View ArticleHow to Sway Your Buyers’ Decision in B2B Sales Deals
Although B2B buyers are most interested in product features and functionality when evaluating companies, buyer's perception of your company can sway the decision in your favor (or not). The post How to...
View Article7 Things All Sales Proposals Should Have Before Submitting to Buyers
Often premature proposals languish in sellers’ pipelines. With every passing month the probability of getting the business wanes. A way to minimize the chances of this happening is to review a draft...
View ArticleNew Industry Report Available, “Changing Your Sales Outcomes”
Buyers across industries shared this common narrative, too. If you can sharpen the tip of the spear—your sales team—and understand your buyer’s needs first, then you’ll have a better chance of hitting...
View ArticleThe Different Types of Questions to Ask at High and Low Levels
When calling at lower levels, consider asking questions buyers either can’t or don’t want to answer. The post The Different Types of Questions to Ask at High and Low Levels appeared first on Primary...
View ArticleHonest Customer Feedback Is the Cure for Insanity
When you get some honest customer feedback, and start doing different things, the outcomes change, and the insanity goes away. Suddenly the world makes a lot more sense, and you’re closing a lot more...
View ArticleSales Tip: A Strong Qualifier for Proposals
Premature proposals often hang in seller’s pipelines and often wind up being removed months later after no decision has been reached. The post Sales Tip: A Strong Qualifier for Proposals appeared first...
View ArticleThree Questions to Predict if Your Customer Will Renew
If your customer experience program is not telling you how likely your current customers are to renew or expand their spending with you in the near and long term, you're missing a critical metric of...
View ArticleAvoid No Decisions by Answering “What’s in it for me?”
No decision is a terrible outcome for both buyers and sellers. It ultimately means both parties spent time, effort and money and at the end, the buyer decided not to buy from any of the vendors that...
View ArticleWin Loss Best Practice Series: Competitive Intelligence Leads to Strategic...
Collecting data and sharing customer insights are valuable competitive strategies, but competitive intelligence must be converted to actionable decisions if you truly want change. The post Win Loss...
View ArticleWhat is Win Loss Analysis?
At the most basic level, win loss analysis helps sales, marketing, and product leaders understand the reasons for their organizational wins and losses so that they can increase their win rates and...
View ArticleSales Tip: “Winging It” Yields Poor Results
The recent CCS® Index showed that 53% of sellers are guilty of “winging” sales calls. Most everyone had been guilty of not doing their due diligence before going to make a sales call. Activities that...
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