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jonerp : sales   49

Urgency and the Buying Process - by @barnes_hank
"There are 4 categories of urgency that come to mind for me–in order of opportunity value for a provider being legitimately considered.

Buyer Acknowledged Urgency – This is a situation where they buyer understands and is committed to change. I spoke to one company in the recent past who made a decision to purchase an employee performance management system in 4 days! How/Why? Because their board mandated that a system be in place by the start of the new year. If not, the repercussions would be significant. These are often the source of “bluebirds” and your best approach, once you know the customer has this urgency, is to make it as easy as possible for them to buy. And quickly."
go-to-market  buying  cycle  customer  experience  marketing  effectiveness  messaging  sales  urgency 
5 hours ago by jonerp
The B2B Technology Buying Conundrum - by @barnes_hank
"These dichotomies create a conundrum. An environment that seems optimized for the buyer isn’t. And decisions take longer and longer. Indecision is more common, to the point of organizations sticking with the status quo much longer than they would like."
go-to-market  b2b  marketing  sales  buyer  power  buying  process  evaluation  information  access  trust  user  reviews 
14 days ago by jonerp
Contrasts are Critical - by @barnes_hank
"
Contrast the business results that are possible with your product/service vs. without.
Contrast yourself vs. alternative products or approaches.
Contrast your implementation and customer success model vs. others.
Contrast a day in the life of the users of your solution vs. a day without it."
go-to-market  b2b  marketing  sales  context  contrast  differentiation  messaging  storytelling 
27 days ago by jonerp
Win Rates, Close Rates and Milestone vs. Flow Analysis - by @kellblog
"Back to our original topic, the same concept comes up in analyzing win rates. Regardless of which win rate you’re calculating, at most companies you’re calculating it on a milestone basis. I find milestone-based win rates more volatile and less accurate that a flow-based SAL-to-close rate. For example, if I were building a marketing funnel to determine how many deals I need to hit next year’s number, I’d want to use a SAL-to-close rate, not a win rate, to do so. Why? SAL-to-close rates."
marketing  metrics  modeling  saas  sales  startups  uncategorized 
4 weeks ago by jonerp
Trust, But Verify - by @lcecere #scm
"Avoid a System Integrator’s Recommendation. System integrators usually get a commission on the sale of the software. They are usually not a neutral party. Ask your system integrator for details on their arrangement with the software provider. Buyer beware!"
demand  driven  digital  supply  chain  planning  benchmarking  decision  support  sales  and  operations  user  satisfaction  warehouse 
5 weeks ago by jonerp
The High Cost of Buying Complexity - by @barnes_hank
"I spoke to one attendee about this. She was in a sales enablement leadership role for a large financial institution and spoke about when the shoe was on her foot–trying to purchase technology for her organization. The frustration in her voice was palpable when she described a purchase that took two years."
go-to-market  buying  cycles  decision  making  delays  sales  strategy 
6 weeks ago by jonerp
Just Effing Demo - by @kellblog
"“Look, I’ve been using EPM systems for 25 years. I’ve used Hyperion, Essbase, TM1, and BPC. I’ve been in FP&A my entire career. I have an MBA from Columbia. I am fully capable of determining my own needs and don’t want to play Twenty Questions with some 20-something SDR and then play it again with some sales consultant before I can get a live demo of your software. Can we make that happen or not?”
marketing  process  sales  uncategorized  demos  effing  demo  sc  se 
9 weeks ago by jonerp
Scenarios – The Missing Link in Simplifying B2B Buying and Selling? - by @barnes_hank
"Put much more emphasis on developing stories that highlight the business scenarios that you address well.
Re-orient your demonstrations and videos to be largely, if not entirely, scenario-driven. Let your features shine through the scenarios."
go-to-market  b2b  buying  sales  selling  process  rfp  scenarios 
10 weeks ago by jonerp
Can You Solution Sell without Selling Solutions? - by @kellblog
"You can solution sell without a single packaged solution in your product line. To again answer the question posed by the title of this post: Yes, you can solution sell without selling solutions.

Solution selling is simply an approach to how you sell your product. Certainly it can be easier to solution sell when you are selling solutions. But one it is not required and one is not tantamount to the other."
chasm  crossing  sales  startups  strategy  uncategorized  bowling  alley  customer-centric  selling  geoffrey  moore  michael  bosworth  solutions  solution 
august 2017 by jonerp
Lassoing S&OP - by @lcecere
"A common mistake by business leaders is thinking that they know what good looks like. The research that I have done recently dramatically challenges my 1990’s paradigms. (When companies hire from outside, they will attract talent from many companies. Each defining S&OP differently. As a result, when they sit around the table to discuss the process without detail, they will spin. Each thinks they know what S&OP should look like, but the discussions need to be facilitated to drive alignment.)"
customer-centric  supply  chains  demand  sales  and  operations  planning  chain  leadership  talent  to  admire  global  lasso  s&op 
august 2017 by jonerp
Your Most Important Digital Asset Needs The Most Work - by @barnes_hank
"Buyers consistently rank Web sites as the marketing asset that is most likely to get their attention and they rely on it heavily. At the same time, we consistently hear from buyers that they find Web sites extremely frustrating. Their frustrations typically stem from several factors."
go-to-market  activity  streams  b2b  sales  digital  engagement  evaluation  exploration  marketing  web  site 
august 2017 by jonerp
Retention, Growth and CX Expectations - by @barnes_hank
"But is there an answer–something that you can do with accounts to drive growth without sacrificing retention. There is. It is helping customers improve. How do you do that? You provide unique perspectives that can help their business be ore efficient or effective. You provide depth to those perspectives by outlining how those actions can be taken. And you focus on the impact, the ROI, of those efforts."
future  of  sales  go-to-market  customer  experience  improvement  cx  growth  retention 
july 2017 by jonerp
Women In Sales – A Missed Opportunity? - by @barnes_hank
"Two weeks ago, I spent time at CEB (now Gartner) with a group of sales and marketing thought leaders that participated in the #CEBInfluencers program. One of the most interesting discussions centered around the issue of diversity in sales, specifically regarding women. The discussion was lead by Victoria Koval (CEB-Now Gartner) and Lori Richardson. Lori is also the president of WOMEN Sales Pros."
future  of  sales  go-to-market  #cebinfluencers  #womeninsales  diversity  growth  strategy  women  in 
july 2017 by jonerp
Quality and Comprehensiveness Matter Most for Account Based Marketing - by @barnes_hank
"With an effective ABM program, you are reaching deeper and broader into accounts, through a wide variety of channels and forms of interaction. Quality counts more than ever. Sending the lousy e-mails that dominate e-mail marketing and social selling (see #FridayFails on LinkedIn) is a recipe for disaster."
go-to-market  abm  account  based  marketing  b2b  gartnertgi  strategy  sales 
april 2017 by jonerp
Recognizing B2B Buying Triggers - by @barnes_hank
"So, my recommendation for opening the new year more effectively is to focus on triggers. Build a list of the events or situations that trigger customers to buy your products or services. Then expand that list with ideas for how you can determine if the trigger is going to occur (or is likely to occur). Explore if there are ways you can use stories to create the trigger. Prioritize the list based on which ones are most important to you for success."
go-to-market  account  based  marketing  selling  buying  triggers  sales  situational  awareness 
january 2017 by jonerp
Artificial intelligence finds its way into business through sales - by @ron_miller
"It’s about using the power of that platform to be a better salesperson, and giving them more time to spend working with customers and closing sales. “For a salesperson to predict where to spend their time or take next best action — they need the right data at the right time. They have to take data from every data source and they have to have a cognitive platform in place to evaluate that data to make decisions,” she explained."
artificial  intelligence  tc  sales  crm  salesforce 
december 2016 by jonerp
“Talk to You in 2021”: When There Isn’t Budget - by @jasonlk
"But your champion at the company? She may still be looking for a win this year.

Identify her real problem in your space — if there is one. Deliver it for her. Solve her problem.

And that budget may just come from somewhere, somehow, if it isn’t too big in absolute terms."
business  1  -  stage  2  topic  growth  sales  &  customer  success 
november 2016 by jonerp
Can You Target Too Much? - by @barnes_hank
"But, in many markets, it is critical for growth. In fact, for emerging markets, the majority of your ideal target segment is likely to fall into these categories. If that is the case, and your investments are targeted at “shoppers” or “buyers”, your missing the mark and potentially wasting money."
go-to-market  marketing  strategy  sales  segmentation  targeting 
october 2016 by jonerp
In Enterprise Tech, Sell Broadly Is The Only Answer - by @barnes_hank
"And a big thing not to do: Don’t lock out IT. Yes, the IT group may not have control of as much of the technology budget as they used to, but they still have a big budget AND they still are involved in most purchase decisions (of any scale—think beyond the pilot). In fact, people in IT roles tend to be involved in many different buying projects concurrently."
go-to-market  buying  cycle  enterprise  sales  team  tech 
september 2016 by jonerp
Aligned to Achieve: A B2B Marketing Classic - by @kellblog
"Aligned to Achieve includes the word “transparency” twenty times. Transparency is required in the culture, in collaboration, in definitions, in planning, in the reasons for plans, in process and metrics, in data, in assessing results, in engaging customers, and in objectives and performance against them. Communication is the lubricant in the sales/marketing relationship and transparency the key ingredient."
marketing  saas  sales  startups  strategy  uncategorized  venture  capital  alignment  data  execution 
september 2016 by jonerp
94% = Enterprise Buying Teams That Have Abandoned a Buying Effort With No Decision (in the past 2 years) - by @barnes_hank
"If you are skeptical of the information (even with my early clarification), you are not alone. When we have shared the data internally, the immediate reaction is “Wow, that is a lot.” The next question was often: “but does it include situations where the respondent casually investigated a product/service and decided not to pursue it further. That happens all the time.” Our analysis of the survey results leads me to believe that this assumption is not the case."
go-to-market  buying  process  competition  marketing  no  decision  sales 
september 2016 by jonerp
Hype Cycle Reminders For Tech Providers - by @barnes_hank
"The Trough of Disillusionment represents opportunity. When I talk to some providers they feel like the trough is a bad time for the market. The reality is this is a sign of needed maturity. Opportunity in the trough comes from switching from talking about what is possible to talking about what is reality."
go-to-market  hype  cycle  innovation  market  clock  marketing  sales 
august 2016 by jonerp
S&OP: Five Steps to Get Started - by @lcecere
"One of his dilemmas, within his organization, was the definition of the S&OP time horizon. The company had a strong manufacturing culture, and the focus was on the urgent. The S&OP process was currently owned by manufacturing leadership, and the focus was on a short-term duration of one-three months. We discussed the need for manufacturing leadership to cede ownership to the business and the organizational need to focus on S&OP as a tactical process from one-to-twelve months to drive the greatest business benefit."
sales  and  operations  planning  supply  chain  excellence  performance  index  price  to  tangible  book  s&op  management  value 
august 2016 by jonerp
Integrated Planning: Is It Rubbish? Be Careful What You Ask For. - by @lcecere
"When I ask clients what “Integrated Supply Chain Planning” means I get very different answers. Most are unclear on outcomes and what it takes to implement a planning project. There is no clear definition of integrated supply chain planning in the industry."
big  data  supply  chains  customer-centric  demand  inventory  management  sales  and  operations  planning  chain  barnes  foundation  integrated  integration  lora  cecere  simplicity  excellence 
august 2016 by jonerp
Beyond the Buying Cycle - by @barnes_hank
"The activity stream concept continues. The core idea is that buyers don’t compartmentalize their decision process. Because of free access to information, the explore (consider buying), evaluate (consider alternative options), and engage (decide who work with) at the same time–with one stream being most prominent at particular points in time."
future  of  sales  go-to-market  buying  cycle  customer  experience  lifecycle  marketing  owning 
march 2016 by jonerp
Need More Authentic Content- Ask Your Advocates - by @barnes_hank
"I’m not sure why advocacy marketing is not at the top of every marketing priority list. I thought this would happen by now. Don’t get me wrong, I’m seeing more and more examples of success, but I still sense people questioning if they can do it, questioning the value, and creating excuses why it won’t work for them. Let me be clear, the only reason that I believe that advocacy marketing won’t work is if your customers don’t like (not even love) the products or services you provide them."
future  of  sales  go-to-market  advocacy  content  marketing  customer  gartnertgi 
march 2016 by jonerp
Trust, Differentiation, and Messaging - by @barnes_hank
"A few weeks ago, I shared some of the results from Gartner’s latest survey about differentiation. In that post, the focus was on the impact of a failure to differentiate. Today I want to look at some of the other questions that we asked and the responses as it relates to messaging and trust."
future  of  sales  go-to-market  case  studies  differentiation  influencer  relations  situational  awareness  trust 
february 2016 by jonerp
How To Run a Sales Kickoff - by @kellblog
"be inclusive. At the companies I’ve run, we follow a simple philosophy: the event is a sales kickoff to which the whole company is invited. So don’t complain if the content is too rah-rah or too salesy because it can’t be — it’s a sales kickoff. But invite everyone so they can benefit both from the communications of plans, goals, and changes for the new year, and also from the contagious enthusiasm of hanging out with the sales force at a rah-rah event."
trends  &  concepts  sales  kickoff 
january 2016 by jonerp
When Do We Win (in Technology Sales) - by @barnes_hank
"Provider, take a look at your sales processes and what you consider a win. Maybe it is time to rethink it. How would that impact how your approach sales, marketing, and service? How would that deliver more value for your customers and your business?"
future  of  sales  go-to-market  customer  experience  marketing  cycle 
january 2016 by jonerp
Situational Sales Management - by @barnes_hank
"When working with their teams, I’d suggest that most of the discussion when reviewing pipelines, forecasts, and individual deals should focus not on the outcome (i.e. “When are you going to close and for how much” – There is a great blog post from John Smibert on this topic), but on the customer situation."
future  of  sales  go-to-market  customer  centric  leadership  management  sitautional  selling 
december 2015 by jonerp
Situational Awareness is Key to Tech Sales Success - by @barnes_hank
"As Gartner continues to explore The Future of IT Sales, one thing became has become increasingly clear. Continued focus on methodology du jours (Challenger Selling, Social Selling, Value Selling, Power Selling, etc.) is missing the point. Continued focus on sales processes that seek to give management a better view of activity, progress and pipeline is also missing the point."
future  of  sales  go-to-market  customer  buying  cycle  journey  situational  selling 
october 2015 by jonerp
Buyers are More Prepared – Are You? - by @barnes_hank
"But the main point is this. Rather than agonize over where buyers are in their process, do something about it.

Get focused.
Use segmentation to prioritize markets and specific company targets.
Do the research on those targets
Connect with Context."
future  of  sales  go-to-market  buying  process  customer  experience  social 
october 2015 by jonerp
Avoiding the Consensus Buy (A Market Traction Approach) - by @barnes_hank
"A major theme of the book is the “consensus buy” and how to better deal with it. The reality is that in most cases there is not a single decision maker–there are multiple stakeholders that all have to agree on the buy. This has been going on for a while. In 2013, our research into buying cycles focused on the important role of buying teams–and the shifting responsibilities that occur throughout the process."
future  of  sales  go-to-market  buying  cycle  challenger  customer  consensus  messaging 
september 2015 by jonerp
Nine Myths of S&OP Technology Selection - by @lcecere
"Sales and Operations Planning (S&OP) is in a renaissance. The reason? With growth slowing and complexity rising, S&OP is more important than ever. It is not sexy, and it requires hard work; but the greatest value of S&OP is profitable growth."
demand  market-driven  sales  and  operations  planning  supply  chain  putting  together  the  pieces  qlikview  sap.  jda.  logility  excellence  insights  global  summit  management 
august 2015 by jonerp
Getting Lost on the Customer Journey - by @barnes_hank
"I’m a big believer, as most of you know, in Customer Experience. But I have to admit that I struggle to fully understand Customer Journey Mapping. This jumped to the front of my mind after reading a great post from Esteban Kolsky on the topic. Esteban captured many of my concerns with journey mapping in his post. I’ll likely reiterate some of them here (apologies in advance if I repeat you in any way, Esteban)—but from what I hope will be a different perspective."
future  of  sales  go-to-market  customer  journey  marketing 
august 2015 by jonerp
Seven Mistakes to Avoid in Sales and Operations Planning - by @lcecere
"The building of an effective S&OP process takes many years: often three to seven. Like a marriage, it requires continuous readjustment and renewal. The journey is hard work; and it is too important to incur a mistake, or experience a setback. I see more and more companies making these seven common mistakes. Here I share these to help you and your team sidestep the issues to drive success."
demand  sales  and  operations  planning  uncategorized  balance  in  s&op  bias  error  forecast  value  add  organizational  alignment  supply  chain  planners 
july 2015 by jonerp
For Prospecting, Put in the Effort, or Don’t Bother - by @barnes_hank
"The focus on activity counts can make many otherwise smart people look really really stupid. The most obvious way this shows itself is in e-mails that fake personalization (which I’ve blogged about before). You would think with tools like LinkedIn, the volume of these bad emails–and I don’t care if they originate from sales or marketing—would be decreasing, but I’m finding the opposite is happening."
future  of  sales  go-to-market  email  marketing  prospecting  social  selling 
july 2015 by jonerp
S&OP: A Tough Nut to Crack - by @lcecere
"Sales and Operations Planning (S&OP) is over thirty years old. I have been studying it as a researcher for fifteen years. With the rise of the global multi-national, S&OP increased in importance as a way to align and drive organizational balance. In parallel, as shown in the attached infographic, challenges to do it well increased.

Companies struggle to do it well."
market-driven  sales  and  operations  planning  supply  chain  excellence  advanced  s&op  management  tough  nut  to  crack 
july 2015 by jonerp
When Should You Allow Exclusivity in Deals? - by @msuster
"In summary, many advisors, board members or executives will steer you away from exclusivity agreements. I understand the logic of this because by definition exclusivity restricts your business operations; however, I have seen exclusivity agreements be used to massive success in the marketplace by increasing contract sizes, getting longer-term commitments and getting many soft commitments to help in your success"
business  featured  posts  sales  tech  market  analysis 
june 2015 by jonerp
The Trust Cycle – Are you Developing or Eroding Trust? - by @barnes_hank
"Tech Providers have to be conscious of the impact that trust has on buying. Engaging in too much hyperbole and making bold claims that aren’t backed by customer stories or easily demonstrable technology are red flags for buyers."
future  of  sales  go-to-market  customer  experience  cx  leadership  marketing  trust 
june 2015 by jonerp
Event Report: Zuora’s #Subscribed15 Shows How Organizations Can Power Their Digital Transformation Initiatives - by @rwang0
"In speaking with over 47 customers at the Zuora event, the common bond is the shift to these new digital business models built on subscriptions. However, most organizations lack the technology infrastructure to support unit cost pricing models, recurring revenue billing, and subscription pricing. Existing financial systems and applications can not deliver the solutions required without the massive cost of customization for a product not designed to support these digital business models."
2015  apps  strategy  arrow  electronics  ceo  cfo  chief  executive  officer  financial  hr  information  marketing  sales  technology 
june 2015 by jonerp
Future of IT Sales Forecast: Cloudy Today, Brighter Tomorrow - by @barnes_hank
"Contrary to research from some others (or more appropriately contrary to using that research without enough context), technology buyers are willing to interact with providers early in their buying process. They will do their homework and be more prepared, but the look to engage with sales–on their terms–to gain details they can’t learn on their own, to confirm recommendations or opinions of others, and to gauge how much they feel they can trust the provider (this could possibly be the most important aspect of many interactions)."
future  of  sales  go-to-market  buying  process 
june 2015 by jonerp
In Weakness, There is Strength-Particularly with Influencers - by @barnes_hank
"Our research into the technology buying cycle continues to highlight how important buyers view influencers at all stage of their buying process. Whether an influencer comes from academia, the analyst community, associations, government, or the blogosphere, if customers trust them, then they highly value their advise and insight (Gartner clients-check out research that published recently “Tech Go-to-Market: Trust Drives the B2B Technology Buying Cycle“). Tech providers that ignore, or discount this impact, often struggle to get traction."
future  of  sales  go  to  market  engagmeent  influencer  marketing  relations 
april 2015 by jonerp
Worst Case Scenario for Technology Buyers – No Decision - by @barnes_hank
"In a recent survey that we did at Gartner, we askedB2B technology buyers for the biggest reasons for “No Decision” – times when they abort a buying process. The top 4 reasons were:

Project and Solution Costs Exceeding Budget
Concerns about the Level of Business or Technical Risk
Concerns about ROI
Lack of Budget"
future  of  sales  go  to  market  buying  cycle  competition  no  decision 
march 2015 by jonerp
Abandon Me Too Marketing - by @barnes_hank
"Your marketing (and sales) strategy should not be based on the what others are doing. It should be based on what your customers need."
future  of  sales  go  to  market  buying  approach  marketing  strategy 
february 2015 by jonerp
That Super-Successful VP of Sales. Great? Or Just Lucky? - by @jasonlk
"I get sent this resume to review all the time. Director+ of Sales at Yammer / Salesforce / Successfactors / Pick Your Brand Name SaaS Company. Took Hot Start-Up from $0 to $30m as VPS from Day 0. Was there “early” through IPO and did amazing things. That all sounds impressive, for sure. But was she great? Or just lucky?"
SaaS  sales  retention  interviews  startups 
february 2015 by jonerp
Delivering the Perfect Demo - by @barnes_hank
"Great demos, as I mentioned in a post a couple of years back, are not about the product–they are about the buyer. A standardized demo does not cut it. For today’s buying approach, I’d suggest that the perfect demo is tailored around two things – the stage of the buying process and the role on the buying team. Its structured improv."
future  of  sales  go  to  market  buying  cycle  demonstration 
february 2015 by jonerp
The Sales Shift from Gatekeeper to Expediter - by @barnes_hank
"After thinking about my post last week about respecting the buying process and the feedback I received, my mind started to go in some crazy directions. How can sellers respect the buying process, but still meet their objectives? Waiting for buyers to contact you, particularly if you work for a brand that is not well known, is a recipe for failure. At the same time, contacting at the wrong time doesn’t work either. What can you do."
future  of  sales  go  to  market  buying  process  references 
january 2015 by jonerp
Tech Buyers Want Vendors to Respect Their Buying Process - by @barnes_hank
Hank pulls from an interesting Gartner buyer study...."The perceived lack of respect for their time and their business hurts everyone. Buyers put up more and more walls to protect their time. They view every contact with skepticism. Its an uphill battle for providers to get back trust and respect."
future  of  sales  go  to  market  buying  process  marketing  trust 
january 2015 by jonerp

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