Should Competitors Dominate Your Pricing Analysis?

Sales Benchmark Index

A client recently asked my advice on how his company’s deal desk should be including competitive intelligence to inform their pricing analysis. His concern, given the intense competition his sales reps face in the field, their deal analysis should be.

8 Tools That Support a Great Needs Analysis

The Center for Sales Strategy

Needs analysis is a central and critical part of making the sale. Sellers work hard setting appointments; the end result should never be a botched needs analysis. Here are eight tools—along with some thoughts about each—that sellers can use to make the most of a needs analysis meeting.


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Risk Quick Analysis

Nyden on Negotiation

The post Risk Quick Analysis appeared first on Jeanette Nyden. If you have a risk that needs to be addressed in a contract, use these three questions to help you get a handle on it. It could be a new risk profile due to market constraints, a new law, or a new corporate policy.

Win/Loss Analysis: Focus on the Wins

Sales Benchmark Index

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

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

How to Calculate Total Addressable Market and Perform TAM Analysis


What kind of grocery shopper are you? Do you take your time, comb every aisle, look at every option and add to your cart whatever looks good in the moment?

CRM Implementations Cost An Estimated $4.6 billion Annually, New Analysis Says


billion doing so, according to new analysis from ZoomInfo. market share in the CRM industry, according to prior analysis from Gartner.

5 Ways to Nail the Needs Analysis Conversation

The Center for Sales Strategy

Once you have an appointment with a strong prospect, it’s time to prepare for a successful needs analysis so all the effort you spent getting the appointment isn’t wasted. Needs Analysis successful sales meetings Sales

Is the Needs Analysis Meeting Really the First Step?

The Center for Sales Strategy

We often think of the needs analysis meeting as the beginning of the sales process, but, is it really? setting expectations Needs Analysis SalesToday's buyers are complex. Their needs are perplex and they're hesitant to share information.

Upselling through Customer Analysis with Internal and External Data


Now, it’s time to cover customer analysis so you can determine real upselling opportunities. Knowing your customer in and out by way of effective customer analysis is what separates a pleasant buying experience from an unpleasant one.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Sentiment Analysis: A Primer for B2B Marketers


Enter, sentiment analysis. What is sentiment analysis? Sentiment analysis is the process of gauging the attitudes, opinions, and emotions an audience expresses about a brand, product, or a specific topic. As a marketing technique, sentiment analysis can be as complex or as simple as you make it. You can still perform sentiment analysis by manually monitoring customer feedback. Why is sentiment analysis important? Automated sentiment analysis.

7 Steps and 3 Tools for a Complete SEO Analysis

Sales and Marketing Management

The questions above can only be answered through SEO analysis. Here are the key steps of a thorough SEO analysis: 1. Your SEO analysis should start with a simple “” search on Google, where “example” is your site’s domain name. Simple Tools of an SEO Analysis.

Anaplan recognized in the 2021 Gartner® Market Guide for Cloud, Extended Planning and Analysis Solutions


Finance connected planning Extended Planning and Analysis xp&aGartner calls it xP&A. We’ve been calling it Connected Planning since 2017.

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 do you replicate last quarter’s success going forward?

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Insights Revealed in The Ultimate Analysis of the Sales Force

Understanding the Sales Force

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. Dave Kurlan sales force evaluation sales analysis pipeline analysis sales role analysisImage Copyright iStock Photos. They say that data is king and all this time I thought it was Elvis who was King. Who knew?

How to Ask Better Needs Analysis Questions

The Center for Sales Strategy

Preparing yourself to ask better needs analysis questions will help you not only finish the race, but to finish with the intended outcome: to get an assignment from the prospect. Here are a few suggestions for how to ask better needs analysis questions. Needs AnalysisHave you ever set a goal for yourself to run a race? Whatever the motivation, you decided to do it.

How to Conduct a Win/Loss Analysis in B2B Sales


A win/loss analysis is the process of studying past business deals in order to generate valuable insights about your company’s selling practices. The insights garnered from this type of analysis can be instrumental in growing your business and increasing revenue. Continue reading to learn how you can incorporate sales win/loss analysis into your business strategy. Step 2: Develop your win/loss analysis questions.

Elevate Sales Operations From Number Crunching to Strategic Analysis

Sales Benchmark Index

Article Sales Strategy elevate sales operations sales pipeline sales stratgy strategic analysis

How to Transform Training with Conversation Intelligence Technology

Speaker: Jonathan Carlson, Senior Director of Marketing, Allego & Jake Miller, Senior Product Marketing Manager, Allego

Join our live webinar on July 27th as Allego’s learning and enablement power duo, Jonathan Carlson and Jake Miller, guide you through the rapidly evolving world of Conversation Intelligence.

Understanding Life-Cycle Cost Analysis

Selling Energy

As we discussed in yesterday’s blog , too many of your prospects are fascinated with Simple Payback Period, and it makes NO sense to focus on that metric in situations where you’re comparing mutually exclusive solutions (i.e.,

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 Ins & Outs of Conducting a Break-Even Analysis

Hubspot Sales

That process is called a break-even analysis. Here, we'll explore the concept a bit further, review the break-even analysis formula, and see how the results of one can be applied. Break-Even Analysis Applications. Experimenting with your break-even analysis helps you get there.

Questions: Not Just for Sales Needs Analysis Anymore!


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

Sales Tips: What is Win Loss Analysis?

Customer Centric Selling

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. In this way, win loss analysis is sometimes compared to Kaizen , the Japanese practice of continuous improvement. At the other end of the spectrum are organizations conducting rigorous analysis of most or all opportunities—whether won or lost.

A 4-Step Needs Analysis Process that Really Works

The Center for Sales Strategy

If you are struggling to uncover desired business results that lead to cash, perhaps it is time to modify your needs analysis process. Needs Analysis prospecting sales process sales strategyHere’s a new model that is getting rave reviews — feel free to take it for a test drive during your next discovery meeting with a new prospect.

The Power of a Win/Loss Analysis

Sales Benchmark Index

Article Sales Strategy

5 Free Resources to Prepare For a Needs Analysis Meeting

The Center for Sales Strategy

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.

If You Know Transactional Analysis, Now is the Time for Your Nurturing Parent to Shine

Sandler Training

By using the Transactional Analysis model, we’re more likely to have better outcomes from challenging conversations, particularly in challenging times. The post If You Know Transactional Analysis, Now is the Time for Your Nurturing Parent to Shine appeared first on Sandler Training.

Touchpoint Analysis – Your Key to Unlocking the Secrets of the Customer Journey

Sales Benchmark Index

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.

Behavioral Analysis Tools to Sell and Manage Better


Sell Better With Behavioral Analysis Tools. There are many different behavioral and value analysis tools out there, like the Meyers Briggs and Enneagram tests, emotional intelligence tools, and others.

The Straightforward Guide to Value Chain Analysis

Hubspot Sales

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. Let's take a deeper look into value chain analysis and learn how you can analyze your business activities. What Is Value Chain Analysis? Value chain analysis is a way for businesses to analyze the activities they perform to create a product.

How to make win/loss analysis more useful


Win/loss analysis should be a critical tool for improving sales force effectiveness, yet many organizations only analyze some of their wins and losses, and the focus is often more on the losses than the wins. Sales Pipeline Management Sales Analytics

?? Sales Opportunity Analysis


Brian Sullivan, interviewed by John Golden, discusses sales opportunity analysis for enterprise selling. This podcast is also a recorded live event you are welcome to view here: Sales Opportunity Analysis. Sales Opportunity Analysis appeared first on SalesPOP! Salespeople are optimistic by nature. They have to be, in a career where rejection is commonplace.

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

Five Tips for a Successful Digital Needs Analysis

The Center for Sales Strategy

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

Setting the Table for a Great Needs Analysis

The Center for Sales Strategy

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. When you meet someone for the first time, it can be challenging to get them to let their guard down when they don’t know you.

Transactional Analysis in Sales, What’s That?

Increase Sales

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 challenge is many fail to understand Berne’s definitions of child, parent and adult are different when it comes to transactional analysis in sales. Transactional analysis in sales is another assessment tool to gain greater clarity and hence awareness.

A Smarter Way to do Loss Analysis | Sales Strategies

Engage Selling

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 teamMost companies take a reactive approach to client retention and that is the wrong way to think about this issue. That means two things.