Every five or so years, I shop for a new car. I hate car shopping. The haggling, the long trips to dealerships way outside of town, the hours and hours of waiting, punctuated by furtive whispers to my husband, “Don’t give in! Stick to our budget! But don’t tell them our budget!” and similar. But [...]
By Loraine Fick
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Posted in Uncategorized
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Also tagged analytics, customer, demand driven, long tail, margin, price, product mix, sales, sales data, sales history, self serve, Self Service, shopping, value
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Your salespeople are representing and selling your product. Customers who want to buy your product typically list a few things they want and look to the salesperson to guide them. The salesperson is their advisor on your product offering. The salesperson is expected to know the product and suggest good choices for the customer. Is your salesperson equipped to do that?
By Radhika Subramanian
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Posted in Uncategorized
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Also tagged choice combinations, CRM, cross sell, customers, demand driven, order fulfillment, product, product mix, recommendation, recommendation engine, sales, sales data, salespeople, suggestive selling, upsell
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We have talked a lot about how configurations and complexity affect an organization, but often we forget to look at customer-facing roles. While managing product complexity is important for product teams and production teams, it should also extend to the sales force.
At the end of the day, the number one mission for your sales team [...]
By Mike Merrill
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Posted in Uncategorized
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Also tagged commission, complexity, CRM, cross sell, customer facing, customers, demand, POS data, Recommend, sales, sales commission, sales team, salespeople, suggestive selling, upsell
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This morning I was talking to the VP of business process improvement for a company that sells industrial machinery. Their products are highly configurable. She told me that every year they have 50% new configurations they have never seen before. The number of choices on their products has grown over time. ”A salesperson can’t know everything about the product,” [...]
By Radhika Subramanian
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Posted in Uncategorized
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Also tagged algorithm, complexity, configurable, configuration, cross sell, customer fulfillment, customers, demand driven, demand shaping, industrial, machinery, margin, order, order fulfillment, predictive analytics, product, product variety, sales funnel, suggestive selling, upsell
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