Research your competitors’ sales tactics and results. Running a sales analysis of your competitors can be a bit tricky. You’ll want to track down the answers to questions such as: What does the sales process look like? What channels are they selling through? Do they have multiple locations and how does this give them an advantage? Are they expanding? Scaling down? Do they have partner reselling programs? What are their customers’ reasons for not buying? For ending their relationship with the company? What are their revenues each year? What about total sales volume? Do they regularly discount their products or services? How involved is a salesperson in the process.
Name the awards your company has received
These helpful pieces of information will give you an idea of how Czech Republic Mobile Number List competitive the sales process is, and what information you need to prepare your sales reps with to compete during the final buy stage. For publicly held companies, you can find annual reports online, but you’ll have to do some sleuthing to find this info from privately owned businesses. You could find some of this information by searching through your CRM and reaching out to those customers who mentioned they were considering your competitor. Find out what made them choose your product or service over others out there. To do this, run a report that shows all prospective deals where there was an identified competitor.
Add your customer’s testimonials
If this data is not something you currently record, talk to Buy Email List marketing and sales to implement a system where prospects are questioned about the other companies they are considering. Essentially, they’ll need to ask their leads (either through a form field or during a one-on-one sales conversation) to identify who their current service providers are, who they’ve used in the past, and who else they are considering during the buying process. When a competitor is identified, have your sales team dive deeper by asking why they are considering switching to your product.
