15 November, 2016

How B2B Companies Can Gather Competitive Intelligence

By | 2017-12-06T15:25:23+00:00 November 15th, 2016|Best Practices, Sales Effectiveness|

From how competing companies are viewed by your target market to how industry leaders pitch products and services, successful B2B companies build a competitive edge by seeking to understand their competition. For some companies, this is as straightforward as following twitter accounts, dissecting industry news, or reading competitor blogs. For others, it may take on [...]

7 January, 2015

Stop Overlooking Your Sales Wins and Losses

By | 2017-08-03T09:27:02+00:00 January 7th, 2015|Sales Effectiveness|

What can you learn at the end of the sales cycle? I recently helped plan my own wedding. And as many of you know, it is an exhausting task. There are hundreds of details to go over and lots of checklists to complete. Let’s also not forget the dreaded seating assignments! Thankfully, my future wife [...]

22 October, 2014

Rewire Your Sales Process

By | 2014-10-27T17:59:17+00:00 October 22nd, 2014|Sales Effectiveness|

5 Reasons You’re Being Passed Over in Favor of a Competitor When asked why you lost a new business opportunity, how often do you hear it was price? It’s also not uncommon for your products or services to get the blame. Another popular justification for the loss: the prospect had a personal relationship that led [...]

13 June, 2013

Utilize Customer Feedback to Drive Sales

By | 2017-12-04T16:09:50+00:00 June 13th, 2013|Sales Effectiveness|

Influence prospects by leveraging customer satisfaction programs. Detailed customer insights are a veritable treasure trove of valuable information for your company.  They help inform process improvement decisions, the allocation of company resources, feature / functionality enhancements and employee development. An often overlooked application, however, is the use of insight and data captured from your feedback [...]

9 May, 2013

Six Valuable Insights For Improving Sales Close Rates

By | 2014-08-05T08:00:58+00:00 May 9th, 2013|Sales Effectiveness|

Get to the heart of the decision making process with Sales Win/Loss insights. As business leaders we’re constantly seeking opportunities to increase sales effectiveness or learn how to better convey the value proposition of our products or services. There are many factors involved in the sales process and they typically go well beyond the frequent [...]