17 Powerful Insights That Improve Close Rates & Margins
Understanding Your Buyers to Improve Close-Rates, Margins, and Long-Term Customer Values
Becoming a truly effective sales force all starts with the customer...or more accurately, the prospect. And it stands to reason that the more you know about those prospects and how they perceive the marketplace, the better your chances for success. In this guide, you'll learn:
- How making a concerted effort to utilize this type of information and insight creates competitive advantages.
- Seven key insights into prospects' views on their specific situation and their perceptions of marketplace.
- Six aspects of prospects' perspectives on the competitive landscape and the viable alternatives available.
- Four crucial insights into how prospects' go about gathering the information they need to make decisions.
This guide is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
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Are They a Price Buyer or a Poker Player?
In this expert interview with Nelson Hyde of Holden Advisors, you will learn how to tell the difference between true price buyers and buyers who are bluffing.
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Overcoming the New Realities in B2B Sales
Since the advent of the Internet, the B2B buying process has been changing dramatically. In this expert interview, Tom Searcy, the author of "Life After the Death of Sales," discusses how B2B sales leaders can deal with today's realities and prepare their organizations for tomorrow.
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Seven Building Blocks of Sales Effectiveness
In sales, it can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and margins.
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Tweaking Your Sales Strategy to Improve Margins
A well thought-out strategy can reduce pricing pressure and increase deal velocity. Learn how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.
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