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Win/Loss Analysis: Focus on the Wins
Sales Benchmark Index
JULY 6, 2017
Article Sales Strategy analysis b2b sales loss interview questions to ask win analysis win interview win loss interview win questions win/loss analysis win/loss interview
Analysis Related Topics 
Insights Revealed in The Ultimate Analysis of the Sales Force
Understanding the Sales Force
AUGUST 16, 2017
My favorite is our Comprehensive Pipeline Analysis which I wrote about here. Another one of my favorites is the Ideal Role Analysis where we identify the best people for a particular sales role and the best sales role for each of your people. Image Copyright iStock Photos.
The Power of a Win/Loss Analysis
Sales Benchmark Index
AUGUST 19, 2014
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.
Are You Alienating Your Buyers? A Touchpoint Analysis Will Tell You.
Sales Benchmark Index
MARCH 21, 2017
Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis
Elevate Sales Operations From Number Crunching to Strategic Analysis
Sales Benchmark Index
JANUARY 26, 2017
Article Sales Strategy elevate sales operations sales pipeline sales stratgy strategic analysis
Transactional Analysis in Sales, What’s That?
Increase Sales
FEBRUARY 12, 2014
One of the problems is in many instances one may hear “Transactional analysis in sales, what’s that?” ” Transactional analysis was and currently is a tool developed by Eric Berne.
The Straightforward Guide to Value Chain Analysis
Hubspot Sales
NOVEMBER 16, 2018
And a value chain analysis gives businesses a visual model of these activities. With this analysis, you can take steps to create a competitive advantage, improve efficiency, and increase profit margins. What Is Value Chain Analysis? Porter's Value Chain Analysis.
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Texting, Transactional Analysis and Emotional Intelligence, Anyone?
Increase Sales
AUGUST 8, 2013
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.
Questions: Not Just for Sales Needs Analysis Anymore!
Connect2Sell
MAY 23, 2018
Great questions will advance the sale throughout your sales process , so don’t use them for sales needs analysis alone! As a sales coach and trainer, people occasionally ask me, “Out of all the selling skills, which one is most important?” Hands down, the master skill in selling is knowing how to ask purposeful questions. sales questions
Touchpoint Analysis – Your Key to Unlocking the Secrets of the Customer Journey
Sales Benchmark Index
JULY 23, 2018
Article Sales Strategy analysis case study closing point control cs customer experience customer journey customer journey map CX finding Matt Slonaker measure saas secrets situation touc-pointLeaders take the time to look at their own business practices comprehensively through the lens of their customers to understand how they measure up to their customers’ needs and expectations. They continually ask and seek answers to whether each customer.
Sales Leadership Talent of Problem or Situation Analysis
Increase Sales
MARCH 11, 2014
Last week the focus was on problem management and today the discussion looks at problem or situation analysis. ’ “ The key difference between problem or situation analysis and problem management is the order of doing. Analysis comes before management.
Win-Loss Sales Analysis
Pipeliner
MAY 18, 2018
Win Better With Sales Analysis. Adrian Davis discusses the win-loss sales analysis, and why it’s crucial that sales leaders pay more attention to win analysis. Win-Loss Sales Analysis. The Importance of Win Analysis.
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Sales Tips: What is Win Loss Analysis?
Customer Centric Selling
SEPTEMBER 11, 2018
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 capture more business in the future. The post Sales Tips: What is Win Loss Analysis?
Sales Opportunity Analysis
Pipeliner
MAY 31, 2018
Brian Sullivan, interviewed by John Golden, discusses sales opportunity analysis for enterprise selling. Proper win-loss analysis. Sale Selection and Win-Loss Analysis. Selecting deals can very much play into the win-loss analysis. and The Effective Win-Loss Analysis.
Setting the Table for a Great Needs Analysis
The Center for Sales Strategy
MAY 8, 2018
Needs AnalysisBefore you can have a serious conversation about desired business results, you need your prospects to open up and tell you about their problems and challenges.
A Beginner's Guide to Running a Comparative Market Analysis
Hubspot Sales
NOVEMBER 9, 2018
A home’s current worth can be difficult to pinpoint, and the best and most common way to find out how much a home is actually worth is by running a comparative market analysis. A Comparative Market Analysis (CMA) is an in-depth report on a home’s current value.
Did Your Needs Analysis Uncover A Need? One Need?
The Center for Sales Strategy
APRIL 12, 2018
You've conducted a needs analysis and discovered a need for a prospect (their desired business result) for a prospect. Needs Analysis sales strategy SalesCongratulations.
Allocating Capital Using LTV/CAC Analysis: It’s Not Brain Surgery – or Is It?
Sales Benchmark Index
SEPTEMBER 10, 2018
As CEO, your job is to be the brain of the corporate body. You direct the body through strategy to take action. You also make sure the body parts have the right resources and focus (time, talent, and money).
How to Conduct an Effective Sales Win/Loss Analysis
Sales Benchmark Index
AUGUST 13, 2017
Article Sales Strategy
Selling – An analysis of information deprivation
Sales Training Connection
MARCH 6, 2013
If we were doing this analysis 10 years ago this proposition may have been true. Selling and information deprivation. CSO Insights published an interesting research report – Leveraging Sales Intelligence to Advance Relationships.
The Gap Analysis Between Your Best Salespeople and the Rest
Anthony Cole Training
APRIL 11, 2018
Click HERE for a free analysis How does your sales team compare to others around the world and in your industry?
4 Ways To Grow Revenue with Win Loss Analysis
Score More Sales
JULY 15, 2016
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
5 Free Resources to Prepare For a Needs Analysis Meeting
The Center for Sales Strategy
JUNE 20, 2018
It is not an easy task to set a needs analysis meeting with a new business prospect. Needs Analysis sales strategy salespeople prospectingThink about all the things you must do to earn the meeting. Here’s a typical scenario: Identify prospects. Qualify and select the best prospects. Develop a valid business reason. Professionally and persistently pursue the prospect. Connect and set the meeting. Some prospects take even more time and energy than the scenario listed above.
New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers
Understanding the Sales Force
MAY 1, 2017
Image Copyright Cybrain. It didn't take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool.
Five Tips for a Successful Digital Needs Analysis
The Center for Sales Strategy
FEBRUARY 22, 2018
Now, it is time to prepare for a successful digital needs analysis to make sure that all the effort you spent getting the appointment isn’t wasted. You want to make sure that you have a strong and thorough needs analysis—because understanding your prospect's business, their specific needs , challenges and expectations is imperative to developing a solution that will achieve results. Needs Analysis Digital integrated media solution
Closing the Strategic Gap in Your Spend Analysis
Sales Benchmark Index
SEPTEMBER 2, 2016
Magazine Sales Strategy
Brainshark Introduces Machine Analysis for Video Coaching and Scoring
BrainShark
JUNE 5, 2018
Today we’re excited to announce the launch of Machine Analysis, our new, artificial intelligence (AI)-powered engine for sales coaching and readiness
The Best Needs Analysis That I’ve Ever Seen (and WHY)
The Center for Sales Strategy
MAY 2, 2018
It was the best needs analysis that I've ever seen. Needs Analysis sales performance salespeopleI just sat there and watched. I was too stunned to really do anything else.
A Smarter Way to do Loss Analysis | Sales Strategies
The Sales Leader
JUNE 16, 2017
First, it means that they develop an early warning system that helps them predict when one … Read More » Sales Tips client relationships client retention Colleen Francis Engage Selling Solutions high-risk customers loss analysis sales Sales Lessons Sales Strategies sales team
Drinking Our Own Champagne: How Xactly Insights Data Improves Sales Performance Analysis
Xactly
OCTOBER 1, 2018
As a sales leadership team, there are plenty of questions we ask ourselves to improve sales performance analysis and management, including: Are we setting up our teams for success? Improving Sales Performance Analysis with Xactly Insights.
5 Greatest Needs Analysis Questions You Can Ask Any Prospect. Not.
The Center for Sales Strategy
JUNE 21, 2018
Needs Analysis Sales sales process prospectingPerhaps you got excited when you read the first part of the headline. I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist. Sorry to burst your bubble.
The Effective Win-Loss Analysis
Pipeliner
MAY 8, 2018
But the most important reason that effective win-loss analysis rarely happens, if at all, isn’t about the selling psyche. It’s hard to imagine not utilizing this type of analysis given the investment required in enterprise pursuits. Then there’s that win-loss analysis, the format of which is often a mystery to selling organizations. Your analysis, your post-mortem, now has a framework – the very Go/No-Go process that dictated your decision to proceed.
Sales Analysis: Three most Common Territory Design Mistakes
Sales Benchmark Index
JUNE 11, 2017
Some sales reps only make their revenue objectives by selling to the easy accounts. Others are spending too much time with accounts that do not fit the ideal customer profile. And yet, some sales reps have so many accounts to. Article Sales Strategy 3 mistakes allocating territories sales territories sales territory territories territory alignment Territory Design Mistakes
Is Benchmarking or Perfect Fit Analysis More Predictive for Selecting Great Salespeople?
Understanding the Sales Force
OCTOBER 7, 2015
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. Last week I published a case history on a company that we nicknamed, BigBrains.
4 Ways to Identify Sales Strategy Gaps with Win/Loss Analysis
Sales Benchmark Index
JANUARY 23, 2017
Article Sales Strategy sales strategy win loss review win/loss review
What is Sales Performance Analysis? – by Alen Mayer
Selling Fearlessly
OCTOBER 25, 2018
A Sales Performance Analysis is a way of assessing where your business currently stands compared to where it wants to be in future. It uses industry businesses standards, performance, and other elements for comparison. It shows the gaps between the current state of your business and how it should be performing and what are the […]. Selling
The Truth About Win/Loss Analysis
Pipeliner
MAY 29, 2018
5 Ways You’re Getting Win/Loss Analysis Wrong. Instead, it’s about using that time smartly, which starts with a properly conducted win/loss analysis. What is a Win/Loss Analysis? A win/loss analysis is the study of what activities or messages contribute to a closed sale, and which resulted in a rejection. Getting this analysis right is crucial to your team’s ability to improve, and improve quickly. Time is money.
Job Trial: The Single Greatest Thing You Can Do to Separate ‘A’ Player from ‘B’ Player Candidates
Sales Benchmark Index
JULY 31, 2018
“Lately”, she said, “it’s been harder to identify the best candidates. It is a very competitive job market and the more time we take to evaluate candidates, the more we seem to lose them to other opportunities. What could we.
Going Beyond Cost – Benefit Analysis
Partners in Excellence
MARCH 26, 2013
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. They need to own the results of the analysis.
Selling Digital Advertising: The Magic of the Digital Needs Analysis
The Center for Sales Strategy
JANUARY 29, 2018
Over the past couple of weeks, I have had several account managers ask me questions surrounding a digital client needs analysis. There is nothing special about a digital client needs analysis.
An Effective Win-Loss Analysis of Your Deals
Pipeliner
MAY 17, 2018
versus $780K), but what the sales rep failed to take into account was the soft costs associated with changing providers, and those soft costs were very significant: The analysis: The prospect had a total of 50 users who would require 10 days of training on the new tools, a total of 4,000 man-hours (50 users x 8 hours x 10 days). The best analysis starts with some real honesty. The post An Effective Win-Loss Analysis of Your Deals appeared first on SalesPOP!
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