Category Archives: CSO Insights
Sales Process Optimization: Don’t Throw the Baby Out with the Bathwater!
In this time of tremendous change in the buying and selling dynamic, we’ve seen a real spike in client interest in updating and optimizing their sales processes.
Your sales process has to reflect how your customers buy. Your sales process has to be designed to help your customers through their buying process. Your sales process has to be based on your best and most effective practices and support your strategic direction. So, as the buying process changes, it only makes sense that selling processes need to change.
No-decisions are to be expected, but too many can signify a larger problem. If you’re tracking more than normal, then you should try to uncover the cause and take corrective action.
Your client’s decision not to change the status quo is now a significant “competitor” in many selling situations. According to a 2013 CSO Insights study of companies’ win/loss ratios, 26.1% of all deals were ending in a no-decision. As recently as 2002, the rate was only 17%.
Free Benchmarking Report: Be More Thankful for Your Strategic Accounts!
As we all know, farming additional business is always desirable, but renewing existing business is essential. Planning, developing, and executing an account strategy requires skills and abilities that need to be kept current. As we head into the Thanksgiving break, Richardson is excited to offer you a complimentary report from CSO Insights called Account Management Analysis. Here is some data that you might want to read more about in this report: