Posts with Category "Sales Research"

Want to Win Your Next Big Sale? Win Lab It
By Mike Schultz

sales opportunities

When it comes to winning big sales opportunities, sales leaders often share 2 complaints:

1.  Sellers aren't proactive. They fail to drive their most important sales opportunities forward with determination and rigor.

2.  Even when sellers are proactive, they don't follow a consistent process to put themselves in the best position to win the sale.

Based on our research and experience, we've found that the key to fixing these management headaches is to focus on opportunity planning, and installing the discipline in sellers to follow the plan.

In fact, the better sellers are at planning for sales opportunities, the higher the win rate. The RAIN Group Center for Sales Research recently studied the effects of sales opportunity management process and win rate. We asked, "Which of the statements below best describes the organization's overall process for winning individual sales opportunities."

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Want Loyal Clients? It Starts in the Buying Process
By Mike Schultz

buying process

Client loyalty is tough to earn.

Fred Reichheld, author of The Loyalty Effect and creator of the Net Promoter System, found that most corporations lose 50% of their customers every 5 years, 50% of employees in 4 years, and 50% of investors in less than one year.

It's not surprising. It isn't easy to achieve the highest levels of satisfaction and relationship strength needed to keep clients loyal at a higher clip than average.

There's a lot of research out there supporting the link between overall client satisfaction after they buy and their loyalty.

It's not, however, just about what happens after the buyer buys. The RAIN Group Center for Sales Research has found a link between loyalty and satisfaction with the buying process itself.

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Take the New Survey: The Top-Performing Sales Organization
By Erica Stritch

sales research

In this RAIN Group Center for Sales Research survey, we set out to answer the following question:

What do the top-performing sales organizations—those with better proposal win rates, attainment of sales plan, and overall revenue growth—do differently than the rest?

But we need your help.

Please take 15 minutes to complete the Top-Performing Sales Organization survey. As a thank you for participating, you'll receive a free report summary.

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Infographic: 10 Steps for Growing Your Key Accounts
By Erica Stritch

growing accounts infographic

Retaining current customers costs 6-7x less than acquiring news ones, and improving customer retention rates by a mere 5% can increase profit per customer by 25%-95%. So it makes sense that top companies focus on building relationships, increasing loyalty, and selling more to current customers as a growth strategy.

Based on our extensive research in strategic account management, we've identified 10 steps you can take to replicate their successes.

View the infographic now.

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3 Rules for Building a Value Proposition
By Mike Schultz

value proposition

Ask 100 sellers at 100 companies why their customers buy from them, and you're likely to hear 100 answers with the same underlying theme: the value we provide.

Sellers describe their value to us in a number of ways: we get results. Our relationships are very close. They get from us what they've always wanted (but never gotten) from other companies. We bring innovative solutions to the table. And so on.

Pretty obvious, right? To win sales you have to maximize value.

In practice there's no denying that sales winners are much better at getting buyers to perceive maximum value than the rest. In fact, in our research, only one factor—"overall value was superior"—was of top importance to buyers in all of the categories we studied (e.g. how winners win the initial sale, what drives repeat business, what drives referrals, etc.).

Before you can learn how to communicate value, however, you need to understand some key concepts about value.

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