The rise of big data has been a double-edged sword for some. While customers have embraced data as it allows for easier price comparisons, their persistent focus on short-term savings has created new challenges for sellers—mainly, by undercutting the power of storytelling.
A member we recently spoke with shared how increasingly data-driven customers in the electronics industry have become so focused on price that they often lose sight of their vision and initial objectives behind a purchase.
“It’s like trying to buy a painting based only on numbers and price comparisons–which is impossible–when in fact it’s the story behind the painting that sells,” he said, describing the whole situation.
His experience refers to a growing phenomenon we are seeing in sales today: customers’ increasing use of data and rational reasoning in the purchasing decision (This, in fact, was one of the trends we believe every Sales Exec must know in 2012).
In today’s tough economy, everyone wants to get the most for their money. It’s natural for customers to try to break down deal components and compare apples to apples. And if customers want to do it that way, isn’t it natural for sales reps to respond using data and numbers too?
But therein lies the problem. The customer’s persistent focus on price and short-term savings distracts them from the real issue at hand—the long-term strategic value of your solution. Read More »

This is the time of year where many organizations are finalizing changes to their 2012 compensation plan for the sales force. While it can be a tricky time (as we must always be careful to avoid misunderstandings from the sales rep community around the new plans) – it really doesn’t have to be…
Wonder why you’ve seen increased Inside Sales turnover in your organization recently? Is it because reps are dissatisfied with their compensation package or working environment? Is it their relationships with immediate team members and managers? 
Do you ever feel like your salespeople forget almost everything you coach them on? There are few things more frustrating than a seller repeating the same mistakes over and over, no matter how hard you try to show them the better way.
New Year’s observation: If there’s anything longer than the line at the bar/buffet line/dessert table in December…it’s the line at the gym/health club/Weight Watchers’ meeting in January.
Is your sales force experiencing increasingly stalled business, extended cycle times, and inaccurate forecasts? If so, it’s time to revisit your
In the Sales world, the start of a new year often brings with it a fervent roll out of new compensation plans. It’s the one activity that garners the most interest from all quarters of the sales force. After all, a good compensation plan can drive the right behaviors, and retain and attract top talent.
When faced with a tough business challenge, have you ever wanted the advice of someone that’s been in your shoes?
