What exactly is a competitive analysis? Competitive analysis is one of the key areas you need to understand in order to succeed. However, thorough competitive analysis is not hard to do. MORE
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. MORE
CEO Win Loss Analysis Big Deal CEO Resources Depending upon the outcome, a big deal can make the year for any CEO. Celebrate wins of course. But you also need to celebrate failure. Quickly learn from the losses and no decisions. Dive deep into the deals to build on the mistakes. MORE
Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis MORE
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 MORE
Sales Analysis sales strategy Sales Performance Management Sales Rep Resources metrics The good news is you had a great last year. The bad news is you had a great last year. Long time sales representatives are familiar with this situation. MORE
Magazine Sales Strategy MORE
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. MORE
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 MORE
Sales Leader VP of Sales Resources Win Loss Analysis competitive differentiation “Are we truly differentiating ourselves in the market?” ” I was recently asked this by the sales leader for a large software company. MORE
Article Sales Strategy elevate sales operations sales pipeline sales stratgy strategic analysis MORE
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 MORE
The Best Questions for Your Needs Analysis is a post from: The Sales Blog | S. There is no “best question” for you to ask during your needs analysis sales call. Anthony Iannarino. There are “best questions.” MORE
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 MORE
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. MORE
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. MORE
“You’ve heard the saying, ‘Analysis creates paralysis.’ If taken too far, trying to review or prepare for every possible contingency can result in the paralysis of analysis—what I think of as “vapor lock of the brain.” MORE
The post Website Lead Generation and Analysis appeared first on Pipeliner CRM Blog. In today’s digital business environment, your website is the most crucial component of converting marketing efforts to leads—i.e. lead generation. MORE
Most of you have likely heard of SWOT analysis — and maybe even used it to evaluate your customers’ Strengths, Weaknesses, Opportunities, and Threats. Blog Closing a Sale Consultative Selling leadership Sales Training swot swot analysis video sales tip MORE
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. MORE
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. MORE
I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. Click here to learn more about Win-Loss Analysis. MORE
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 MORE
The social web provides opportunities for real time analysis. Data analysis that used to take weeks can now be done in just a couple of hours, or even minutes. This post is on behalf of the CIO Collaboration Network and Avaya. MORE
Competitive analysis for small businesses also doesn’t have to take up a lot of time or money. With the exception of your time, doing a competitive analysis won’t really cost a thing (well, unless you buy one of their products). MORE
Corporate Strategy Podcast Sales Strategy analyics predictive analytics quota setting sales operations territory design win-loss analysis MORE
Sales beliefs closing fears honesty integrity needs analysis overcoming objections presentation prospecting salespeople stereotypeThe single biggest obstacle to closing the sale isn’t your price, your competition or your prospect. It’s you. MORE
Review the marketplace using a SLOT analysis. small business Black Friday business strategy SLOT analysis strategic business plan strategic planning process MORE
Article Sales Strategy how to how to increase win rate sales sales enablement sales enablement organization sales process win loss review win-loss analysis MORE
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. MORE
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. MORE
Article Marketing Strategy buyer research win-loss analysis MORE
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. MORE
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. MORE
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 MORE
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. MORE
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. MORE
Article Sales Strategy sales strategy win loss review win/loss review MORE
Google Analytics is one powerful — and free — website analysis tool that can help you better understand your current and potential customers. It’s easy to see why Google Analytics is one of the most popular website analysis tools — it’s easy to use. MORE
Product/service competitive analysis. Organizational competitive analysis. Trend analysis. SLOT analysis. We all have those “Ah $h*t” moments in business. Suddenly we recognize the missed opportunities and the financial impact from those events. MORE
Analysis Related Topics 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.
Sales Benchmark Index
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Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis
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.
Sell More and Work Less
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
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.
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
Pipeliner
NOVEMBER 23, 2013
The post Website Lead Generation and Analysis appeared first on Pipeliner CRM Blog. In today’s digital business environment, your website is the most crucial component of converting marketing efforts to leads—i.e. lead generation.
The Productivity Pro
AUGUST 28, 2012
“You’ve heard the saying, ‘Analysis creates paralysis.’ If taken too far, trying to review or prepare for every possible contingency can result in the paralysis of analysis—what I think of as “vapor lock of the brain.”
The Sales Blog
FEBRUARY 25, 2013
The Best Questions for Your Needs Analysis is a post from: The Sales Blog | S. There is no “best question” for you to ask during your needs analysis sales call. Anthony Iannarino. There are “best questions.”
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.
Vertical Response
JANUARY 6, 2016
Google Analytics is one powerful — and free — website analysis tool that can help you better understand your current and potential customers. It’s easy to see why Google Analytics is one of the most popular website analysis tools — it’s easy to use.
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.
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.
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.
Sales Benchmark Index
MAY 1, 2017
Corporate Strategy Podcast Sales Strategy analyics predictive analytics quota setting sales operations territory design win-loss analysis
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FEBRUARY 1, 2017
Article Marketing Strategy buyer research win-loss analysis
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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
HeavyHitter Sales
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I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. Click here to learn more about Win-Loss Analysis.
Sell More and Work Less
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
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.
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
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
Sales Benchmark Index
MARCH 20, 2014
Sales Analysis sales strategy Sales Performance Management Sales Rep Resources metrics The good news is you had a great last year. The bad news is you had a great last year. Long time sales representatives are familiar with this situation.
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.
Sales Benchmark Index
SEPTEMBER 2, 2016
Magazine Sales Strategy
The Productivity Pro
SEPTEMBER 25, 2015
Personal Productivity Podcast analysis paralysis indecisionDon’t get sidetracked by overthinking and indecision. Listen in today. (C) C) 2015 Laura Stack, All Rights Reserved. www.TheProductivityPro.com.
Sales Benchmark Index
MARCH 14, 2014
Sales Leader VP of Sales Resources Win Loss Analysis competitive differentiation “Are we truly differentiating ourselves in the market?” ” I was recently asked this by the sales leader for a large software company.
Vertical Response
JULY 2, 2013
What exactly is a competitive analysis? Competitive analysis is one of the key areas you need to understand in order to succeed. However, thorough competitive analysis is not hard to do.
Sales Benchmark Index
MAY 7, 2014
CEO Win Loss Analysis Big Deal CEO Resources Depending upon the outcome, a big deal can make the year for any CEO. Celebrate wins of course. But you also need to celebrate failure. Quickly learn from the losses and no decisions. Dive deep into the deals to build on the mistakes.
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.
Brian Vellmure
APRIL 13, 2012
The social web provides opportunities for real time analysis. Data analysis that used to take weeks can now be done in just a couple of hours, or even minutes. This post is on behalf of the CIO Collaboration Network and Avaya.
Increase Sales
MARCH 2, 2015
Product/service competitive analysis. Organizational competitive analysis. Trend analysis. SLOT analysis. We all have those “Ah $h*t” moments in business. Suddenly we recognize the missed opportunities and the financial impact from those events.
Vertical Response
JUNE 17, 2014
Competitive analysis for small businesses also doesn’t have to take up a lot of time or money. With the exception of your time, doing a competitive analysis won’t really cost a thing (well, unless you buy one of their products).
Increase Sales
NOVEMBER 28, 2014
Review the marketplace using a SLOT analysis. small business Black Friday business strategy SLOT analysis strategic business plan strategic planning process
The Sales Hunter
MARCH 21, 2015
Most of you have likely heard of SWOT analysis — and maybe even used it to evaluate your customers’ Strengths, Weaknesses, Opportunities, and Threats. Blog Closing a Sale Consultative Selling leadership Sales Training swot swot analysis video sales tip
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.
The Sales Heretic
APRIL 25, 2017
Sales beliefs closing fears honesty integrity needs analysis overcoming objections presentation prospecting salespeople stereotypeThe single biggest obstacle to closing the sale isn’t your price, your competition or your prospect. It’s you.
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.
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