Polar Vortex Pales in Comparison to the Leadership Vortex

Increase Sales

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.

Engaging Earlier and Higher with Financial Peer Comparisons

The ROI Guy

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.

Live Webcast: Financial Peer Comparison and the Value of “Move the Needle"

The ROI Guy

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

Rebuttal to What Elite Salespeople Do Differently

Understanding the Sales Force

Dave Kurlan objective management group OMG Assessment comparison of top versus bottom salespeople what sales winners do differently Copyright: / 123RF Stock Photo.

The Oblique Comparison Close

Tom Hopkins

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.

What is a TCO Calculator / Comparison Tool?

The ROI Guy

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.

Using Comparison Questions to Gain Customer Insight

Paul Cherry's Top Sales Techniques

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.

For a TCO comparison, how does Alinean develop the chart of accounts used for head-to-head TCO comparisons?

The ROI Guy

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.

#1 Sales Question about Competitor Comparisons

Paul Cherry's Top Sales Techniques

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.

Highrise alternatives: The 6 best CRMs you need to consider


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 Alinean Diagnostic Assessment Tool’s questions, benchmark comparisons and recommendations will likely change over time, how are these maintained?

The ROI Guy

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.

Executive Conversations: Evolving from a Sales Pitch to Prescriptive Advice

The ROI Guy

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.

How an Executive Briefing Center Can Drive Organic Growth with New Logo Customers

Sales Benchmark Index

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.

Why Your Competitor is Cheaper Than You

The Sales Hunter

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.

Choose Which of These Two Assessments are More Predictive of Sales Success

Understanding the Sales Force

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).

Why the Science of Our Decision Making Is Not Always Black and White

Bernadette McClelland

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.

What is Sales Performance Analysis? – by Alen Mayer

Selling Fearlessly

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

How to Build a Killer Sales Attitude When You Feel Like Quitting

Sales and Marketing Management

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?

How March Madness Applies to Salespeople and Your Sales Force

Understanding the Sales Force

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.

How to Handle: “We’re happy with who we’re using…”

Inside Sales Training

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?”.

School of Rock the Musical Demonstrates Selling to Existing Customers and Customer Service

Understanding the Sales Force

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.

Why Comparing Apples-to-Oranges Wins | Sales Tips

The Sales Leader

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.

What was sales really like in the 'good old days'?

Trinity Perspectives

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

How to Handle, “My supplier is my friend/brother/long term relationship, etc.”

Inside Sales Training

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?”.

3 Ways to Pull Yourself Out of a Slump

Go for No!

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.

How to Deal with Price Competition

The Center for Sales Strategy

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.

Treat yourself to some social selling

Sales 2.0

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.

How are Alinean-powered diagnostic assessment tools different than survey-powered tools?

The ROI Guy

Survey based tools can be used to collect survey responses from the user, and with program customization, can even provide comparison reports.

#1 Questions | Sales Pros Must Ask Their Customers

Paul Cherry's Top Sales Techniques

” 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.

The Biggest Secret of Salespeople that Rock

Understanding the Sales Force

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!"

Google 266

10 Selling Scenarios When You Must Slow Down

Understanding the Sales Force

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.

The Attributes of Top Sales Leaders: A Webinar for Sales and Marketing Leaders

HeavyHitter Sales

  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.

Secrets & Techniques of Closing the Sale & Handling Price Objections

Inside Sales Training

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].

Vote the Best Top Article on Sales and Sales Management

Understanding the Sales Force

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.

How Competency Based Leadership Model Continues to Be Old School

Increase Sales

I excerpted only part of this comparison to illustrate some of the highlights of this comparison.

The Best Infographic In The World For Sales People Who Struggle With Price

A Sales Guy

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?

Building A B2B Sales Force That Works

Sales and Marketing Management

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.

B2B 246

[PART 2] What Buyers Want: The B2B Vendor Advantage

DiscoverOrg Sales

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.

Vendor 146

Do the Alinean Diagnostic Assessment Tool benchmarks compare responses dynamically against data from other participants?

The ROI Guy

The comparison database is updated as each participant completes the survey (with error checking to help assure that only “valid” surveys are included).

Gartner: Get your ROI / TCO Calculators Right, or Not at All

The ROI Guy

This means being sure you don’t forget about key comparison metrics, not just including the cost comparison for hardware. Customers care about financials.

ROI 56

Why Your Lowest Price Can Be a Barrier to Closing Sales

Understanding the Sales Force

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!

Prospecting bread and butter

Sales 2.0

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.

How to More Effectively Differentiate from the Competition?

The ROI Guy

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.