You would be hard pressed to go through a Deal Review and not have this as a question asked by one of your Executives or teammates. What do you think the Price to Win is? In general, we will always be guessing, but some guesses are more informed than others.
win rate
Fail Less or Win More
If you were given a choice, looking at the effectiveness of sales organization, would you rather lose less or win more? The word “both” was likely just echoing in your head. What we know to be true from both external data sources and the work we do with clients [large…
In market share
Complexity Leads to Commoditization
I get into a lot of conversations about the increasing Complexity in our customers environments and how that rolls down hill to us. All of our worlds are getting more complex as competitive environments intensify, access to information continues to expand and expectations continue to rise. What is the impact…
In Leadership
What Is Your Vision [For Your Client]
I am not asking about your Corporate Vision, but instead I am asking a crucial question for your Sales teams. What is your Vision for your Clients? You may be asking why you care about having a Vision for your client. Let me give you a couple of reasons to…
Who Is Your Real Competition
Building upon last week’s blog, if we are selling CHANGE, then who is your REAL COMPETITION? Although we all have worthy and formidable competitors, in this new world, our primary competitor is our CUSTOMER or PROSPECT. If you have 100 deals in your sales funnel, more than half of them…
In Alignment
What Are You Really Selling
When I ask this question of large groups, people know it is a trick question, but still default to common answers. Very naturally, our instinctive response is to think immediately of our specific products or services. The most common answers I get are that we are selling Solutions or Value,…
Building the Business Case for Change
Building on previous blogs, change is hard and in complex selling environments, a business case is typically required as part of the buying process. They will vary in formality and content, but in the land of consensus decision making, the business case for change is the one common denominator that…
Enabling Your Prospect to Make Change
Further to our latest blog titled “Are Your Customers Your Real Competition?”, the next concept is about how can you work with your customers and prospective customers to enable them to make change. If your team is creating the demand, when you show up the customer is firmly entrenched in…
In Alignment
Are Your Customers Your Real Competition?
In the world of complex sales, a reality in many markets is there are now more “no decisions” than Wins and Losses combined. A benefit of the work we do with our partner CEB, we get exposed to the most current research and trends from the world of sales and…
How Are You Being Judged in Your Complex Deals
According to recent studies by CEB and others, when your reps get invited into an opportunity [lead, RFP, etc.], the prospect is already 57% of the way through their purchasing process. The implications are significant on your cost of sale and your win rate. Chances are pretty good that the…