Should Competitors Dominate Your Pricing Analysis?

SBI Growth

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.

Why Episode Analysis Is Vital to Understanding Your Customers

SBI Growth

If you search “Episode Analysis” your results are flooded by “Game of Thrones” results. There is lots of great content on Customer Journey Mapping as well as Touchpoint Analysis, but why is this vital component overlooked? Let’s briefly define the.


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Win/Loss Analysis: Focus on the Wins

SBI Growth

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

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.

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.

Win/loss analysis – are you learning as much as you should?


I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM that gives us a handful of choices about why we won or why we lost. Sales Management

The Power of a Win/Loss Analysis

SBI Growth

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?

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.

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.

Elevate Sales Operations From Number Crunching to Strategic Analysis

SBI Growth

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

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.

Improving Sales Performance | 2021 Media Sales Report Analysis

The Center for Sales Strategy

This series of Improving Sales Performance focuses on the analysis of the 2021 Media Sales Report conducted by The Center for Sales Strategy; unpacking the data from the surveys to help media sales teams use these insights to drive sales performance in the year ahead.

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

Automatic trend analysis drives better business performance


See how trend analysis can improve your planning and help you improve business performance in the future. Supply Chain future intelligent analysis Intelligent forecasting PlanIQ predict seasonality trend

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.

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.

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?

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

SBI Growth

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

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.

Sentiment Analysis Using NLP: The Go-To Guide


Using Sentiment Analysis, businesses can gauge customer sentiment more accurately and win deals, every time! The post Sentiment Analysis Using NLP: The Go-To Guide appeared first on Aviso.

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.

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.

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

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.,

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.

8 Highspot Competitors: An In-Depth Analysis


Buyer sentiment analysis that measures how buyers react to each sales activity. Mediafly content hub that automates reports and analysis to tie sales content to revenue. The post 8 Highspot Competitors: An In-Depth Analysis appeared first on Bigtincan.

The Power of a Win/Loss Analysis

SBI Growth

Article Sales Strategy

Sentiment Analysis—The Future of Customer Service


Our society experiences an empathy deficit due to cultural and environmental factors, so introducing sentiment analysis software to register positive and negative feelings might be the new challenge. Sentiment Analysis and the Sugar Platform.

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

SBI Growth

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.

What is the difference between integrated business planning (IBP) and Extended Planning and Analysis (xP&A)?


Finance Business Planning connected planning Extended Planning and Analysis financial planning Financial Planning and Analysis integrated planningIBP and xP&A are the future of enterprise business planning, but each has unique attributes to fit various use cases.

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.

Are you prepared for the transformative journey to Extended Planning and Analysis (xP&A)?


Before moving to Extended Planning and Analysis (xP&A) for improved decision-making, Finance leaders need to take these key steps. Finance connected planning financial planning Financial Planning and Analysis integrated planning xp&a

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.

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.

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.

Sales Analysis: Are You Growing Too Fast?

SBI Growth