A caution for sales leaders: Don’t be your own worst enemy Winning at enterprise sales is hard enough. Often, Sales leaders make it harder still by encouraging or enabling bad …
A checklist for companies considering a Win-Loss Analysis Program Many Sales leaders are thinking strategically about their “win-rate” and how to improve it. Once a focus only for Enterprise companies, …
When you lose a deal you thought was yours, it hurts – a lot. So, you quickly jump back into the fray, pursuing other potential deals. Afterall, as the old adage says, “Sales is a numbers game”, and if you just focus on putting more deals in the funnel, you’re bound to win the opportunities you’re supposed to win. Right?
As a specialist in Win-Loss Analysis , I get a front row seat to some really interesting developments out on the playing field where solution-providers compete. I get to see a lot of stellar performance that is usually rewarded, and some frankly silly nonsense that makes you wonder who is minding the store.
We’ve all seen the bumper stickers in traffic: No message; just a cryptic number – 13.1, 26.2 or even scarier digits if you are a normal person who doesn’t run ultra-Marathons.
In life, when major events happen, we have a need to understand why. Clarity and crisp definition are satisfying, because we detest ambiguity. Clarity rules, even if the simple answer we come up with is flat wrong. Welcome to the world of humans.
In Q of E Diligence, you know what matters and how to measure it. After all, your deal is at stake, and the performance after the deal depends on it. With all the rigor you apply, still, you have to ask, “Is the diligence package giving us confidence in the revenue stream we expect?”
All great questions that beg great answers. Don’t let your lack of preparation spoil the party.
There are many different ways to define market intelligence, but the 1st Resource Social Intelligence Method takes a slightly different approach. We believe that considering the “human factors” of how people make decisions puts more meaning behind the findings.