INDUSTRY INSIGHTS YOUR PEERS ARE READING
Here in the US Midwest, we have expanded our meteorology vocabulary with this phrase: Polar Vortex. And we have learned first hand the impact of this meteorological event during the last couple of weeks. MORE
When your potential clients say something just costs too much, it’s often just a stall. However, it’s a good sign because it means they’re feeling motivated to own your product or service. They didn’t say, “it’s not right for us” or “we don’t want it.”) ”) They now need your help to justify or rationalize going [.] Related posts: The Reduction to the Ridiculous Close. The Management Support Close. The Negative Economy Close. MORE
I excerpted only part of this comparison to illustrate some of the highlights of this comparison. MORE
Some are articles backed by science and some are assessment comparisons. Missing are the articles with analogies, humor and comparisons to children, but other than that, it's a nice cross-section. Ultimate Comparison of Top Salespeople versus Salespeople That Fail. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. MORE
If you are in a slump, comparison only serves to make you feel worse and gets you back in the mode of self-pity. The only time comparison is ever helpful is when it inspires you to take action – otherwise, do not do it. MORE
A TCO Tool is used to compare the total costs of various solutions, looking beyond just acquisition costs, taking into account all related capital and operating costs over the useful life of the asset. MORE
The alternative is that you present general value by pitching your product or service as the solution—inviting the type of product comparisons that lead to price negotiation. If you are in sales, you can’t avoid price competition altogether, but you can take steps to reduce the focus on price. MORE
But even those three groups pale in comparison to the original rocker. In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I "Rocked!" MORE
Comparisons are simply not fair. Have you asked yourself why your competitor is able to offer what your customers believe is the same thing as what you sell for less money? Your customer is wondering this. They are wondering why you are more expensive and the competitor is less expensive. MORE
Reviews, testimonials, and competitor comparisons top the list of what buyers want to see on a vendor website. The top three items for Finance, Technology, and Consulting industries were customer testimonials and success stories, competitive comparisons by industry analysts, and positive reviews. The top three items for Media and Fashion industries were the the look and feel of the website, competitive comparisons by industry analysts, and positive reviews. MORE
The key, however, is to be able to determine whether that is the real issue and then use a properly worded script do the comparison. Five Hidden Secrets behind the Price Objection. By Mike Brooks, [link]. MORE
Move beyond price comparisons, to quantify the total cost of ownership (TCO) savings from competitive offerings? Available from Commvault’s website, the Backup TCO Assessment provides prospects with a self-service competitive comparison tool, to clearly understand the business advantages and savings of Commvault’s Hyperconverged solution versus Converged and Traditional backup products. MORE
No software application development / programming is needed to edit / evolve the survey questions, benchmark comparisons, recommendations or report content. It is very easy for us to continue to evolve and maintain the content, benchmarks and intelligence within the Diagnostic Assessment Tool. MORE
You might find the comparison interesting! This week a candidate for a sales position sent along his Predictive Index (PI) assessment so that we could compare it to his sales assessment from Objective Management Group (OMG). MORE
Dave Kurlan objective management group OMG Assessment comparison of top versus bottom salespeople what sales winners do differently Copyright: / 123RF Stock Photo. MORE
In addition to March madness, folks are paying a lot of attention to the US Presidential Primaries, with an audience that's huge in comparison to past election years. March Madness is all the rage with college hoop fans glued to their sports news feeds, video highlights, and brackets. MORE
Please join Steve as he shares interesting insights about the attributes of top sales leaders and comparisons to their lesser successful counterparts. The structure and effectiveness of the sales department will mirror the sales management style of its leaders. MORE
The chart of accounts line item and hierarchy is developed to be sure that the comparison captures all of the capital and operating costs of owning different solution options over their useful life. MORE
It gets more expensive every year in comparison to the competition. If you’re someone who struggles with price, check out this info graphic. Pay close attention to the iPhone’s price in relationship to all the other phones over time. What do you see? MORE
In comparison, this was only true for around half of all under-performing teams. Author: Anand Srinivasan The typical B2B sales process goes through four distinct stages. It begins with Discovery, and then moves into Diagnosis and Design before it ends with Delivery. MORE
In this session, Betty McNeil, SVP will introduce you to the Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement. Executive Assessment Tools Executive conversation executive selling financial benchmarks Mcneil Move the Needle Peer comparison webcast MORE
Blog Home < Using Comparison Questions to Gain Customer I… Sales & Management Tips. Using Comparison Questions to Gain Customer Insight. The comparison question is a crucial part of your selling skills arsenal. Here’s how to change an ordinary question into a comparison question: Ordinary question: “What are your goals?” ” Unlocking an ordinary question into a full-blown comparison question gives you more to work with. MORE
” Be more specific with this comparison question: How important is price… …compared to service? #1 Question on Defining Value What Does Your Customer Really Value? Value is in the eye of the beholder. MORE
Could I at least do a no cost/no obligation comparison quote for you?”. Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. MORE
This means being sure you don’t forget about key comparison metrics, not just including the cost comparison for hardware. Customers care about financials. MORE
It’s not expensive and it’s nothing in comparison to the commission you can make by selling another deal. In order to contact prospects you need to have their contact information. Today’s post is not about rocket science. MORE
Comparisons exist when it comes. Home field advantage. If you follow or have any familiarity with the sports world, you have heard the term. It’s what teams play for on the road to a championship because of the competitive advantage. MORE
And CXO buyers rely heavily on peers – both in collaboration and in comparison. If you want to engage earlier and higher, our brand-new Peer Comparison Tool could be the data-driven Tool you need to reshape your executive conversations and engagement effectiveness, today. MORE
An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics and a host of other things? An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics and a host of other things? Issue Date: 2015-06-12. Author: Alan Zimmerman. Teaser: How do you develop a killer sales attitude? MORE
It uses industry businesses standards, performance, and other elements for comparison. A Sales Performance Analysis is a way of assessing where your business currently stands compared to where it wants to be in future. It shows the gaps between the current state of your business and how it should be performing and what are the […]. Selling MORE
Financial Peer Comparisons The Alinean Financial Peer Comparison Tool delivers one such tool, empowering your team to quickly compare any prospect with up to six of their closest competitors. MORE
The findings include: Dave Kurlan comparison of top salespeople harvard business review difference between good and bad salespeople objective management groupImage owned by or licensed to CartoonStock ®. The Harvard Business Review is at it again. MORE
If we stopped and analysed any recent decision we’ve made, we would have found some form of contrast, or comparison against something else – for example, do I get the carrot cake or the friand? Value through comparison is so ubiquitous. MORE
99 and even free, it's expensive - by comparison. Look at the moon - we think it's fairly large, but when you look at it in comparison to Earth and Mercury's moon, it's a blip in the sky! MORE
Blog Home < #1 Sales Question about Competitor Comparison… Sales & Management Tips. 1 Sales Question about Competitor Comparisons. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. MORE
Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. One last question: Could I be the next in line person you reach out to in case you ever need to get another quote or service comparison?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. Could I at least do a no cost/no obligation comparison quote for you?”. MORE
I wanted to boil down cold calling vs. social selling data so we could do a somewhat fair comparison. OK I need to come out of the closet. In the last two posts I did a bunch of math. Here’s the punchline. Cold calling: 11 hours to get an appointment. MORE
I felt like there was a comparison there. Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. MORE
The comparison database is updated as each participant completes the survey (with error checking to help assure that only “valid” surveys are included). MORE
Survey based tools can be used to collect survey responses from the user, and with program customization, can even provide comparison reports. MORE
CRM Nutshell best CRMs cost of crm crm comparisons highriseLast month, Highrise’s 10,000+ customers got some bad news : The CRM platform will no longer be actively developed by its parent company, Basecamp. In other words, Highrise won’t be adding any more new features to the product, or evolving with the changing needs of sales teams. As Basecamp CEO Jason Fried put it, “Today’s version of Highrise is the forever version of Highrise.”. MORE
But in this case, there is an even better comparison to strategic account management and customer service. This weekend we had seats to the new Andrew Lloyd Webber Broadway show, School of Rock. MORE
A young sales rep asked me recently to explain the differences between the B2B sales profession these days, by comparison with the heyday of technology sales. Psychology of Buying Sales Tips and Tricks Transformation MORE
They’re always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want. Most sales reps are making a fundamental mistake when handling the pricing objection. MORE
Comparison Related Topics Increase Sales
JANUARY 16, 2014
Here in the US Midwest, we have expanded our meteorology vocabulary with this phrase: Polar Vortex. And we have learned first hand the impact of this meteorological event during the last couple of weeks.
The ROI Guy
JANUARY 25, 2017
And CXO buyers rely heavily on peers – both in collaboration and in comparison. If you want to engage earlier and higher, our brand-new Peer Comparison Tool could be the data-driven Tool you need to reshape your executive conversations and engagement effectiveness, today.
The ROI Guy
APRIL 25, 2017
In this session, Betty McNeil, SVP will introduce you to the Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement. Executive Assessment Tools Executive conversation executive selling financial benchmarks Mcneil Move the Needle Peer comparison webcast
Understanding the Sales Force
MARCH 4, 2015
Dave Kurlan objective management group OMG Assessment comparison of top versus bottom salespeople what sales winners do differently Copyright: / 123RF Stock Photo.
Tom Hopkins
NOVEMBER 3, 2010
When your potential clients say something just costs too much, it’s often just a stall. However, it’s a good sign because it means they’re feeling motivated to own your product or service. They didn’t say, “it’s not right for us” or “we don’t want it.”) ”) They now need your help to justify or rationalize going [.] Related posts: The Reduction to the Ridiculous Close. The Management Support Close. The Negative Economy Close.
The ROI Guy
SEPTEMBER 14, 2011
A TCO Tool is used to compare the total costs of various solutions, looking beyond just acquisition costs, taking into account all related capital and operating costs over the useful life of the asset.
Paul Cherry's Top Sales Techniques
JANUARY 19, 2010
Blog Home < Using Comparison Questions to Gain Customer I… Sales & Management Tips. Using Comparison Questions to Gain Customer Insight. The comparison question is a crucial part of your selling skills arsenal. Here’s how to change an ordinary question into a comparison question: Ordinary question: “What are your goals?” ” Unlocking an ordinary question into a full-blown comparison question gives you more to work with.
|
The ROI Guy
SEPTEMBER 14, 2011
The chart of accounts line item and hierarchy is developed to be sure that the comparison captures all of the capital and operating costs of owning different solution options over their useful life.
Paul Cherry's Top Sales Techniques
FEBRUARY 11, 2010
Blog Home < #1 Sales Question about Competitor Comparison… Sales & Management Tips. 1 Sales Question about Competitor Comparisons. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.
Nutshell
SEPTEMBER 12, 2018
CRM Nutshell best CRMs cost of crm crm comparisons highriseLast month, Highrise’s 10,000+ customers got some bad news : The CRM platform will no longer be actively developed by its parent company, Basecamp. In other words, Highrise won’t be adding any more new features to the product, or evolving with the changing needs of sales teams. As Basecamp CEO Jason Fried put it, “Today’s version of Highrise is the forever version of Highrise.”.
The ROI Guy
SEPTEMBER 14, 2011
No software application development / programming is needed to edit / evolve the survey questions, benchmark comparisons, recommendations or report content. It is very easy for us to continue to evolve and maintain the content, benchmarks and intelligence within the Diagnostic Assessment Tool.
The ROI Guy
AUGUST 28, 2017
Financial Peer Comparisons The Alinean Financial Peer Comparison Tool delivers one such tool, empowering your team to quickly compare any prospect with up to six of their closest competitors.
Sales Benchmark Index
JULY 6, 2018
Comparisons exist when it comes. Home field advantage. If you follow or have any familiarity with the sports world, you have heard the term. It’s what teams play for on the road to a championship because of the competitive advantage.
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The Sales Hunter
NOVEMBER 25, 2014
Comparisons are simply not fair. Have you asked yourself why your competitor is able to offer what your customers believe is the same thing as what you sell for less money? Your customer is wondering this. They are wondering why you are more expensive and the competitor is less expensive.
Understanding the Sales Force
FEBRUARY 10, 2016
You might find the comparison interesting! This week a candidate for a sales position sent along his Predictive Index (PI) assessment so that we could compare it to his sales assessment from Objective Management Group (OMG).
Bernadette McClelland
AUGUST 19, 2018
If we stopped and analysed any recent decision we’ve made, we would have found some form of contrast, or comparison against something else – for example, do I get the carrot cake or the friand? Value through comparison is so ubiquitous.
Selling Fearlessly
OCTOBER 25, 2018
It uses industry businesses standards, performance, and other elements for comparison. A Sales Performance Analysis is a way of assessing where your business currently stands compared to where it wants to be in future. It shows the gaps between the current state of your business and how it should be performing and what are the […]. Selling
Sales and Marketing Management
JUNE 11, 2015
An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics and a host of other things? An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics and a host of other things? Issue Date: 2015-06-12. Author: Alan Zimmerman. Teaser: How do you develop a killer sales attitude?
Understanding the Sales Force
MARCH 17, 2016
In addition to March madness, folks are paying a lot of attention to the US Presidential Primaries, with an audience that's huge in comparison to past election years. March Madness is all the rage with college hoop fans glued to their sports news feeds, video highlights, and brackets.
Inside Sales Training
JULY 15, 2017
Could I at least do a no cost/no obligation comparison quote for you?”. Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”.
Understanding the Sales Force
FEBRUARY 16, 2016
But in this case, there is an even better comparison to strategic account management and customer service. This weekend we had seats to the new Andrew Lloyd Webber Broadway show, School of Rock.
The Sales Leader
JANUARY 27, 2017
They’re always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want. Most sales reps are making a fundamental mistake when handling the pricing objection.
Trinity Perspectives
NOVEMBER 6, 2016
A young sales rep asked me recently to explain the differences between the B2B sales profession these days, by comparison with the heyday of technology sales. Psychology of Buying Sales Tips and Tricks Transformation
Inside Sales Training
AUGUST 13, 2015
Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. One last question: Could I be the next in line person you reach out to in case you ever need to get another quote or service comparison?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. Could I at least do a no cost/no obligation comparison quote for you?”.
Go for No!
SEPTEMBER 12, 2018
If you are in a slump, comparison only serves to make you feel worse and gets you back in the mode of self-pity. The only time comparison is ever helpful is when it inspires you to take action – otherwise, do not do it.
The Center for Sales Strategy
JANUARY 31, 2018
The alternative is that you present general value by pitching your product or service as the solution—inviting the type of product comparisons that lead to price negotiation. If you are in sales, you can’t avoid price competition altogether, but you can take steps to reduce the focus on price.
Sales 2.0
JULY 28, 2018
I wanted to boil down cold calling vs. social selling data so we could do a somewhat fair comparison. OK I need to come out of the closet. In the last two posts I did a bunch of math. Here’s the punchline. Cold calling: 11 hours to get an appointment.
The ROI Guy
SEPTEMBER 14, 2011
Survey based tools can be used to collect survey responses from the user, and with program customization, can even provide comparison reports.
Paul Cherry's Top Sales Techniques
JUNE 20, 2018
” Be more specific with this comparison question: How important is price… …compared to service? #1 Question on Defining Value What Does Your Customer Really Value? Value is in the eye of the beholder.
Understanding the Sales Force
OCTOBER 20, 2014
But even those three groups pale in comparison to the original rocker. In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I "Rocked!"
Understanding the Sales Force
FEBRUARY 7, 2017
I felt like there was a comparison there. Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points.
HeavyHitter Sales
OCTOBER 20, 2015
Please join Steve as he shares interesting insights about the attributes of top sales leaders and comparisons to their lesser successful counterparts. The structure and effectiveness of the sales department will mirror the sales management style of its leaders.
Inside Sales Training
JULY 20, 2018
The key, however, is to be able to determine whether that is the real issue and then use a properly worded script do the comparison. Five Hidden Secrets behind the Price Objection. By Mike Brooks, [link].
Understanding the Sales Force
DECEMBER 16, 2012
Some are articles backed by science and some are assessment comparisons. Missing are the articles with analogies, humor and comparisons to children, but other than that, it's a nice cross-section. Ultimate Comparison of Top Salespeople versus Salespeople That Fail. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us.
Increase Sales
MARCH 13, 2015
I excerpted only part of this comparison to illustrate some of the highlights of this comparison.
A Sales Guy
SEPTEMBER 19, 2014
It gets more expensive every year in comparison to the competition. If you’re someone who struggles with price, check out this info graphic. Pay close attention to the iPhone’s price in relationship to all the other phones over time. What do you see?
Sales and Marketing Management
NOVEMBER 12, 2018
In comparison, this was only true for around half of all under-performing teams. Author: Anand Srinivasan The typical B2B sales process goes through four distinct stages. It begins with Discovery, and then moves into Diagnosis and Design before it ends with Delivery.
DiscoverOrg Sales
JULY 13, 2017
Reviews, testimonials, and competitor comparisons top the list of what buyers want to see on a vendor website. The top three items for Finance, Technology, and Consulting industries were customer testimonials and success stories, competitive comparisons by industry analysts, and positive reviews. The top three items for Media and Fashion industries were the the look and feel of the website, competitive comparisons by industry analysts, and positive reviews.
The ROI Guy
SEPTEMBER 14, 2011
The comparison database is updated as each participant completes the survey (with error checking to help assure that only “valid” surveys are included).
The ROI Guy
MAY 29, 2018
This means being sure you don’t forget about key comparison metrics, not just including the cost comparison for hardware. Customers care about financials.
Understanding the Sales Force
AUGUST 2, 2012
99 and even free, it's expensive - by comparison. Look at the moon - we think it's fairly large, but when you look at it in comparison to Earth and Mercury's moon, it's a blip in the sky!
Sales 2.0
AUGUST 4, 2018
It’s not expensive and it’s nothing in comparison to the commission you can make by selling another deal. In order to contact prospects you need to have their contact information. Today’s post is not about rocket science.
The ROI Guy
AUGUST 3, 2018
Move beyond price comparisons, to quantify the total cost of ownership (TCO) savings from competitive offerings? Available from Commvault’s website, the Backup TCO Assessment provides prospects with a self-service competitive comparison tool, to clearly understand the business advantages and savings of Commvault’s Hyperconverged solution versus Converged and Traditional backup products.
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