According to research by Bain Consulting, selling to existing accounts can be as much as 6 to 7 times more profitable than winning new customers. Growing revenue through cross-selling and upselling sounds like a no-brainer, but too often sales people fall short. Organizations that successfully cross-sell and upsell to customers engage sales, marketing, customer success […]
The guide describes fifteen critical questions in four categories, enabling you to clearly identify and prioritize your needs. It also includes an evaluation grid, so that you can score potential providers consistently and make an optimum choice.
This planning guide focuses on how to apply solution-centric concepts by providing assessment criteria checklists and models that can be used to evaluate where potential sales and marketing performance gaps exist. It is a workbook with numerous templates and tools intended to help reveal strengths and weaknesses, and enable you to plan practical actions that will make a […]
We’ve participated in hundreds of sales kick-off meetings, and we’ve learned some valuable lessons about what makes them a success. A lot is at stake – a badly organized and delivered event can alienate sellers and impact productivity significantly. A well organized and high quality event can boost morale and create accelerated momentum towards success […]
Setting growth targets are an essential. but difficult, aspect of sales planning. We recently discovered some great research by Professor Aswath Damodaran, of the Stern School of Business at New York University, to help examine growth of revenue and profitability nearly 7500 publicly traded companies over the past 5 years. The benchmark report conveniently summarizes […]
With this tool, you’ll be able to apply the dimensions of the Successful Sales Formula to see the specific weaknesses in your sales opportunity, and how you can take action to improve your chances of winning – or to determine if further investment is unwarranted, based on objective criteria.
Identify new cross-selling and up-selling opportunities in your accounts by finding ways to add incremental value to your customers’ business initiatives. Download this free analysis tool to help you identify new sales opportunities in an account.
Just a little planning goes a long way in closing business as forecasted, and with minimal concessions … Eliminate unnecessary delays and needless concessions when closing business, by being properly prepared. Use this handy planning tool to identify potential exchanges of equal value for use in final negotiations.
This brief assessment will help you in identifying potential barriers and obstacles to a collaborative sales approach. It will help to provide insight on whether or not a sales team possesses the essential competencies required for aligning with the demands of today’s empowered buyer and successfully executing a collaborative sale.
Spending a little time to establish clear criteria for segmenting accounts into A-B-C categories and planning the right investment for each segment can make a huge difference in your sales year. It’s a relatively easy exercise, but too few sellers take the time to actually do this. To help you get started, we’ve prepared a simplified territory planning template.