All Entries in the "Guided Selling" Category
Best Practices in Making Complex Selling in Commercial Insurance an Experience
Bottom line: Complex selling of commercial insurance needs to focus on creating an exceptional and memorable experience for customers to gain their loyalty and trust over time. Geico gets it; they also accomplish all this and entertain too.
Controlling Rhythm, Metre and Pace of Selling Cycles: Lessons from Coach Wooden
Bottom line: Complex selling cycles are as long or longer than a basketball season. Anchoring the coordinated efforts of teams in shared values and treating time not with fear but with an opportunistic mindset makes all the difference. From the Maestro who delivers an excellent performance to Coach Wooden winning 10 NCAA National Championships, to the sales professionals who sell on value and orchestrate their teams to winning new business, all must be anchored in solid, strong values to succeed.
The True Currency of Guided Selling Is Trust
Bottom line: For those companies who have decided to excel at keeping commitments and earning trust, attaining best practices in guided selling and product configuration is the way to do it.
Trust is Key in High-Tech Manufacturing, Multichannel Selling
Getting exceptional results in B2B multichannel selling begins with exceptional trust.
Trust gets created and strengthened when channel partners are assured they are ordering the right product, and manufacturing is delivering the product right. Now take into account the speed at which high-tech manufacturing moves, and there are literally thousands of these decisions being made in a [...]
Opportunity for Advanced Analytics Exists for Electrical Equipment Manufacturers
The majority (86%) of electrical-equipment manufacturers rely on a combination of direct and indirect (distributors and dealers) sales channels. That’s 15% more than the composite benchmark. Yet, none of the survey participants rely on advanced analytics and lead escalation to ‘learn’ which channel partners can deliver the best sales performance by each type of lead. [...]
Complex Product Often Equals Complex Sale
Rule of thumb: If the product is complex to manufacture, then it’s probably complex to sell. Case in point: Fire engines.
The Future of U.S. Manufacturing
No industry has suffered from this current recession more than U.S. manufacturing. But before jobs come back, manufacturers are predicted to first invest in infrastructure and technology to grow their business profit.
Fitting the Customer’s Needs with Guided Selling
Guided selling ensures a simpler, better, more efficient, error free and faster sales process.