How to Keep Your Eye on the Competition

Sales Benchmark Index

sales strategy Sales Leader VP of Sales Resources competitive differentiation Competitive Intelligence Sales VP A recent SBI post shared that 78% of sales strategies are hopeless. This finding is a result of SBI’s 8 th Annual Research Report.

Why Following The Competition Will Lead You Astray

Sales Benchmark Index

Sales Leader Buyer Behavior competitive differentiation Small Company Sales Leader Resources A salesman and an economist are walking down the sidewalk. All of a sudden, the salesman looks down and sees a twenty dollar bill.

Why Following The Competition Will Lead You Astray

Sales Benchmark Index

Sales Leader Buyer Behavior competitive differentiation Small Company Sales Leader Resources A salesman and an economist are walking down the sidewalk. All of a sudden, the salesman looks down and sees a twenty dollar bill.

Does Lack of Intelligence Put Your Corporate Strategy at Risk?

Sales Benchmark Index

As CEO, you are responsible for driving your corporate strategic direction: You identify objectives and goals, initiatives and timelines. You identify budget allocations and expected ROIs. You set revenue targets both short and long term. You are placing a big bet on being a.

In the Race to Win More Customers, Sales Needs Digital Transformation

competitive, rather than game-changing new technologies. that has made industries more competitive. then will organizations gain a competitive edge and reap the. Feeling the pressure: limited resources and. level of competitive advantage. sales reps competitive.

The New Face of Competition

Sales Benchmark Index

Everywhere you turn, there is more competition. The competition is clamoring for your customers and your piece of the market. Focus resources on ideas that will be noticed by customers. Secondly, know how your competition engages your customers.

Closing the Credibility Chasm between Sales and Human Resources

Sales Benchmark Index

This is not just an isolated case.” - Senior VP of Human Resources. If you want to improve the relationship between the VP of Sales and the VP of Human Resources , SBI has an answer. In just 5 weeks, three promising new hires had been recruited away from Victor by the competition.

Competition: The Invisible Enemy of Compensation Planning

Sales Benchmark Index

HR leaders want to know what the competition is paying. Competitive intelligence is the key. It describes how to get the competitive intelligence you really seek. It also includes a Competitive Compensation Analyzer to identify your unique situation.

“You Had Me At Hello” – 3 Effective Ways To Eliminate Your Competition During Your First Contact With A Prospect

MTD Sales Training

Every sales person knows that to set yourself apart from your competition is a vital component of your sales process. Here are three powerful ways to help you eliminate your competition so they could ultimately respond with “You had me at hello!”

The Growth Hacking Playbook: Your Ultimate List of Growth Hack Resources

Hubspot Sales

But how can one pull off that kind of growth -- especially with a limited budget and resources? But as the term gains more popularity, filtering the results for the best resources becomes more difficult. Growth Hacking is a popular buzzword, but does anyone really know what it means?

7 Must-Have Automated Documents for Sales Success

Sales teams, in particular, waste precious time and resources on repetitive tasks and manual data. Automating time-and resource-intensive processes will allow. resources or expenses • deliver an exceptional customer experience through easy-to-understand. resources.

3 Steps to Combining Social Media & Competitive Intelligence

Sales Benchmark Index

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.

The Ongoing Fear of Small Business Competition

Increase Sales

Fear of small business competition appears to be integrated into the DNA of many enterprising individuals. So much of those vital resources of time, energy, money and emotions are lost to the fear of small business competition.

Win Loss Best Practices: Competitive Intelligence Leads to Strategic Decisions

Customer Centric Selling

Your competitive intelligence is very similar to the electricity in your wires. You can collect as much competitive intelligence as you like, but until someone uses it to power change in your company, it really isn’t effective at all. Competitive Intelligence for Strategy.

Blocking Sales Competition

Pipeliner

Why is there so much talk about sales competition? How to build a competitive strategy, tips for analyzing your competition, how to attain a cost leadership position against your competitors and how to outsell your competitors pervade the thinking of most business people. The underlying strategic intent is to build barriers to competitive entry; erect a massive wall to prevent the hordes from entering your markets and taking your customers.

3 Stages of Competitive Channel Programming

Openview

I’d like to offer you a simple three-stage process model to help you build strategic, competitive channel programs and put you on the path to sustainable revenue from your indirect channels. Introduction of new tools and resources.

If Your Sales Competition Is Not Against You, Then Maybe They Are With You?

Increase Sales

The fear of sales competition is very real for mid-size to small businesses. The other positive aspect of this first contact with the sales competition is some of them have hired me as a business coach to help them with their strategic plan and marketing.

Top 9 Alignment Resources That B2B Sales and Marketing Leaders Need to Ensure They Didn’t Miss This Year

Jeff Davis

With that in mind, I’d like to share some of the top resources i think Sales and Marketing leaders show be aware of it they are looking to transform their teams into a high-performing Revenue Engine where Sales and Marketing are aligned to meet the needs of the modern buyer.

5 Steps to a Competitive Sales Incentive Plan

Xactly

To help you kickstart and improve your compensation planning, here are five steps to a competitive sales incentive plan. Your team should have a senior-level representative from six departments: sales, finance, human resources, marketing, compensation administration, and legal.

Beating the competition in an undifferentiated market

Sales Training Connection

Unfortunately with global competition and advanced manufacturing technologies, those days are rare and if they do occur they are difficult to sustain. Here are two strategies: Better understand the competition as viewed by the customer. Managing the competition.

How to create competitive sales battle cards using social proof

DocSend

The competitive battle card is a staple of most sales teams. Sales battle cards serve just one purpose: To help sales reps convince prospects to pick you over the competition. And that’s where sales battle cards become an essential resource in any reps’ toolbox.

Do This to Beat Your Competition

Women Sales Pros

Then use the competitive strategy checklist to make sure you’ve covered all your bases. Competitive Strategy Checklist. Focus most of your time on your customer’s problems and opportunities (versus focusing on your competition). Use your resources (i.e.,

Dominating Your Competition Is Not a Luxury, It’s a Necessity

Openview

Competition is proliferating. Where a category was once “lightly competitive” years ago, it’s now swarming with look-alike alternatives. Despite that, competition has proliferated even further. Competition is proliferating in almost every B2B category.

The True Impact of Sales Competition

Pipeliner

This old Indian saying provides keen insight into enterprise selling and understanding the sophisticated sales competition who come prepared in the enterprise arena. But what do we see in much of the competitive analysis done today? Competitive analysis usually comes in one of two flavors. First, there’s the competitive outlook often found in business planning to prove an initiative’s viability. Pipeliner CRM empowers analysis of sales competition.

“No Decision Made” Is Still A Competitive Loss

Partners in Excellence

” No Decision Made is a competitive loss–probably the worst kind of competitive loss we can suffer. I’m assuming here, that we executed our strategies flawlessly, we were well aligned with the customer, but the competition had a better solution. In any kind of competitive effort, teams can compete vigorously and effectively, but in the end one wins. No Decision Made is possibly the worst kind of competitive loss because we failed with the customer.

Why Losing Can be a Good Thing for Sales Leaders

Sales Benchmark Index

Sales Leader VP of Sales Resources Win Loss Analysis competitive differentiation “Are we truly differentiating ourselves in the market?” ” I was recently asked this by the sales leader for a large software company.

Good Reads for B2B Marketing - Respect Your Competition

Pointclear

Respect Your Competition. He offers two simple tips on respecting your competition. At Internet Week: Marketing + technology = competitive advantage - See more at: [link]. Marketing + technology = competitive advantage. Marketing + Technology = Competitive Advantage.

The True Impact of Sales Competition

Pipeliner

This old Indian saying provides keen insight into enterprise selling and understanding the sophisticated sales competition who come prepared in the enterprise arena. But what do we see in much of the competitive analysis done today? Competitive analysis usually comes in one of two flavors. First, there’s the competitive outlook often found in business planning to prove an initiative’s viability. Pipeliner CRM empowers analysis of sales competition.

6 key lessons on how B2B SaaS startups can succeed in hyper-competitive markets

Close.io

Everyone loves to complain about how competitive their market is. Technology has made it easier than ever to create game-changing products and every single industry is only going to get more competitive. Why I thought it was crazy to enter the hyper-competitive CRM space (but did it anyways). to compete in one of the most competitive industries. first started, we realized we could never out-sell, out-market, or out-advertise the competition.

Dominating Your Competition is Not a Luxury, it’s a Necessity

Gong.io

Competition is proliferating. Where a category was once “lightly competitive” years ago, it’s now swarming with look-alike alternatives. Despite that, competition has proliferated even further. Competition is proliferating in almost every B2B category.

Can you sustain a competitive advantage by product alone?

Sales Training Connection

Sustainable competitive advantage? Unfortunately due to global competition and advanced manufacturing technologies, it is very difficult to sustain a competitive advantage by product alone. However, with a lot of work even added value can be replicated by the competition.

Sales Leadership: a lack of resources may limit success

Your Sales Management Guru

Sales Leadership: A Lack of Resources May Limit Success. Most of the locals understand their resources are becoming limited, yet they are expecting tomorrow to be a success. I am unsure if they are prepared for the tomorrow or if they have new resources in place? As a sales leader are your resources ready for tomorrow’s success? Second, the newly hired salesperson (resource) is not adequately prepared to contribute.

How Do You Stack Up Against Other Teams?

Sales Benchmark Index

Most sales people are intrinsically competitive. Sales Performance Management Sales Leader Sales Manager Sales Manager Resources You always want to know what the best are doing to outpace everyone. Sometimes this is right inside your organization.

Question Number One: Assessing the Competition

Paul Cherry's Top Sales Techniques

Resources. Question Number One: Assessing the Competition. Assessing the competition from time to time is a matter of survival for any business. Best of all, it positions you as an expert to help offer answers and provide them that competitive edge. Home | About Us | Corporate Sales Training | Sales Management Training | Workshops | Resources | Clients / Industries. More Free Stuff | Email Us | Get Started Now!

How a CEO Retains Top Sales Talent

Sales Benchmark Index

Is the competition taking your sales talent? The competition can beat you on two dimensions: superior solutions and better talent. sales strategy CEO Organization CEO Resources If so, every CEO must ask the question: "What is my response?

How to Build a Lead Nurture Campaign

Sales Benchmark Index

In a complex selling environment, impactful lead nurturing is a competitive advantage. Lead Generation Lead Gen lead nurturing CMO Resources CMO CMOs that excel at Lead Nurturing generate higher quality and quantity sales ready leads.

The Best CEOs are Teachers of Strategy

Sales Benchmark Index

Professor Michael Porter is a leading authority on competitive strategy. sales strategy CEO CEO Resources “The best CEOs I know are teachers, and at the core of what they teach is strategy.” ” -Prof. Michael Porter, Harvard Business School.

How To Create Value During A Negotiation

The Accidental Negotiator

Resources in a negotiation are not really a fixed pie Image Credit: Alan Levine. To us a negotiation is all about competition. In the world of business, why is competition so often the norm for us negotiators, while cooperation seems like an impossible goal?

One Mistake That's Killing Your Sales Recruiting Efforts

Sales Benchmark Index

This is compounded with a retiring Baby Boomer generation and global talent competition. Human Resources A Players Sales Recruiting Talent Assessment recruiting Recruiting sales personnel is a never-ending HR and Sales task.

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#1 Question to Snatch Business from Your Competition

Paul Cherry's Top Sales Techniques

Resources. 1 Question to Snatch Business from Your Competition. Ask your customers questions that will get them planning how to increase revenue, how to grow market share, and how to secure more business at higher profit margins—start with this one: “What will it take on my part to win that portion of the business you’re currently giving to our competition?” More Free Stuff | Email Us | Get Started Now!