Blue Pill Red Pill in the Needs Analysis

The Center for Sales Strategy

There's a natural desire for prospects to want to believe things are good and have a preference for doing nothing. The red pill is one that may prompt the prospect to make changes in their status quo. Needs Analysis

How to Calculate Total Addressable Market and Perform TAM Analysis


When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying and analyzing the total addressable market should come first. What kind of grocery shopper are you?


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8 Tools That Support a Great Needs Analysis

The Center for Sales Strategy

When engaging new business prospects as well as current customers, it’s crucial to ask the right questions. 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.

Tips to Differentiate Qualifying and Need-Analysis Questions

Janek Performance Group

For most sellers, there is a distinct difference between qualifying and need-analysis questions. However, with need analysis often called “discovery,” it’s easy to confuse the two. After all, isn’t qualifying a prospect a type of discovery? Need-Analysis Questions.

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.

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? When speaking with a prospect for the first time, you must ask the right questions. setting expectations Needs Analysis Sales

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. Lost prospects and new customers will be more comfortable sharing their unfiltered opinions with a third-party.

How to Ask Better Needs Analysis Questions

The Center for Sales Strategy

Running a race without adequate training is no different than showing up to a first time meeting with a new prospect unprepared. 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?

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. Here’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. Needs Analysis prospecting sales process sales strategy

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.

8 Highspot Competitors: An In-Depth Analysis


In addition, many Fortune 500 clients from financial institutions, manufacturing industries, pharmaceuticals, health care, technology, retail, and energy have adopted Bigtincan to help their sales reps effectively engage with prospects and customers.

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.,

5 Greatest Needs Analysis Questions You Can Ask Any Prospect. Not.

The Center for Sales Strategy

I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. Needs Analysis Sales sales process prospectingPerhaps you got excited when you read the first part of the headline. The problem is, such a list does not exist. Sorry to burst your bubble.

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. Here’s a typical scenario: Identify prospects. Qualify and select the best prospects. Professionally and persistently pursue the prospect. Some prospects take even more time and energy than the scenario listed above. Needs Analysis sales strategy salespeople prospectingThink about all the things you must do to earn the meeting.

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.

Upselling through Customer Analysis with Internal and External Data


We’ve written about using data and analytics when prospecting and selling to new customers, but how does it translate when selling to existing customers? Now, it’s time to cover customer analysis so you can determine real upselling opportunities.

Sentiment Analysis—The Future of Customer Service


Plus, you have no information about the prospects who weren’t interested in taking your survey. Sentiment Analysis and the Sugar Platform. Your next best actions are easier to identify with sentiment analysis by accessing customer information across all touchpoints and channels.

Does Your Sales Strategy Include Surprising Your Prospects?

The Center for Sales Strategy

business development Needs Analysis sales strategyImagine this. You go to make a big purchase or do a major renovation such as a kitchen remodel. It's something you've been saving for now for quite some time.

Increasing Sales in 2020 | Ask Your Prospects Better Questions

Anthony Cole Training

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations.

Five Tips for a Successful Digital Needs Analysis

The Center for Sales Strategy

You finally got an appointment with a strong prospect. 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.

Setting the Table for a Great Needs Analysis

The Center for Sales Strategy

Before 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. Needs AnalysisWhen 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.

Did Your Needs Analysis Uncover A Need? One Need?

The Center for Sales Strategy

You've conducted a needs analysis and discovered a need for a prospect (their desired business result) for a prospect. Surely a serious conversation with a prospect about current challenges, unrealized opportunities, hassles, and trends, would uncover multiple desired business results. Needs Analysis sales strategy SalesCongratulations. But, is that good enough? How many needs did you uncover?

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.

7 Sales Prospecting Tips to Ignite Even the Coldest Pipes


If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable.

?? 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. Sell Better With Behavioral Analysis Tools appeared first on SalesPOP!

How to perform a sales analysis (step-by-step with methods & metrics)

To improve your sales effectiveness and make informed data-backed decisions, you need to conduct sales analysis regularly. As you’ll see in the article, sales data analysis provides intelligence about your sales strategy , the performance of your team , and much more.

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 post Sell Better With Behavioral Analysis Tools appeared first on SalesPOP!

Job Trial: The Single Greatest Thing You Can Do to Separate ‘A’ Player from ‘B’ Player Candidates

SBI Growth

Article Sales Strategy Talent Strategy "A-Player" abilities b-player best candidates candidates colleague competitive job market course of action customer analysis decision decision and offer eric bauer hiring process identify interview process job market job trial market analysis marketing campaign offer options process prospect analysis prospecting skills skills stage step team“Lately”, she said, “it’s been harder to identify the best candidates.

Win-Loss Sales Analysis


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. But, many sales leaders gravitate towards loss analysis, asking questions such as, ‘Why did we lose?’” “Who did we lose against?” While loss analysis is still essential, win analysis deserves more focus for a variety of reasons. The Importance of Win Analysis.

How to Write Effective Prospecting Emails

Janek Performance Group

From subject to signature, top salespeople know the importance of crafting great prospecting emails. After all, an email is often a prospect’s first impression, and it can be the difference between calling or deleting you. Maybe your prospect has a mutual friend.

Selling Digital Advertising: The Magic of the Digital Needs Analysis

The Center for Sales Strategy

Over the past couple of weeks, I have had several account managers ask me questions surrounding a digital client needs analysis. There is nothing special about a digital client needs analysis. When selling digital advertising, you need to learn about your prospect's business, their competition, and their primary business challenges.

7 Types of Sales Analysis & the Reports to Create With Them

Hubspot Sales

Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. When it comes down to it, those are the only reasons prospects actually need reps. Sales Analysis Reports. Knowledge is power.

Pragmatic PRM Data Analysis: An Allbound + Sisense Partnership


Increased data collection, visualization, and analysis for your Partner Channel are about to get a whole lot easier…. Are they adding content to prospect pages? What content are they adding into prospect pages? From here you can visualize where deals are closed most often and click into a location for further analysis. The post Pragmatic PRM Data Analysis: An Allbound + Sisense Partnership appeared first on Partner Relationship Management Software (PRM).

Changing Sales Velocity and Sales Cycle Analysis in Q3

But, does that work for enterprise prospects as well? “On Watch This Week's Episode. CLICK TO VIEW. This week’s Weekly Briefing featured data on the state of sales cycles and sales velocity in this new normal.

How to Shape Your Sales Motions Using a Data-Driven Framework

SBI Growth

As you continually work on fine-tuning your sales organization, how can you best ensure that every prospect interaction contributes to a cohesive customer narrative that, ultimately, maximizes your sales?

Data 309

Going Beyond Cost – Benefit Analysis

Partners in Excellence

” Questions about pricing and discounting dominated discussion groups (probably second to finding qualified prospects). 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).

Win/Loss Analysis–Are You Learning As Much As You Should?

Partners in Excellence

I’m always stunned by how little win/loss analysis we do. Every year, we analyze data from 100’s of thousands of deals that have been won or lost, there’s a huge amount of insight we can get from a simple data analysis. But often, I see organizations penalizing sales people in win rate calculations by including prospected deals that have been abandoned or deals the sales person has disqualified.

5 Ways to Show a New Business Prospect You Care

The Center for Sales Strategy

New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Here are five things to do before and during a first meeting with a new business prospect to demonstrate you care : Needs Analysis prospecting sales strategyThe things you do are often more powerful than the things you say.

SWOT Analysis | How to Give Your Product Portfolio a Good SWOT

Product Management University

SWOT analysis is far from a new concept, especially for individual products. What is a Product Portfolio SWOT Analysis? that threaten to make your company less relevant in the eyes of prospective buyers and investors. Who Owns SWOT Analysis?