Should Competitors Dominate Your Pricing Analysis?

Sales Benchmark Index

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.

Win/Loss Analysis: Focus on the Wins

Sales Benchmark Index

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

Elevate Sales Operations From Number Crunching to Strategic Analysis

Sales Benchmark Index

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

The Power of a Win/Loss Analysis

Sales Benchmark Index

Your sales manager has that swagger. 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.

Insights Revealed in The Ultimate Analysis of the Sales Force

Understanding the Sales Force

For example, when we evaluate a sales force we include analyses that you can't get anywhere else. My favorite is our Comprehensive Pipeline Analysis which I wrote about here. Dave Kurlan sales force evaluation sales analysis pipeline analysis sales role analysis

The Power of a Win/Loss Analysis

Sales Benchmark Index

Article Sales Strategy

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. Improve sales process and measurement techniques.

How to make win/loss analysis more useful

Membrain

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. Sales Pipeline Management Sales Analytics

Questions: Not Just for Sales Needs Analysis Anymore!

Connect2Sell

As a sales coach and trainer, people occasionally ask me, “Out of all the selling skills, which one is most important?” Great questions will advance the sale throughout your sales process , so don’t use them for sales needs analysis alone! sales questionsHands down, the master skill in selling is knowing how to ask purposeful questions.

How to Conduct an Effective Sales Win/Loss Analysis

Sales Benchmark Index

Article Sales Strategy

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

Sales Benchmark Index

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.

Win-Loss Sales Analysis

Pipeliner

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.

Sales Opportunity Analysis

Pipeliner

However, it’s not always smart to go after every sales opportunity, especially when it’s a sale that utilizes a lot of resources. Brian Sullivan, interviewed by John Golden, discusses sales opportunity analysis for enterprise selling. Proper win-loss analysis.

A Smarter Way to do Loss Analysis | Sales Strategies

Engage Selling

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

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. B2B sales strategyBelow is an excerpt from our discussion.

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. Needs Analysis sales strategy SalesCongratulations.

Closing the Strategic Gap in Your Spend Analysis

Sales Benchmark Index

Magazine Sales Strategy

The Straightforward Guide to Value Chain Analysis

Hubspot Sales

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.

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.

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.

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. 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 MistakesOthers are spending too much time with accounts that do not fit the ideal customer profile.

How the SWOT Analysis for Increasing Sales Limits Business Growth

Increase Sales

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.

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

Sales Benchmark Index

Article Sales Strategy sales strategy win loss review win/loss review

The Gap Analysis Between Your Best Salespeople and the Rest

Anthony Cole Training

How does your sales team compare to others around the world and in your industry? Click HERE for a free analysis

Retrospective Content Analysis: A Crucial Element to SE Implementation

Accent Technologies

You only get one chance to implement a sales enablement solution the first time. Read why retrospective content analysis can make sure you get it right. Implementing a Sales Enablement solution can be a heavy lift for any revenue team.

Sales Analysis: Are You Growing Too Fast?

Sales Benchmark Index

Lead Management – Enabling Your Sales Team with Technology

Sales Benchmark Index

Traditional CRMs are excellent at optimizing opportunity management, but their lead management functionality is often lacking due to the ad hoc nature of lead management. This results in BRD teams tracking their prospecting activity outside of the system in a.

Sales Ops: Defend your Turf

Sales Benchmark Index

New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers

Understanding the Sales Force

Dave Kurlan sales core competencies sales excellence accurate sales assessmentImage Copyright Cybrain. It didn't take very long for this to happen.

Drinking Our Own Champagne: How Xactly Insights Data Improves Sales Performance Analysis

Xactly

As a sales leadership team, there are plenty of questions we ask ourselves to improve sales performance analysis and management, including: Are we setting up our teams for success? At Xactly, our sales team has grown. Using Data for Proactive Sales Performance Analysis.

The Best Needs Analysis That I’ve Ever Seen (and WHY)

The Center for Sales Strategy

It was the best needs analysis that I've ever seen. Needs Analysis sales performance salespeopleI just sat there and watched. I was too stunned to really do anything else.

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

The Center for Sales Strategy

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

Brainshark Introduces Machine Analysis for Video Coaching and Scoring

BrainShark

Today we’re excited to announce the launch of Machine Analysis, our new, artificial intelligence (AI)-powered engine for sales coaching and readiness

Sentiment Analysis: A Primer for B2B Marketers

Zoominfo

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.

Texting, Transactional Analysis and Emotional Intelligence, Anyone?

Increase Sales

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.

Do We Know How To Do “Needs Discovery/Analysis?”

Partners in Excellence

My good friend, Brian MacIver , reminded me of the struggle sales people have in doing “Needs Analysis.” Most data is now showing customers may be 70% or more through their buying process before they first involve sales. By that time, they have completed (or think they have) their needs analysis, and are moving to selecting a solution. ” In fairness to sales people, most marketing and sales enablement focuses on needs discovery for our products.

4 Sales Analysis Questions to Ask at Mid-Year

Sales Benchmark Index

Sales Leadership Talent of Problem or Situation Analysis

Increase Sales

Working through problems within the sales process is all about proactive thinking through a variety of different sales leadership talents. Last week the focus was on problem management and today the discussion looks at problem or situation analysis.

How to Conduct a Win/Loss Analysis in B2B Sales

Zoominfo

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. B2B Sales

A Beginner's Guide to Running a Comparative Market Analysis

Hubspot Sales

A home’s current worth can be difficult to pinpoint, and the best and most common way to find out how much a home is actually worth is by running a comparative market analysis. A Comparative Market Analysis (CMA) is an in-depth report on a home’s current value.