|Predictive Analytics & Business Insights 2015|
|I’m honored to be asked by my friends at Altamont-Group to speak on the topic of Competitive Analytics–
Planning and Forecasting is often based on quantitative analysis comparing scenarios based on assumptions of business forces in your future environment. The largest unknown is the future and how your competition will play in that future. What if we could use data to help analyze those future scenarios to make more accurate assumptions. Using technology we can analyze competitive trends in the market place, track sales feedback via win/loss analysis and compare offers in a more analytical manner to eliminate uncertainty for planning.
Contact me for a special guest pricing on Feb 9th and 10th in San Francisco.
|About Predictive Analytics and Business Insights 2015Predictive Analytics & Business Insights 2015 is a vendor-neutral event featuring learning sessions and case studies from some of the leading thought leaders working in analytics and business intelligence today. In today’s marketplace, good analytics are the key differentiator for smarter decision making and gaining competitive advantage. An organization’s ability to harness and leverage the wealth of available organizational data is a key factor in effective, strategic and tactical planning.Predictive Analytics & Business Insights 2015 is a comprehensive learning and networking opportunity designed specifically for business professionals from across functional backgrounds who use analytics in their planning and forecasting process. This comprehensive event combines technical, strategy sessions as well as case studies to display practical usages of predictive and business analytics.
Predictive Analytics & Business Insights 2015 is a unique opportunity for those looking to expand their ability to effectively leverage analytics to predict future events relative to their business. Attendees will instantly realize the difference between this forum and other conferences. Learning sessions are vendor agnostic and there are NO sales pitches. Presentations will be conducted by the most talented corporate experts and thought leaders, both regionally and nationally.
Every sales deal today is really a competitive sales engagement. It is tempting to think that a customer is only considering your product or service. But with the ease of finding out information on the Internet, every customer is researching not just your company, but also your competitors. The fact is that sales people have to face competition, one way or another, in every single deal they encounter. So why do many companies make this a difficult process? Sales people frequently do not have the right competitive sales tools or easy access to competitive sales guidance. Most of the time they have to hunt this information down on their own or build it from scratch.
If this sounds familiar in your company, here are four ways you can alleviate the stress of competitive sales.
27 December, 2013 | Posted in Competitive Sales
You’ve just make a sales pitch to a customer and left their building or hung up the phone with them. Why are they going to remember what you said, and how is it going to encourage them to buy what you are selling? There are of course thousands of different ways to influence a buyer, but they all boil down to having a compelling sales pitch. So how can you make sure that your sales pitch persuades your customer to make a purchase? Keep the three items listed below in mind as you build your pitch, and you will be one step closer to having a more convincing sales pitch.
Imagine this scenario: you are a sales person having a drink with a friend who works for a competitor. Your friend is also a sales person, and is lamenting how every time she approaches a potential client’s office, she sees a “No solicitors, please” sign on the door. So she turns away and heads to the next lead on her list, only to find the same situation. You feel sorry for her and suggest that she might be approaching the wrong type of customer, and you ask whom she has visited recently. She lists several company names, and to your amazement, they are all clients that you were successful with in the past few months. However, you had no trouble and never experienced the “No solicitors” sign.
I remember when my 16 year-old daughter got her driver’s license. She took her lessons, practiced on the road, and passed the test. Thrilled at her success and potential for independence, her demeanor about driving quickly changed. The cautious girl behind the wheel that I gave lessons to only a few short weeks prior, suddenly, apparently, was granted knowledge of everything there is to know about safe driving. “I don’t need to buy insurance because I won’t get in an accident!” “I’m very careful so there’s nothing to worry about.” Those of you with teenagers are probably familiar with this scenario. All the warnings in the world about safe driving techniques and accidents couldn’t deter her. She had the “It won’t happen to me syndrome.” Of course, several weeks later she got in her first fender-bender and was dumb-found on how it could have happened.