If thinking back to the hip, shiny and whimsical trends we were all so invested in a few weeks ago seems like a century ago, you’re not alone. Yesterday’s craft…
Why Focusing On Cost Of The Problem But Ignoring ROI Can Kill Late-Stage Deals
Question: Does your Sales Organisation use formally documented processes to quantify customer ROI (return on investment) for larger deals – and are your sales executives able to consistently quantify customer…
How To Prove What The Absence Of Your Solution Is Costing Your Customers
Question: Has your Sales Organisation formally documented a process to quantify the cost of a customer’s problem in the absence of your solution – and are your sales executives able…
How To Increase Win Rates By Up To 15% And Achieve Higher Price Outcomes By Up To 25%
Question: Has your Sales Organisation clearly documented the Organisation’s value propositions – and do you believe that your sales executives are able to effectively communicate the Organisation’s value propositions to…
Negotiate And Close More Deals With A Well-Aligned Sales Engagement Process
Question: Has your Sales Organisation designed your Sales Engagement Process to align with your customer’s buying cycle, and is it correctly aligned to your customer’s buying cycle? The Reality According…
How Your Sales Team Is Focusing Too Much On The End Of A Deal – And What It’s Costing Your Sales Organisation
Question: Has your Sales Organisation identified the most effective actions for sales executives to follow at each stage in the sales process, from opening to close – and are you…
Exceptional Customer Service Leads To More Sales – But Your Sales Organisation Might Not Be Getting This Quick Win Right
Question: Has your Sales Organisation formally defined the systematised delivery of a 5-star service experience in every customer interaction, pre- and post-sale – and ensured that sales executives deliver a…
Improve Forecasting With More Accurate Pipeline Management
Question: Has your Sales Organisation formally outlined forecasting criteria and designed a process for revenue-forecasting meetings to be held by sales managers with sales executives – and do your sales…
How To Profile Your Ideal Customers To Achieve Higher Sales Revenues
Question: Has your Sales Organisation clearly defined Ideal Customer Profiles – and do your sales executives use these ideal profiles to effectively qualify prospects? The Reality According to our research…
Why Focusing On High-Priority Products Boosts Revenue And Profits Margins
Question: Has your Sales Organisation formally defined which are your highest priority products – and do your sales executives offer those products to customers and prospects to achieve the business’s…
