39 episodes

Sales Intelligence Weekly discusses how you can improve your sales practices with systematic analysis of your buyers.

Sales Intelligence Weekly Primary Intelligence

    • Business
    • 5.0 • 1 Rating

Sales Intelligence Weekly discusses how you can improve your sales practices with systematic analysis of your buyers.

    Episode 39: Creating a Successful Feedback Loop Between Sales and Product

    Episode 39: Creating a Successful Feedback Loop Between Sales and Product

    Sales and product must work together to ensure your customer’s needs are met. But in most B2B organizations, a strong, consistent feedback loop between sales and product is non-existent. Your sales reps are on the front line, and they have unique insight into how your product is perceived by your buyers, what features and benefits are most important to a buyer when making a purchase decision, and how your product is expected to solve for evolving client needs. Product leaders must also communicate with sales on things like product roadmap and product updates so that sales can speak confidently about your solution, better differentiate against competitors, and demonstrate product value. So how can you create a successful feedback loop that empowers both sales and product? How can you align sales and product in a way that helps you better serve your buyers?

    • 38 min
    Episode 38: Creating Better Customer Experiences with Win-Loss Analysis

    Episode 38: Creating Better Customer Experiences with Win-Loss Analysis

    The insights you receive from your Win-Loss Analysis can be carried throughout the entire customer lifecycle. In this episode, we talk through the customer journey together to uncover how you can apply your Win-Loss Analysis throughout your customer journey and the impact your insights have in each phase. Learn how to optimize your customer journey through Win-Loss Analysis.

    • 41 min
    Episode 37: Sharing Win-Loss Insights with Sales

    Episode 37: Sharing Win-Loss Insights with Sales

    Win-Loss Analysis has a major impact on your front-line sales reps, but sharing win-loss insights with sales can be difficult. In this episode, we explore which insights are most relevant, how to create stories around the data, and best practices for sharing insights that matter with sales.

    • 41 min
    Episode 36: Win-Loss Analysis: The Secret to Better Sales Coaching​

    Episode 36: Win-Loss Analysis: The Secret to Better Sales Coaching​

    Your buyer feedback from Win-Loss Analysis can uncover sales coaching opportunities for each individual sales rep on your team. By leveraging buyer feedback in sales coaching, you can personalize your sales coaching efforts, eliminate bias, and help your reps what they can change TODAY to win more. In this episode, we'll discuss how you can use buyer feedback and Win-Loss Analysis to power your sales coaching efforts.

    • 43 min
    Episode 35 - Eliminating Bias in Your Win-Loss Program

    Episode 35 - Eliminating Bias in Your Win-Loss Program

    What causes biases in a win-loss program? In this episode, we’ll explore the reasons biases appear within win-loss analysis, what common biases to look for, and how to eliminate those biases in your win-loss program. We'll also dive into how you can use marketing intelligence and sales intelligence to discover why your reps are really winning and losing.

    • 39 min
    Episode 34: Make Your Go-to-Market Methods Stand Out

    Episode 34: Make Your Go-to-Market Methods Stand Out

    Having a clear go-to-market strategy is crucial for B2B sellers. It creates alignment. It helps to optimize your buyers experience. But in today’s environment, you must find ways to make your go-to-market initiatives stand out because buyers are flooded, bombarded even, with mass amounts of information. It’s estimated that people are exposed to between six thousand to ten thousand ads every single day. So, in this sea of information and constant tug of war for attention, how can you capture your buyers’ attention and how can you continually nurture your buyers with go-to-market initiatives that stand out?

    • 45 min

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