INDUSTRY INSIGHTS YOUR PEERS ARE READING
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
Read why retrospective content analysis can make sure you get it right. You only get one chance to implement a sales enablement solution the first time. Implementing a Sales Enablement solution can be a heavy lift for any revenue team. MORE
Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis MORE
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. What Is Value Chain Analysis? Porter's Value Chain Analysis. MORE
Article Sales Strategy MORE
Magazine Sales Strategy MORE
Click HERE for a free analysis How does your sales team compare to others around the world and in your industry? 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
Article Sales Strategy elevate sales operations sales pipeline sales stratgy strategic analysis MORE
As CEO, your job is to be the brain of the corporate body. You direct the body through strategy to take action. You also make sure the body parts have the right resources and focus (time, talent, and money). MORE
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. 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
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. 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
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. MORE
Brian Sullivan, interviewed by John Golden, discusses sales opportunity analysis for enterprise selling. Proper win-loss analysis. Sale Selection and Win-Loss Analysis. Selecting deals can very much play into the win-loss analysis. and The Effective Win-Loss Analysis. MORE
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 MORE
Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical. It informs how to make investments in people, time and money. 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
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. MORE
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 MORE
Win Better With Sales Analysis. Adrian Davis discusses the win-loss sales analysis, and why it’s crucial that sales leaders pay more attention to win analysis. Win-Loss Sales Analysis. The Importance of Win Analysis. MORE
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. Why is sentiment analysis important? Automated sentiment 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
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 strategy MORE
Increased data collection, visualization, and analysis for your Partner Channel are about to get a whole lot easier…. From here you can visualize where deals are closed most often and click into a location for further analysis. 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
Article Sales Strategy MORE
The article, 4-step lead generation analysis to optimize sales conversion originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers. When you think of the word optimization, you might think of writing keyword-optimized posts for search engine optimization or running AB split tests for landing page optimization. But, in reality, any marketing process can be optimized from demand generation, account-based marketing and, lead generation. 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
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. MORE
CPQ, CRM and back-office … Continue reading "CPQ and CRM Data Analysis Facilitates Business Forecasting and Planning". The post CPQ and CRM Data Analysis Facilitates Business Forecasting and Planning appeared first on Cincom Blog. MORE
Today we’re excited to announce the launch of Machine Analysis, our new, artificial intelligence (AI)-powered engine for sales coaching and readiness 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
You've conducted a needs analysis and discovered a need for a prospect (their desired business result) for a prospect. Needs Analysis sales strategy SalesCongratulations. MORE
Article Sales Strategy sales strategy win loss review win/loss review MORE
My good friend, Brian MacIver , reminded me of the struggle sales people have in doing “Needs Analysis.” By that time, they have completed (or think they have) their needs analysis, and are moving to selecting a solution. ” I suspect there are a lot of reasons. Much is simply the fact that “we” typically get involved in the customer buying process very late. MORE
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. MORE
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. The post Sales Tips: What is Win Loss Analysis? MORE
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JANUARY 24, 2019
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.
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
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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.
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.
Sales Benchmark Index
JANUARY 26, 2017
Article Sales Strategy elevate sales operations sales pipeline sales stratgy strategic analysis
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MARCH 21, 2017
Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis
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Sales Benchmark Index
JULY 23, 2018
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.
Partners in Excellence
MAY 12, 2019
My good friend, Brian MacIver , reminded me of the struggle sales people have in doing “Needs Analysis.” By that time, they have completed (or think they have) their needs analysis, and are moving to selecting a solution. ” I suspect there are a lot of reasons. Much is simply the fact that “we” typically get involved in the customer buying process very late.
The Center for Sales Strategy
DECEMBER 18, 2018
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 strategy
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.
Membrain
APRIL 3, 2019
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.
|
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.
Accent Technologies
APRIL 25, 2019
Read why retrospective content analysis can make sure you get it right. You only get one chance to implement a sales enablement solution the first time. Implementing a Sales Enablement solution can be a heavy lift for any revenue team.
Sales Benchmark Index
AUGUST 13, 2017
Article Sales Strategy
Pipeliner
MAY 18, 2018
Win Better With Sales Analysis. Adrian Davis discusses the win-loss sales analysis, and why it’s crucial that sales leaders pay more attention to win analysis. Win-Loss Sales Analysis. The Importance of Win Analysis.
Engage Selling
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
Pipeliner
MAY 31, 2018
Brian Sullivan, interviewed by John Golden, discusses sales opportunity analysis for enterprise selling. Proper win-loss analysis. Sale Selection and Win-Loss Analysis. Selecting deals can very much play into the win-loss analysis. and The Effective Win-Loss Analysis.
Customer Centric Selling
SEPTEMBER 11, 2018
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. The post Sales Tips: What is Win Loss Analysis?
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.
Sales Benchmark Index
SEPTEMBER 10, 2018
As CEO, your job is to be the brain of the corporate body. You direct the body through strategy to take action. You also make sure the body parts have the right resources and focus (time, talent, and money).
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Magazine Sales Strategy
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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. What Is Value Chain Analysis? Porter's Value Chain Analysis.
Connect2Sell
MAY 23, 2018
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
Allbound
MARCH 20, 2019
Increased data collection, visualization, and analysis for your Partner Channel are about to get a whole lot easier…. From here you can visualize where deals are closed most often and click into a location for further 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.
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.
The Center for Sales Strategy
MAY 8, 2018
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.
Cincom Smart Selling
FEBRUARY 25, 2019
CPQ, CRM and back-office … Continue reading "CPQ and CRM Data Analysis Facilitates Business Forecasting and Planning". The post CPQ and CRM Data Analysis Facilitates Business Forecasting and Planning appeared first on Cincom Blog.
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
The Center for Sales Strategy
APRIL 12, 2018
You've conducted a needs analysis and discovered a need for a prospect (their desired business result) for a prospect. Needs Analysis sales strategy SalesCongratulations.
BrainShark
JUNE 5, 2018
Today we’re excited to announce the launch of Machine Analysis, our new, artificial intelligence (AI)-powered engine for sales coaching and readiness
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
Sales Benchmark Index
JANUARY 23, 2017
Article Sales Strategy sales strategy win loss review win/loss review
Anthony Cole Training
APRIL 11, 2018
Click HERE for a free analysis How does your sales team compare to others around the world and in your industry?
Zoominfo
AUGUST 29, 2018
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. Why is sentiment analysis important? Automated sentiment analysis.
The Center for Sales Strategy
JUNE 20, 2018
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.
Sales Benchmark Index
FEBRUARY 26, 2019
Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical. It informs how to make investments in people, time and money.
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.
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APRIL 16, 2019
The article, 4-step lead generation analysis to optimize sales conversion originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers. When you think of the word optimization, you might think of writing keyword-optimized posts for search engine optimization or running AB split tests for landing page optimization. But, in reality, any marketing process can be optimized from demand generation, account-based marketing and, lead generation.
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