Win/Loss Analysis: Focus on the Wins

Sales Benchmark Index

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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. Image Copyright iStock Photos.

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.

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

How to Conduct an Effective Sales Win/Loss Analysis

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Article Sales Strategy

A Smarter Way to do Loss Analysis | Sales Strategies

Sell More and Work Less

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

Elevate Sales Operations From Number Crunching to Strategic Analysis

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

4 Ways to Identify Sales Strategy Gaps with Win/Loss Analysis

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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

Sales Analysis: Three most Common Territory Design Mistakes

Sales Benchmark Index

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

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.

Is Benchmarking or Perfect Fit Analysis More Predictive for Selecting Great Salespeople?

Understanding the Sales Force

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.

Sales Analysis: Are You Growing Too Fast?

Sales Benchmark Index

Texting, Transactional Analysis and Emotional Intelligence, Anyone?

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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.

Going Beyond Cost – Benefit Analysis

Partners in Excellence

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.

How Sales Operations Enables the Sales Strategy

Sales Benchmark Index

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Closing the Strategic Gap in Your Spend Analysis

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4 Sales Analysis Questions to Ask at Mid-Year

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Analysis of 2 Million Emails Reveals an Alarming Trend Taking Over Your Sales Reps’ Inbox

Sales Hacker

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.

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Capture the Real Reasons You Win and Lose to Competitors

Sales Benchmark Index

Article Marketing Strategy buyer research win-loss analysis

How to Improve the Efficiency of the Sales Team

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Enable the Sales Plan with Sales Operations

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5 Reasons Why Marketing Should Conduct Win-Loss Calls

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Did Your Salespeople Grow Up on the Farm?

Anthony Cole Training

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

Discover Your SLOT for Self-Improvement

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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.

Why Did I Lose the Sale? 6 Win-Loss Analysis Questions

HeavyHitter Sales

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.

Leaving Your Goals in Your Drawer | Sales Tips

Sell More and Work Less

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

How to Crush Your New Sales Quota

Sales Benchmark Index

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.

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How Sales Enablement Can Help Close More Deals

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Why Losing Can be a Good Thing for Sales Leaders

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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.

SaaS Company Analysis: How SaaS Companies Acquire Business

Vainu

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

5 Ways CEO’s can Learn from Losses

Sales Benchmark Index

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.

Ideas Are A Dime A Dozen

The Center for Sales Strategy

Needs Analysis SalesEverybody’s got one. In fact, ideas are not only cheap and plentiful, but their overuse often obscures the work we should really be doing—gaining an understanding of what the prospect is trying to get accomplished.

You Can Get Anything In Life You Want If…

The Center for Sales Strategy

Needs Analysis Salesyou just help enough people get what THEY want. I heard this truth many years ago from the legendary Zig Ziglar. It’s so simple and so powerful, it should be the basis for everything a sales professional does. But, simple and easy are two different things.

Performance Management Friday — Win/Loss Analysis

Partners in Excellence

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 Leadership Talent of Problem or Situation Analysis

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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.

How the Ah $h*ts Surface from the Strategic Planning Process

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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.

You Can Get Anything You Want in Life, If…

The Center for Sales Strategy

customer focus Needs Analysis developing strengths SalesDo you know the rest of the quote? Well, here it is… " you just help enough other people get what they want." So, who said this?

Black Friday Should Be a Monthly Business Strategy

Increase Sales

Review the marketplace using a SLOT analysis. small business Black Friday business strategy SLOT analysis strategic business plan strategic planning process

Win More Shelf Space Using a Retail Competitive Analysis [Free Toolkit]

Repsly

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.