Cincom Smart Selling

JUNE 24, 2017

What can a proposal generation tool do for you? Being a good manager, you periodically get out from behind your desk and walk around just to see what everyone is up to. Being a good manager, you periodically get out from behind your desk and walk around just to see what everyone is up to. What a team!

Proposal 48

Proposal Tools Collateral Guidelines 48

Cincom Smart Selling

APRIL 30, 2020

Overreliance on Collateral. Collateral can’t ask questions. Your favorite contact may tell you what you want to hear; others will tell you what you need to know. What Are the Signs of an Unrevealed Show Stopper? If you are lucky, the issue is identified early enough in the transaction to allow you to address it.

Collateral 62

Collateral Lead Rank Lead Scoring Scale 62

Cincom Smart Selling

JANUARY 11, 2018

CPQ Perspectives is a series of blogs designed to look at Configure Price Quote systems through the eyes of those who encounter them. What challenges distributors? CPQ software and the market-driven, customer-focused distributor. Their focus is on customer service and operational execution.

Distribution 48

Distribution Collateral Customer Service Banking 48

Cincom Smart Selling

MARCH 1, 2018

How can sales operations boost revenue with a CPQ ( configure-price-quote ) solution? We’ve talked about CPQ from the perspectives of IT , Sales Management , Finance and Marketing , but what about sales operations and the sales professionals themselves? How does CPQ help sales operations deliver more revenue?

Sales Operations 48

Sales Operations Revenue Proposal Sales Cycle 48

Cincom Smart Selling

JULY 25, 2017

One way CPQ (configure-price-quote) software improves sales is by helping to identify buyers for products and services. CPQ can help. How CPQ Improves Selling. CPQ can keep that conversation focused. Before you can sell something, you need to have some understanding of who might buy it. Consider the Chrysler PT Cruiser.

Buyer 59

Buyer Promotion Collateral Social Media 59

Cincom Smart Selling

JULY 25, 2017

CPQ can help. How CPQ improves selling. CPQ can keep that conversation focused. Before you can sell something, you need to have some understanding of who might buy it. It’s hard to imagine how a product could be designed, packaged and sold without understanding who would be interested in buying the product.

Buyer 59

Buyer Promotion Collateral Social Media 59

Cincom Smart Selling

JUNE 9, 2016

The fact is, retailers don’t know what to do with cashiers anyhow. Customers don’t want to sort through piles of sales-oriented product collateral and listen to hours of features and benefit recitations from salespeople. But once there, what happens? Who’s visiting, how long do they stay, what do they look at?

B2C 69

B2C Collateral B2B Ideal Customer Profile 69

Cincom Smart Selling

JULY 7, 2017

Strategy starts with agreement on what value you are delivering to your buyer. What happens if Sales sees this market and product differently? What if Sales sees the market as landscaping contractors? These specific tactics fit like a glove with the marketing collateral produced and with the messaging related to the product.

Sales Operations 59

Sales Operations Marketing Hiring Segment 59

Cincom Smart Selling

NOVEMBER 7, 2016

The annual performance review may cause some fear and trepidation for many workers because regardless of what we may be told, we know that much of a performance evaluation is subjective in nature. We should know what is expected of us, and we should know how well we are fulfilling those expectations.

Tools 54

Tools Collateral Territories How To 54

Cincom Smart Selling

SEPTEMBER 1, 2016

So, what are those magic metrics that will enlighten you to the path of success? So, what are those magic metrics that will enlighten you to the path of success? Where does a CPQ system come into play? Let’s look at other areas and what metrics may facilitate better marketing and selling processes. Let’s take a look.

System 48

System Sales Enablement Lead Rank Segment 48

Cincom Smart Selling

JUNE 17, 2016

A CPQ solution featuring scripted interviewing guides the prospect and Sales down the path of maximum mutual interest. CPQ will guide the conversation toward a productive conclusion using interviewing scripts. Your engineers are actually supplying this critical information for use by CPQ. Salespeople want to make sales.

Collateral 59

Collateral Follow-up Up-Sell System 59

Cincom Smart Selling

MAY 27, 2020

With this in mind, the first task of re-engagement is to communicate what has changed and what is still the same. Marketing must first evaluate the currency of its existing messaging to see what is or is no longer valid for customers. Their customers are emerging as changed entities as well. Emerging in a New Reality.

Customer 77

Customer Enterprise Enterprise Social Media 77

Cincom Smart Selling

MAY 19, 2016

I kept running the string through my mind trying to figure out what it meant. What does it mean? This is what happens when companies and marketing people get cute. This is what happens when companies and marketing people get cute. What’s your first thought? I felt kind of stupid because I just couldn’t decode it.

Channels 54

Channels Influencer How To Proposal 54

Cincom Smart Selling

JUNE 23, 2016

If you hang around the sales profession long enough, you will almost certainly encounter Selling Scripts. Perhaps a manager advocates their use, or perhaps you will find yourself in a sales training course that is based on the use of preconceived scripts. It also doesn’t work so well in the world of selling complex products and services.

Collateral 54

Collateral Cold Calling Call-back Buyer 54

Cincom Smart Selling

JULY 14, 2016

For a couple of weeks, but I didn’t know what it was! What to Do? Data sheets, customer stories, brochures and other collateral are made available via the portals. They also want pricing, and they have this huge questionnaire for us to fill out.”. I held my breath and asked, “When is it due back?”. “Uh, Uh, Monday.”.

Channels 69

Channels Proposal Collateral Licensing 69

Cincom Smart Selling

MARCH 15, 2016

Sales vision—what image does that present in your mind? Those may be images of Sales daydreams or fantasies, but they really aren’t vision images in terms of what the Sales organization should see for the future. For that, we need to know more about what the future vision is for the company as a whole. Piles of cash?

Enterprise 63

Enterprise Enterprise System Collateral 63

Cincom Smart Selling

MAY 27, 2020

With this in mind, the first task of re-engagement is to communicate what has changed and what is still the same. Marketing must first evaluate the currency of its existing messaging to see what is or is no longer valid for customers. Their customers are emerging as changed entities as well. Emerging in a New Reality.

Customer 62

Customer Enterprise Enterprise Social Media 62

Cincom Smart Selling

MARCH 23, 2020

The impact of age demographics is becoming more critical to the success of managed service providers and advanced manufacturers because they are selling in a multigenerational market. Sellers are finding that buyers have divergent expectations driven by age. Personalization is Key to Selling in a Multigenerational Market.

Marketing 62

Marketing Scale Cancellation Buyer 62

Cincom Smart Selling

JANUARY 19, 2016

The results are numerous sales automation tools, CPQ solutions and CRM packages that offer many valuable benefits to the user. Lean and how lean impacts selling and the sales organization starts with a simple premise: Sell the right product, and sell the product right. That doesn’t mean giving away freebies or pricing the product below cost.

Strategy 48

Strategy Real Estate Sales Cycle Collateral 48

Cincom Smart Selling

MARCH 6, 2020

Technology, such as customer relationship management systems (CRM) and configure-price-quote (CPQ) software , can help. What type of markets offer your highest chance for success? What SIC codes, company sizes and market verticals are you thriving in? Rule” is probably not a good word to use for Pareto. Who will you sell to ?

Demographics 79

Demographics Hiring CRM Collateral 79

Sales Hacker Training

NOVEMBER 21, 2022

You need to know when to talk and when to shut up. And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. But here’s another fact: sales is HARD! Don’t make it more difficult than it already is. There’s no need to be doing manual tasks anymore like following up on cold emails one by one.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52