From the CCS® Sales Blog

December 2016

Viewing posts from December , 2016

Sales Tips: Which Language Are You Using?

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<a href=”http://blog.customercentric.com/blog/sales-tips-which-language-are-you-using-with-key-players” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/confused-scratching-head.png?t=1489093932032″ alt=”Not Using Key Player Language?” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips:&nbsp;Which Language Are You Using – Your Key Player’s or <em>Yours</em>?</span></strong></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-which-language-are-you-using-with-key-players&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

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<a href=”http://blog.customercentric.com/blog/sales-tips-planning-your-2017″ title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/new-year.png?t=1489093932032″ alt=”New Year” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips:&nbsp;How to Plan Your 2017 for Success</span></strong></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-planning-your-2017&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Understanding “No Decision” Losses

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<a href=”http://blog.customercentric.com/blog/sales-tips-understanding-no-decision-losses” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/decision-options.png?t=1489093932032″ alt=”No Decisions” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips:&nbsp;No Decision Losses – The Good, Bad &amp; Ugly</span></strong></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-understanding-no-decision-losses&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Proactively Gaining Access to High Levels

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<a href=”http://blog.customercentric.com/blog/sales-tips-gaining-access-to-high-levels” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/going-up-2.png?t=1489093932032″ alt=”sales tips for gaining access to executives” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips: Proactively Call at High Levels, Reap the Benefits</span></strong></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-gaining-access-to-high-levels&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Handling Inbound Opportunities

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<a href=”http://blog.customercentric.com/blog/sales-tips-handling-inbound-opportunities” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/going-up-high-levels.png?t=1489093932032″ alt=”Sales Tips for Gaining Access Up” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips:&nbsp;Best Practices for Handling Inbound Opportunities</span></strong></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-handling-inbound-opportunities&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: The Critical Component for Your Long-term Strategy

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<a href=”http://blog.customercentric.com/blog/sales-tips-critical-component-for-your-long-term-strategy” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/unhappy.png?t=1489093932032″ alt=”Collecting Data” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips: 5 Reasons Why Qual and Quant Feedback Is Critical for Your Long-term Strategy</span></strong></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-critical-component-for-your-long-term-strategy&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: 5 Reasons Why Qual/Quant Feedback Is Critical for Your Long-term Strategy

By Carolyn Galvin, Primary Intelligence – CCS® Strategic Partner
GrowthCan you imagine going into a strategy session not knowing the growth projections for your market, your product or your industry?

Can you conceive of not knowing your share of the market compared to the market share of your competitors?

Arming yourself with this strategic quantitative data is critical to understanding how to grow your market presence, how to sell more products and services and how to win more customers.

But equally important is knowing why the market is growing quickly, knowing why certain competitors are gaining share at your expense and knowing why key customers may be defecting. 

This blending of hard data with softer, descriptive information is the essence of research, analysis and reporting for many companies. Yet for some organizations, there’s an increasingly strong bias toward data-only feedback. Driven in large part by big data and data analytics, this trend has led some to mistakenly believe that qualitative data is superfluous and no longer needed.

In earlier articles, I discussed the merits of using a combination of quantitative and qualitative data, along with best practices for collecting both types of feedback. In this article, I’ll focus on the impact that a dual “qual/quant” collection strategy can have on your organization’s long-term strategic success.

Collecting Data5 reasons why using a combination of qualitative and quantitative data is critical:

1. Collecting a combination of qualitative and quantitative data is important because it provides both the “what” and the “why” about specific markets, products, competitors and customers. For example, you may know that your market share is declining, but you may not know the cause of that decline. Is it due to product limitations? Pricing? Service and support? Something else?

2. Collecting hard and soft data provides an indication of how serious specific issues are in different facets of your business. For example, seeing a low rating of your product’s user interface or functionality may be alarming. However, reading or hearing vivid, passionate customer testimonials helps you know exactly how dire the situation is, especially when the feedback is relative to other issues that may need fixing and prioritization.

3. Using both quantitative and qualitative methodologies allow respondents to feel they had the opportunity to provide a comprehensive accounting of their feedback – whether positive or negative. In contrast, by only capturing quantitative feedback, respondents may feel cheated out of the opportunity to fully explain the impact of their experiences to researchers, especially if the evaluation took weeks, months or even years. At the same time, those providing only qualitative feedback may want to ground their experiences in a concrete, numeric way.

4. Quantitative feedback, while precise, often isn’t specific in coming up with solutions. In contrast, organizations at the forefront of using qualitative feedback know that the best ideas for improvement often come from customers and even competitors. Why not harness these ideas, while at the same time demonstrating to customers that you’re acting upon their input?

5. Certain types of information, such as competitive information, is frequently surfaced, at least initially, in the form of rumor or speculation. Piecing together bits and pieces of data is easier when there’s a dual qualitative and quantitative collection program in place.

For the best long-term organizational strategy, use a combination of quantitative and qualitative feedback. This approach is typically more reliable, more robust and more well-rounded over the long term than trying to rely on any single data collection methodology.

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Sales Tips: How to Avoid a Stressful Year-end

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<a href=”http://blog.customercentric.com/blog/sales-tips-how-to-avoid-stressful-year-end” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/stress-broken-pencil.png?t=1489093932032″ alt=”Managing Year-end Sales Stress” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips: How to Avoid a Stressful Year-end</span></strong></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-how-to-avoid-stressful-year-end&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: How to Avoid a Stressful Year-end

By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Managing Year-end Sales StressThe holidays are stressful. People that haven’t sold don’t fully understand the added stress on sellers entering December less than YTD against quota. Commission, performance clubs and careers are at stake as they strive to make their numbers. It’s drama that plays out at seller, district manager, regional manager, VP of Sales and CEO levels. 

Watching the 2016 election made me realize the similarity of presidential candidates trying to reach their “quota” of 270 electoral votes. As evening gave way to morning, TV news teams continued to focus on Mrs. Clinton’s path to victory, perhaps because they couldn’t grasp the concept of a President Trump. To win Mrs. Clinton nearly had to run the table in five states in which she was lagging. By midnight, it was clear that wouldn’t happen. Her position was analogous to a seller needing to close every opportunity in his/her pipeline to make quota. Hope remains as long as the path, regardless of how unlikely it is to play out, is possible.

As companies enter the fourth quarter, many sales managers and executives ask sellers for personal commitments of revenue numbers they’ll close. I’ve seen managers tell sellers their commitments are too low and pressure them to sign up for unrealistically higher numbers. CEO’s or VP’s of Sales need to see paths to make their numbers, even if they’re overly optimistic. High-pressure closes may yield orders (often discounted to close early), but sellers may offend buyers with high pressure and lose orders. 

Go Monthly
To avoid stressful year-end closes, consider evaluating each seller’s YTD position on a monthly basis. Do this by:

  1. Calculating each seller’s monthly quota and multiplying it by the number of months in an average sales cycle.

  2. Next, divide that figure by the decimal equivalent of a seller’s win rate. For example if a seller closes 1/3 of their transactions they should have 3 times that figure in qualified pipeline if they are YTD or better.

  3. Each month any shortfall against quota must be adjusted by close rate and added to the total target. If and when they are less than YTD salespeople and their managers have early visibility of the need to increase activity.

This is a better way to manage annual quotas to minimize wild year-end closes. Even when successful sellers enter New Years with skinny or non-existent pipelines, it increases the probability that the following December will end with another “scorched earth” closing/discounting spree.

Holiday stress is inevitable but easier to deal with when quota has been managed. 

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Sales Tips: A Critical December Tactic

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<a href=”http://blog.customercentric.com/blog/sales-tips-critical-december-tactic” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/dec-31.jpg?t=1489093932032″ alt=”December Action Plan for Year-end” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips: A Critical December Tactic</span></strong></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-critical-december-tactic&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>