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Are You Alienating Your Buyers? A Touchpoint Analysis Will Tell You.

Sales Benchmark Index

Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis

The Power of a Win/Loss Analysis

Sales Benchmark Index

sales strategy Sales Leader Win Loss Analysis Director of Sales Resources Your team just landed that big deal. The one that has been out there for weeks. You feel great. Your rep is figuring out how to spend their commission. Your sales manager has that swagger. All is good; you made the quarter. Guess what? Today is a new day, with a new number.

How the SWOT Analysis for Increasing Sales Limits Business Growth

Increase Sales

Many executives to even top sales performers frequently employ a SWOT analysis for increasing sales. Where the SWOT analysis for increasing sales may limit business growth is within the area of weaknesses. Sales business grwoth small business SWOT analysis SWOT analysis for increasing sales top sales performers What are the threats to me or to the organization?

4 Ways to Identify Sales Strategy Gaps with Win/Loss Analysis

Sales Benchmark Index

Article Sales Strategy sales strategy win loss review win/loss review

4 Ways To Grow Revenue with Win Loss Analysis

Score More Sales

I spoke with Ken Allred , CEO of Primary Intelligence , about Win Loss programs and how they help Sales teams win more deals. Below is an excerpt from our discussion. B2B sales strategy

Overcoming the Paralysis of Analysis

The Productivity Pro

“You’ve heard the saying, ‘Analysis creates paralysis.’ If taken too far, trying to review or prepare for every possible contingency can result in the paralysis of analysis—what I think of as “vapor lock of the brain.” Efficiency decisions Overcoming the Paralysis of Analysis’ You can’t be 100 percent sure of anything.”

The Best Questions for Your Needs Analysis

The Sales Blog

The Best Questions for Your Needs Analysis is a post from: The Sales Blog | S. There is no “best question” for you to ask during your needs analysis sales call. b2b compelling creating value differentiated dissatisfaction gap gap analysis opportunities sales selling stakeholders successAnthony Iannarino. There are “best questions.” Who Questions? What Questions? Why Questions?

Google Analytics 101: What Every Small Business Owner Should Know about the Powerful Website Analysis Tool

Vertical Response

Google Analytics is one powerful — and free — website analysis tool that can help you better understand your current and potential customers. It’s easy to see why Google Analytics is one of the most popular website analysis tools — it’s easy to use. They’re every bit as important as the customers you deal with face-to-face. Click on the Admin tab.

Is Benchmarking or Perfect Fit Analysis More Predictive for Selecting Great Salespeople?

Understanding the Sales Force

Many readers emailed asking if we could perform this analysis for them (yes, in most cases) and whether this would be considered benchmarking (no). In this article, I will actually show you the difference between benchmarking and the Perfect Fit Analysis that we use as proof to clients and to customize Objective Management Group's (OMG) Sales Candidate Assessments. We use the Perfect Fit Analysis to achieve our legendary accuracy when predicting who will and won't succeed in a each sales role at each client's company.

Texting, Transactional Analysis and Emotional Intelligence, Anyone?

Increase Sales

Possibly you may be wondering what is the shared commonality between texting, transactional analysis and emotional intelligence? Back in the late 1905′s, psychologist Eric Berne developed transactional analysis as a tool to help with communication among other challenges. This reinforcement has also potentially diminished the capacity for emotional intelligence. and texting.

Jefferson, Octupus & Wheelbarrow: Taking Needs Analysis To A New Level

Buyer Insights

Tips for Sellers Needs Analysis Solution SellingWhat are the principles of world-beating solution selling? Well, here communicate them using a rich metaphor – one that you won’t easily forget. It is Jefferson’s Octopus In A Wheelbarrow! Jefferson Thomas Jefferson, was a founding father, lead author of the Declaration of Independence and 3rd President of the United States of America. […].

Going Beyond Cost – Benefit Analysis

Partners in Excellence

I cringe when someone finally does a rudimentary financial analysis, develops charts to present it, culminating in a closing chart proudly stating “The ROI on this project is 6 months.” ” (If you are wondering about this statement, please pick up a book on elementary financial analysis right away). Too many customers focus only on pricing and don’t demand a strong financial analysis. It requires attention to detail, lots of data collection, and great analysis. They need to own the results of the analysis. And on and on and on.

Sales Analysis: Are You Growing Too Fast?

Sales Benchmark Index

Mastering the Art and Science of the Deal with Win-Loss Analysis

Jill Konrath's Fresh Sales Strategies Blog

Ever lost an important deal that you were sure was going to close? Conversely, have you ever been surprised when you emerged as the winner? Success Mindset

Capture the Real Reasons You Win and Lose to Competitors

Sales Benchmark Index

Article Marketing Strategy buyer research win-loss analysis

4 Sales Analysis Questions to Ask at Mid-Year

Sales Benchmark Index

Did Your Salespeople Grow Up on the Farm?

Anthony Cole Training

You and your salespeople are a product of mom and dad, the people met, the experiences had and the education/knowledge acquired: record collection nature vs nurture product of your backgroun Sales Effectiveness and Improvement Analysis SEIA core values and beliefs

Leaving Your Goals in Your Drawer | Sales Tips

Sell More and Work Less

Top sales performers that I work with on a regular basis tend to follow the … Read More » Sales Tips analysis Colleen Francis Engage Selling Engage Selling Solutions Goal Setting sales sales analysis Sales Goals Sales Lessons sales performer sales teamIt’s really common for people to set goals.

Why Did I Lose the Sale? 6 Win-Loss Analysis Questions

HeavyHitter Sales

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. Click here to learn more about Win-Loss Analysis. To accomplish these studies I have interviewed hundreds of C-level executives and countless mid-level managers and lower-level personnel.   Losing is always hard.   2.

Discover Your SLOT for Self-Improvement

Increase Sales

Many have heard of the SWOT analysis for organizational development or improvement. The SLOT analysis provides much greater clarity as to where you are right now and what is getting in your way to where you want to be. If you are looking to establish a personal growth action plan ,then before you take that action conduct a SLOT analysis on yourself. Weaknesses. Opportunities.

How Sales Enablement Can Help Close More Deals

Sales Benchmark Index

Article Sales Strategy how to how to increase win rate sales sales enablement sales enablement organization sales process win loss review win-loss analysis

Optimizing the Lead: 4-step lead generation analysis

B2B Lead Blog

Among other things, we’ll take a basic look at conducting a lead generation analysis, to help you optimize your lead generation process, campaigns and programs. Begin with an analysis of the deals that have closed. Tweet When you think of the word optimization, you might think of writing keyword-stuffed blog posts for search engine optimization or running split tests for landing page optimization. But, in reality, any marketing process can be optimized. Including lead generation. On a webinar today for ReadyTalk at 1 p.m. Step #1: Review closed deals. Total revenue.

How to Crush Your New Sales Quota

Sales Benchmark Index

Sales Analysis sales strategy Sales Performance Management Sales Rep Resources metrics The good news is you had a great last year. The bad news is you had a great last year. Long time sales representatives are familiar with this situation. The reason is that new quotas are often set based on last year’s production. To make it back to president’s club you need a plan.

Quota 93

Performance Management Friday — Win/Loss Analysis

Partners in Excellence

Win/Loss Analysis is critical in helping us improve our results. But there are a couple of perspectives in win/loss analysis I think are important in driving performance improvement and improving our ability to win — hopefully ultimately just doing win reviews. A similar analysis around sales cycle time is good. There are two different perspectives of wins and losses that I’d like to discuss. One is the fairly typical win/loss review that should be conducted with every major opportunity–particularly for every major loss. Where were we off target?

Avoiding Indecision and Analysis Paralysis

The Productivity Pro

Personal Productivity Podcast analysis paralysis indecisionDon’t get sidetracked by overthinking and indecision. Listen in today. (C) C) 2015 Laura Stack, All Rights Reserved. www.TheProductivityPro.com.

Closing the Strategic Gap in Your Spend Analysis

Sales Benchmark Index

Magazine Sales Strategy

Quick & Savvy Competitive Analysis – Where to Start

Vertical Response

What exactly is a competitive analysis? Competitive analysis is one of the key areas you need to understand in order to succeed. According to Fleisher & Bensoussan’s, Methods and Techniques for Analyzing Business Competition , “Competitor analysis is an essential component of corporate strategy. However, thorough competitive analysis is not hard to do.

Why Losing Can be a Good Thing for Sales Leaders

Sales Benchmark Index

Sales Leader VP of Sales Resources Win Loss Analysis competitive differentiation “Are we truly differentiating ourselves in the market?” ” I was recently asked this by the sales leader for a large software company. It was on the heels of losing a multi-million dollar opportunity. The fifth one in the last quarter.

Sales Leadership Talent of Problem or Situation Analysis

Increase Sales

Last week the focus was on problem management and today the discussion looks at problem or situation analysis. Within the Attribute Index as published by Innermetrix, problem or situation analysis is a sales leadership talent that demonstrates the “The ability to identify the elements of a problem situation and to understand which components are critical. Share on Facebook.

5 Ways CEO’s can Learn from Losses

Sales Benchmark Index

CEO Win Loss Analysis Big Deal CEO Resources Depending upon the outcome, a big deal can make the year for any CEO. Celebrate wins of course. But you also need to celebrate failure. Quickly learn from the losses and no decisions. Dive deep into the deals to build on the mistakes. This will strengthen your pipeline as the sales team reaches the mid-year point.

How the Ah $h*ts Surface from the Strategic Planning Process

Increase Sales

Product/service competitive analysis. Organizational competitive analysis. Trend analysis. SLOT analysis. strategic planning forward thinking leaders ideal customers organizational competitive analysis small businesses strategic planning process stratgegic planning succession planning We all have those “Ah $h*t” moments in business. Resources.

Exploring new frontiers of real time customer feedback

Brian Vellmure

John Hagel, John Seely Brown, and Lang Davison start off their book “The Power of Pull” with a story about how 5 surfer kids on Maui used passion, data, analysis, and peer feedback to continually improve the execution of their craft and rise to be considered amongst the best surfers in the world. The social web provides opportunities for real time analysis. It’s a 2.0

Black Friday Should Be a Monthly Business Strategy

Increase Sales

Review the marketplace using a SLOT analysis. small business Black Friday business strategy SLOT analysis strategic business plan strategic planning process So here we are again, the day after Thanksgiving, Black Friday, a day because of a business strategy to see black ink instead of red ink on the balance sheets for many businesses. Identify the competitors to centers of influence.

SWOT or SLOT in Your Strategic Plan to Increase Sales?

Increase Sales

Within the strategic planning process to increase sales, many organizations create their own SWOT analysis either individually or with outside help. Years ago when attending a conference hosted by Resource Associates Corporation I was exposed to the SLOT analysis that being: Strengths. This is a simple assessment to determine the following: Strengths. Weaknesses. Opportunities.

6 Easy Ways to Keep Track of Your Competitors

Vertical Response

Competitive analysis for small businesses also doesn’t have to take up a lot of time or money. With the exception of your time, doing a competitive analysis won’t really cost a thing (well, unless you buy one of their products). Business Management Competition Competitive Analysis competitors small business marketing How does it compare to yours? Use search engines.

VIDEO SALES TIP: Why You Need to SWOT Yourself

The Sales Hunter

Most of you have likely heard of SWOT analysis — and maybe even used it to evaluate your customers’ Strengths, Weaknesses, Opportunities, and Threats. Blog Closing a Sale Consultative Selling leadership Sales Training swot swot analysis video sales tip But have you put yourself through such a process? I am a big fan of SWOT-ing yourself!

Transactional Analysis and its Effect on Our Customer Interactions

Jonathan Farrington

The study of such responses is called Transactional Analysis , developed by Dr. Eric Berne, an American psychiatrist in the 1950s. Transactional Analysis. • Knowing the basics about Transactional Analysis will give you a better understanding of why people communicate in a certain way. This is why transactional analysis is sometimes called PAC communication. Much of our communication is unconscious. We don’t actively decide what quality of eye contact we should use, or consider the impact of our words on other people and the consequences. Provides insight. Ego States.

Be the Value

The Sales Blog

Situational Knowledge Stakeholder Analysis Acumen b2b creating value sales Salesperson selling success The Value Value Creation value proposition Winning Hearts And Minds Be the Value is a post from: The Sales Blog | S. Anthony Iannarino. Value is in the eye of the beholder. There are lots of different ways to think about value. But you can be the biggest part of the value proposition.

Sales 50

KAM Strategy: Analyzing Your Key Account Portfolio

Buyer Insights

KAM Account Development Buyer Insights Buyer Research Competitive Differentiation Customer Portfolio Analysis Customer Relationships KAM Relationship Matrix Key Account Management Preferred Supplier Price Competition Standard Supplier Strategic Supplier Supplier Relations This is key to identifying how you can strengthen your position to become a preferred, or strategic supplier.

On Dissatisfaction

The Sales Blog

Client compelling differentiated dissatisfaction doscovery gap gap analysis needs analysis painOn Dissatisfaction is a post from: The Sales Blog | S. Anthony Iannarino. People don’t change unless and until they are dissatisfied. Without dissatisfaction, there’s nothing to compel your prospective client to do something. There’s no reason for them to take action. Find Dissatisfaction.