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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.
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
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
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.
How the SWOT Analysis for Increasing Sales Limits Business Growth
Increase Sales
NOVEMBER 8, 2013
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.
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
How to Conduct an Effective Sales Win/Loss Analysis
Sales Benchmark Index
AUGUST 13, 2017
Article Sales Strategy
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.
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
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.
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.
Closing the Strategic Gap in Your Spend Analysis
Sales Benchmark Index
SEPTEMBER 2, 2016
Magazine Sales Strategy
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.
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
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
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.
Analysis of 2 Million Emails Reveals an Alarming Trend Taking Over Your Sales Reps’ Inbox
Sales Hacker
NOVEMBER 20, 2017
Closer analysis showed that many of these conversations are actually with leads where the opportunity has not been identified yet. How this Analysis was Conducted. Email is one of the bigger mysteries of business.
Transactional Analysis and its Effect on Our Customer Interactions
Jonathan Farrington
MARCH 11, 2012
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.
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
Are you doing your win loss analysis wrong?
Membrain
FEBRUARY 21, 2018
Win loss analysis is a critical tool for understanding and improving sales performance. Are you making one of these four common win loss analysis mistakes? Unfortunately, most sales organizations do not do them well, and miss out on most of the benefit. Sales Management
Capture the Real Reasons You Win and Lose to Competitors
Sales Benchmark Index
FEBRUARY 1, 2017
Article Marketing Strategy buyer research win-loss analysis
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.
How to Improve the Efficiency of the Sales Team
Sales Benchmark Index
JUNE 5, 2017
Corporate Strategy Podcast Sales Strategy analyics coverage efficiency forecasting accuracy pipeline management sales operations sales team territory design vice president of sales operations vp of sales ops win-loss analysis
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.
Time to Take HOLD of Your Business Results
Increase Sales
JANUARY 18, 2018
To improve business results, many organizations use the SWOT analysis. For many years I have used a revised SLOT analysis when it comes to ensuring people secure the desired results. Maybe it is time to move forward and look at business results through a different analysis tool. HOLD – A New Analysis Tool. Yes the SWOT analysis is a good tool. Today, the word disruption is very much in evidence through the business and even personal worlds.
Enable the Sales Plan with Sales Operations
Sales Benchmark Index
MAY 1, 2017
Corporate Strategy Podcast Sales Strategy analyics predictive analytics quota setting sales operations territory design win-loss analysis
How Sales Operations Enables the Sales Strategy
Sales Benchmark Index
JUNE 30, 2017
Corporate Strategy Podcast Sales Strategy analyics descriptive analytics pipeline management predictive analytics quota setting Quota setting process sales operations territory design win-loss analysis
SaaS Company Analysis: How SaaS Companies Acquire Business
Vainu
DECEMBER 27, 2017
In competitive and growing industries — like in the software as a service (SaaS) market — it can be nice to benchmark yourself and review high level trends to determine how your SaaS company compares to others in your space. Using our expansive database, we analyzed more than 20,000 U.S. companies that provide a SaaS offering to determine how these companies market and sell their services online. SaaS Press Release
Did Your Salespeople Grow Up on the Farm?
Anthony Cole Training
NOVEMBER 14, 2016
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
How Sales Enablement Can Help Close More Deals
Sales Benchmark Index
MARCH 5, 2017
Article Sales Strategy how to how to increase win rate sales sales enablement sales enablement organization sales process win loss review win-loss analysis
Performance Management Friday — Win/Loss Analysis
Partners in Excellence
JANUARY 12, 2012
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.
5 Reasons Why Marketing Should Conduct Win-Loss Calls
Sales Benchmark Index
JANUARY 29, 2018
Article Corporate Strategy Marketing Strategy 2018 sales plan beat competition brand alignment buyer insights buyer preferences CMO CSO growth strategies making your number Marketing Org marketing strategy product development product functionality product marketing Product Strategy sales addressable market sales function sales responsibility sales team win analysis win deals winn/loss calls
Leaving Your Goals in Your Drawer | Sales Tips
The Sales Leader
JANUARY 13, 2017
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 team
Discover Your SLOT for Self-Improvement
Increase Sales
AUGUST 23, 2014
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.
Win More Shelf Space Using a Retail Competitive Analysis [Free Toolkit]
Repsly
AUGUST 1, 2017
Conducting a retail competitive analysis allows managers to get a lay of the land while anticipating future threats and areas for improvement. Competition is inevitable in any industry, and it’s only getting more fierce. For brands concerned about the impact competitors will have on sales, it’s important to keep a finger on the pulse of the competitive landscape.
SWOT or SLOT in Your Strategic Plan to Increase Sales?
Increase Sales
JANUARY 29, 2014
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.
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