SBI Growth

APRIL 20, 2013

“Competitive Intelligence is the action of defining, gathering, analyzing, and distributing intelligence…needed to support executives and managers in making strategic decisions for an organization.” You need to maintain a competitive edge over them, or at the very least hold even. You’re at a clear competitive disadvantage.

Social Media 316

Social Media Competition Media Eloqua 316

Understanding the Sales Force

JANUARY 27, 2014

One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. OMG weighs the various findings in its Sales Candidate Assessments to predict success in a given role, market or segment, considering competition, price points and industry challenges.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Hubspot Sales

OCTOBER 18, 2021

But the value of observing the competition isn't specific to board games — actual companies can benefit from it as well. One way to get there is through something called "competitive benchmarking" — the process of looking externally to see how your business stacks up against your competitors and industry standards.

Competition 81

Competition Airlines Lead Rank Analysis 81

Steven Rosen

JANUARY 14, 2024

Discover how to reframe the difficulty of execution as a competitive advantage. They also highlight the importance of self-awareness and reframing challenges as opportunities for growth. This actionable advice aims to help sales teams execute excellently and gain a competitive advantage. But why is execution so difficult?

Video 156

Video Competition Coaching Strategy 156

Smooth Sale

SEPTEMBER 6, 2022

Attract the Right Job Or Clientele: How to Set Your Business Apart From the Competition. Our collaborative blog offers insights on ‘How to set your business apart from the competition.’ There is always competition, and it is essential to know how we differ to the advantage of our clientele. Image credit.

Competition 78

Competition Outsourcing Services Hiring How To 78

Miller Heiman Group

JUNE 24, 2020

Sales organizations always look to gain a competitive advantage. By participating in our latest research study, the 2020 Sales Performance Study , sales professionals can help CSO Insights, now part of Korn Ferry, find out the answers to these questions and more.

Study 65

Study Penetration Survey Face-to-face 65

Sales Hacker Training

MAY 20, 2020

However, to truly delight potential customers and stay ahead of your competition, the flow of information internally needs to be timely and seamless. The key to this internal success is sales enablement and quality, competitive intelligence. Build strong competitive habits. Build Strong Competitive Habits.

Competition 132

Competition Sales Enablement Analysis Lead Rank 132

SBI Growth

FEBRUARY 26, 2019

Understanding market opportunity and market dynamics is critical. Geographic growth opportunity Industry/Vertical market. Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. It informs how to make investments in people, time and money.

Segment 204

Segment Study Analysis Marketing 204

Sales Hacker

NOVEMBER 11, 2020

What is Competitive Intelligence? Competitive intelligence is the process of sourcing and analyzing data to see the competitive landscape in order to build plans, messaging, advertising, and products to outperform competitors. How to Get Started with Competitive Intelligence. Case Study: Gong vs. Chorus Messaging.

Competition 98

Competition Advertising Advertising Hiring 98

Janek Performance Group

JUNE 7, 2022

Top sales reps are in high demand and the competition for hiring them can be fierce. In fact, amidst the pandemic, employers were faced with candidates who had no problem walking away from great job opportunities and even signed offer letters. Offer Opportunities for Growth. Top sales talent is in high demand.

Sales Talent 62

Sales Talent Competition Hiring Marketing 62

Anthony Cole Training

JANUARY 27, 2014

One of Objective Management Group’s (OMG) partners, Market Sense, in Austin, Texas, had an opportunity to work with 15 MBA students that had never sold. They weren''t very good, they converted a smaller percentage of opportunities, but their Desire and Commitment helped them persevere. This kind of story doesn''t happen every day.

Case Study 186

Case Study Study Sales Talent Hiring 186

Partners in Excellence

MARCH 12, 2024

One of the things Kelly highlights is the thrill of competing and achieving, “why I love the profession – it provides a way for me to feed my competitive nature. From a practical viewpoint, selling provides more opportunities for growth – personally and financially. It allows competitive people to compete.”

Lead Rank 103

Lead Rank Lead Scoring Hiring Engineering 103

Vendor Neutral

NOVEMBER 14, 2023

Sales Tech and Innovation Hub A Critical Look: Opportunities and Limitations of AI for Sales Professionals REGISTER NOW Sales professionals always seek ways to stay ahead of the competition and improve performance. She has also completed advanced studies from MIT on AI Business Strategy (2021).

Outsourcing Services 52

Outsourcing Services Opportunity Webinar Metrics Telecommunications 52

Crunchbase

FEBRUARY 16, 2021

It’s no secret that the sales industry is competitive. Knowing what each generation values can also help determine how they view competition. According to a recent study, baby boomers are highly competitive in teams and individual competitions. However, competition isn’t about a monetary reward.

Competition 59

Competition Hiring Motivation Incentives 59

Score More Sales

JUNE 13, 2012

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. The study was published today with 226 midmarket companies participating – we are just focusing on the midmarket CEOs for this post.

Study 198

Study Lead Rank Lead Scoring Journal 198

Understanding the Sales Force

OCTOBER 28, 2013

On one third of our opportunities, I have been selling the way we teach - using a formal, structured sales process with a consultative approach. That said, the size of the contracts, when compared with the potential of the opportunities, was proportionately smaller with approaches 2 and 3.

Case Study 220

Case Study Study Decision Maker Inbound 220

Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. This is accomplished by uncovering additional opportunities and cross-selling/up-selling to existing clients. Through their interactions, they gather valuable insights into customer preferences, pain points, and competitive landscapes.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Miller Heiman Group

AUGUST 27, 2019

Investing in perspective can change your business nearly overnight—like in this case study from one of our manufacturing clients. A privately held, global manufacturing firm supplying the HVAC industry took a smaller upsell opportunity for granted—and risked losing it to a competitor, until its sellers took SSwP training in 2018.

Case Study 63

Case Study Study Sales Methodology Decision Maker 63

Force Management

DECEMBER 14, 2023

If your partner's message is misaligned with your message you'll miss opportunities to move good deals forward. How do we do it differently from the competition? Arm partners with competitive intelligence to accelerate the sales process How does your solution differ from the competition? What is our proof?

Channels 137

Channels Revenue How To Case Study 137

Sales and Marketing Management

MARCH 9, 2021

That’s because with risk comes opportunity. Let’s break down a few of the major categories: Competitive Risk. Competitive risk describes the probability that competition (whether direct or indirect) will affect the revenue of your business. You need to be ready to put stuff on the line. Market Risk.

Face-to-face 177

Face-to-face Microsoft Competition Influencer 177

Customer Centric Selling

MARCH 5, 2018

Here are seven best practices you can apply to increase competitive win rates for your company. Increase Competitive Win Rates. Make sure you’re well aligned in the opportunities you’re pursuing in terms of your company’s background and expertise. Share future direction. Understand ratings for your firm and vertical.

Competition 90

Competition Case Study Comparison Vendor 90

No More Cold Calling

JANUARY 9, 2020

I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. For example, in a global study of more than 1,000 sales managers, Vantage Point found, “75% of sales managers had fewer than 49% of their salespeople on target.”. Poor leadership will cost you $3.5

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

SalesFuel

APRIL 10, 2024

adults think salespeople are credible, according to SalesFuel’s The State of Credibility in America study. 62% of top-performing sellers spent their time learning more about an account’s industry — trends, competitive landscape, and so on.” Sellers who want to succeed must build sales credibility to stand out. Only 24% of U.S.

Research 115

Research Hiring Social Media Trends 115

Sales Hacker

MAY 10, 2021

As a SaaS business owner, you know that the competition is intense. Opportunity to upsell and cross-sell. Even after you close a deal with a client, there is always an opportunity to upsell or cross-sell. The customer support process is also a good opportunity for upselling or cross-selling. Source: Crazyegg.

Case Study 62

Case Study Study Top of Funnel Churn 62

MTD Sales Training

NOVEMBER 9, 2017

It’s always interesting to see how companies are adapting to the wildly-changing world of business, and it’s studies like these that help us as sales managers and sales directors to understand how we need to shape up for future business opportunities. Most top 20 companies in the study put their values first, middle and last.

Hiring 268

Hiring Sales Management Loyalty Study 268

Miller Heiman Group

JULY 16, 2019

When manufacturers identify engineers to move into sales roles, they must ensure they have a plan in place that trains and coaches these subject matter experts into high-performing sellers who create a stronger pipeline and turn opportunities into closed-won business. By doing this, you’ll be able to enjoy these four competitive advantages.

Engineering 58

Engineering Competition Training Hiring 58

SalesFuel

MARCH 14, 2024

Lead to better opportunities and a competitive advantage. With your easily recognized expertise, you will have greater opportunities directed your way. Heraldry is the art and study of coats of arms. You become memorable for advanced qualities that set the course for stronger relationships.

Company 111

Company Real Estate Hiring How To 111

Gong.io

JUNE 15, 2018

While you’re popping a champagne bottle because you know how to sell against the competition, your competitor is downing cheap whiskey to mourn their loss. To do that, you have to understand the first principle of competitive selling: Different strategies win in different competitive scenarios. Our data makes that clear.

Competition 78

Competition Sales Cycle How To Education 78

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Product Commoditization. Other Steve W.

Study 146

Study B2B Penetration Lead Rank 146

MTD Sales Training

JUNE 4, 2019

Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. Nothing wrong with this, of course. It adds meaning to why they are positioned where they are. Happy Selling! Sean McPheat.

Case Study 255

Case Study How To Discount Decision Maker 255

Sales Hacker

JANUARY 20, 2021

In fact, a study by Terminus showed that in 2019, 23% of respondents had no active ABM program. They are only engaging in one-to-many ABM and one-to-few ABM, and they are missing opportunities to drive sales cycles with target organizations that are stuck in status quo. This year, that number dropped to just 5.8%.

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

Fill the Funnel

APRIL 3, 2015

Case studies often serve a different business building purpose than email. What Is a Case Study? According to a wiki definition, a case study is: 1. A cloud storage company may write a case study on moving document storage from local hard drives to the cloud. Why Use Case Studies? That is, a problem is presented.

Case Study 48

Case Study Study Top of Funnel Engineering 48

BuzzBoard

APRIL 15, 2024

Moreover, client success stories and case study development humanize the narrative. Moreover, client success stories and case studies, supported by extensive data, serve as concrete evidence of your digital marketing success. This understanding aids in making informed decisions regarding future business strategies.

ROI 52

ROI Case Study Marketing Campaigns 52

Miller Heiman Group

NOVEMBER 1, 2019

But in the eyes of buyers today, nearly two-thirds of sellers fail to set themselves apart from one another, according to the CSO Insights 2018 Buyer Preferences Study. You, however, want to be among the 32% of sellers that buyers say outshine the competition in your space. No salesperson sets out to seem ordinary.

Competition 50

Competition Lead Rank Lead Scoring Decision Maker 50

Smooth Sale

FEBRUARY 14, 2024

In addition to an onboarding training program upfront, continue with training opportunities throughout the year. Study the Competition Creating a thriving company necessitates ongoing research about the news of your top competitors and sharing it with staff. It may spark some new ideas for how you want to run your business.

Company 113

Company Hiring How To Face-to-face 113

HeavyHitter Sales

JULY 1, 2011

A Salespersons Most Important Competitive Weapon. Personality Study of 1,000 Top Salespeople-Harvard Business Review. I never grow tired hearing their stories of how they win extremely competitive six- and seven-figure deals. Selling Style Impact: Competitiveness. Heavy Hitter Sales Blog. Recent Posts. August 2011.

Study 163

Study Lead Rank Lead Scoring Penetration 163

SMEI

JANUARY 5, 2024

In today’s highly competitive job market, particularly in the dynamic fields of sales and marketing, standing out to prospective employers is more crucial than ever. This is where professional certification comes into play, serving as a significant differentiator that can set you apart from the competition.

Marketing 93

Marketing Ideal Customer Profile Social Media Google Analytics 93