Forecast Accuracy: You Have Better Odds in Vegas
Sales forecasting can feel a lot like gambling in Vegas. A few statistics from a recent CSO Insights study suggest that you have better odds at winning in Vegas than at producing an accurate sales forecast.
5 Obstacles to Successful Key Account Growth
We all know that all clients are not created equal. Your approach to managing and growing your most strategic accounts impacts your ability to optimize revenue. Why Focus on Key Accounts? Key Accounts are your most profitable, scalable, and tenured clients. For many companies, they are typically large, complex global entities with multiple buying units, […]
3 Reasons You’re Losing Deals You Were Sure You’d Win
It’s the worst feeling ever, and the bigger and more high-profile the deal, the worse it feels! The stars were aligned. Your sponsor told you it was in the bag. The official decision was just a formality. You’re all set for a celebratory dinner with your family or friends. High-fives and kudos from your colleagues […]
Tailoring Your Sales Message
The average size of a buying group has gone from 5.4 stakeholders in 2014 to 10.0 in 2018 [footnote 1], which highlights the need to tailor sales messages for each buyer persona. Yet, a recent survey by FinListics Solutions, the solution for financial analytics that power Insight-Led Selling® and Revegy, a leading technology platform for […]
How Well Do You Know Your Customers?
In the age of customer-centricity, B2B companies are fighting for a competitive advantage through strategic relationship building. By changing the dynamics between customer and provider, companies that earn trusted advisor status see significantly more wins, close deals faster, and are less likely to get blindsided by a client’s internal turmoil. In a webinar conducted by […]
3 Powerful Ways to Bring the Challenger Sale to Life
The Challenger® Selling Model is based on the fact that Challenger™ sellers use disruptive insights to challenge customers’ assumptions and force them to think differently. They take back control of the purchase conversation in a way that leads customers back to the unique strengths of their organization. This approach is critical in the increasingly complex […]
Anticipate Common Obstacles of the B2B Sales Journey
Navigating the Customer Journey in today’s Complex B2B Sales Environment The customer has become the centerpiece of today’s B2B sales landscape. The cornerstone of sales success in 2017 and beyond is leveraging customer intelligence to align your sales process with the customer’s buying journey. The gray highlighted section in the map above represents an ideal […]
Why Account-Based Planning is Mission Critical NOW
A picture is worth a thousand words. In the world of sales, it’s worth a thousand hours and millions of dollars in revenue. The Key to Actionable Account-Based Planning The success of any enterprise sales team – whether that is defined by expanding key accounts, increasing win rates, or improving forecast accuracy – has a […]
The B2B Sales Enterprise Challenge
A recent McKinsey study, How B2B Digital Leaders Drive Five Times More Revenue Growth than their Peers, sheds light on the obstacles that face B2B sales enterprises today. Digitalization has affected all companies, however, B2B companies face added challenges. Unique Challenges of B2B Companies The McKinsey study summarized these challenges claiming, “B2B players must contend […]
