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 machine 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 Marketing Ops Journal subscriber.
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Exploring Four Different Buyer Personas
This interview with Nelson Hyde teaches you about four key buyer personas --- how to identify them and how to best deal with them.
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Most of the leads your team generates are going into a black hole! In this guide, learn why 70% of new leads are not being followed-up by sales...and what you should be doing about it.
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Avoiding the Pitfalls of Price Segmentation
In this expert interview, Barrett Thompson provides insight into the common problems and pitfalls to avoid when developing price segmentation models in B2B environments.
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How to Crater a Market with Cost-Plus Pricing
For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, learn how the lack of strategic pricing capability reduced the value of an entire market by over $1 billion.
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