2. Insights Bring
Pitching high value products or services to multiple decision makers
can be complex and time-consuming. Insight for Sales Strategy
can improve the
effectiveness of this process for sales management and reps by using its
built-in expertise to:
- Anticipate potential roadblocks and take appropriate
- Identify and influence key decision makers
- Manage sales
objectives (especially for strategic accounts)
- Provide complete
account status information.
Insight for Sales Strategy
guides you on strategies and tactics, assesses potential, marries
strategies with potential, and creates benchmarks and reports.
The results in more effective selling, higher conversion rates
and greater revenues.
Here is a selection of major
organizations that have benefited from the Plan Write and Insight
expert planning software.
3. Key Features
Focus on Highest Potential
Spending time on the wrong decision makers or on accounts
that never close mean lost revenue. Insight for Sales Strategy
helps focus your efforts and realize the potential of the most
attractive sales opportunities. An assessment of a possible sales opportunity
can identify several problems that might either delay the sale or
keep it from ever closing. For example:
|There’s no opportunity to gain
It’s not an urgent matter
There’s no personal benefit
No one is enthusiastic about the sale.
To locate possibilities with the greater potential of closing,
Insights for Sales Strategy considers such factors as:
|Needs of buyers (decision makers)
Benefits to buyers
Risks to customer
With Insights for Sales Strategy you can quickly identify
the winners from the losers, and concentrate all efforts on the prospects
with the greatest potential.
Understand the Decision Making Process
In order to evaluate the sales potential, Insight for Sales Strategy
needs to identify buyers and their roles as final authority, user,
gatekeeper or mentor. Each role has unique criteria to evaluate the
of the sale. Understanding the intricacies of each buyer helps
you to tailor the sale to the buyer’s needs.
Insight for Sales Strategy also helps uncover what each decision
maker wants and needs and how they view the sale. You can
then tailor your sales strategy to meet their needs and
influence their decision. The decision to purchase is often influenced
by the personal gains of the individual buyers. Understanding the
benefits for the buyers helps you determine how to sell to
each decision maker. Personal benefits to buyers could include:
- Personal recognition
- Increased authority
- Greater skills
- Growth potential.
You can tailor your strategy to ensure that buyers recognize these
benefits and help turn them into advocates for the sale.
Anticipate Obstacles & Influence Decision Makers
Avoid "big fish that got away" because key
factors were unknown or discovered too late to make a difference.
Insight for Sales Strategy reveals pitfalls and obstacles early
enough to improve your strategy. Numerous risks to the buyer are analyzed
and problems are automatically identified with symbolic red flags.
You can click on a red flag for an explanation of the problem and receive
suggestions on overcoming the obstacle. For example, a buyer may need
additional staff in order to use the product being sold. This “red
flag” allows your sales rep to customize his proposal to alleviate
this concern before it becomes a major issue.
Major problems can occur if selling a highly technical product and
the Gatekeeper, or technical buyer, is not in favor of the sale. For
A Gatekeeper may not be competent to make the technical judgment
about your product. He may be familiar with the technology but has
not been properly educated about your product. Plus, he may be unsophisticated
and may not fully understand his role. Insight for Sales Strategy
can warn you to spend more time educating him about your product
and better equip him for his role in the decision making process.
Improve Sales Processes
Insight for Sales Strategy enhances sales programs. You won’t
have to spend months implementing and training in order to benefit.
The principles taught in the leading training courses are applied directly
by Insight for Sales Strategy’s automated
analysis process. These include:
- Miller Heiman
- Solution Selling
- Sandler Sales Institute.
Insight for Sales Strategy brings practical application to the principles
Insight for Sales Strategy complements any CRM system
or contact manager program without double entry of key information.
Within minutes you can be receiving analyses on your critical
accounts. It even imports company names and contacts from ACT!.
Your current sales process can be implemented within Insight for Sales Strategy. You can:
- Define the process steps
- Check steps completed on each account
- Identify their position in
the sales funnel
- Track each sale by its progress in the sales process.
Forecast & Manage Better
You can quickly identify the sales that are further along in the sales
process and assessed to have a high potential to close. Every serious
enquiry can be analyzed and rated by Insight for Sales Strategy for
its likely value. The ratings become part of the pipeline to
help you forecast sales more objectively. The progress of each enquiry
is tracked in an Excel compatible spreadsheet which includes:
- Steps in the sales process
- Rating of closing potential
- Objective analysis of closing potential
- Value of the sale.
Sales reps can automatically send their forecasted sales to their
manager who then rolls up all their forecasts into one spreadsheet
to be totaled together, or viewed independently. You can sort this
by column or view it in Excel and incorporate it into your custom
process. By double-clicking on an account, you can view the detailed
analysis information to get an objective evaluation of the potential
for closing. Red flags warn of potential delays and provide advice
to help your sales reps close the sale. The rating on each sale
helps you more accurately forecast sales.
4. Online Demo
This Online Demo of Insight for Sales Strategy
uses a short example to indicate how it can be used to make better
projections, get quicker closes and
5. Frequently Asked Questions
What is the difference between Insight for Sales Strategy and
Plan Write for Sales?
Insight for Sales Strategy concentrates
on helping businesses improve their sales conversion rates and revenues
and is aimed at
firms selling complex medium- and high-value products (or services) to
multiple decision makers.
Plan Write for Sales has much more general application and includes
facilities for writing a comprehensive marketing plan plus expert
systems to help assess and formulate marketing strategies and
What marketing and strategic planning tools are available?
Business Insight is a powerful and sophisticated
expert system for evaluating business strategies for larger businesses.
It includes a facility to generate a detailed marketing plan linked
to the Plan Write for Marketing.
Quick Insight is ideal for assessing product
and market proposals for new and smaller businesses. It is considerably
less detailed than Business Insight but retains
the essential elements and facilities.
For expert help on preparing a marketing plan, see:
- Plan Write for Marketing contains
all the tools for writing a comprehensive marketing plan but lacks
an expert system.
- Plan Write for Sales contains
facilities of Plan Write for Marketing as
well as an expert systems to help assess and formulate
marketing strategies and sales tactics.
- Plan Write for Hi-Tech Marketing is
similar to Plan Write for Sales but
its expert system has been tailored for technology-based
- Plan Write for Pricing contains
an expert system to help determine the optimal price for
a product or service.
- Insight for Sales Strategy includes
an expert system that helps businesses improve their sales
conversion rates and revenues.
Need help with preparing a business plan (which includes
a marketing plan)?
Plan Write Business Planner guides you
through the creation of a professional quality business plan.
Plan Write Expert Business Planner includes
all the features found in Plan Write Business Planner in
addition to a powerful expert system and knowledge base.
These extra tools analyze your plan and provide expert advice on
over 35 key business concepts. You receive a rating of success potential,
a summary of actions needed to improve the business, observations
critical to improving the business strategy and over 30 charts illustrating
how your plan measures up. The result is a well-documented, bulletproof
business plan able to undergo the closest scrutiny.
Is this software designed for a product or a service industry?
Insight for Sales Strategy is not industry specific and works equally as well
whether you offer a product or service – or a combination
Does this software come with a guarantee?
Yes. This software comes with a 30-day money back guarantee. If
you purchase a product and are not satisfied, you may return it
within 30 days from the date of purchase and we will refund the
full purchase price.
Does your software come with technical support?
Yes. Our software comes with free, knowledgeable technical support
for the lifetime of the product.
Is this software available in a MAC version?
Sorry, no. This software is designed for use only with PCs running
Need more help to select the most appropriate planning package?
Use this Contact Form to explain your
needs or utilize our Online Business Plan Advice
6. User & Media Reviews
Robert Alexander, Southeast Sales Manager, Nortel Networks, Inc.:
Insight for Sales Strategy is absolutely one of the best sales programs
I have seen that solve the complex sale - particularly for me in
the high-tech industry. I will be showing this to my Vice President
as the tool of choice to complement our Target Account Selling methodology.
Geoffrey Wade, Emerging Technologies, Emtek Pty Ltd.:
Insight for Sales Strategy is clearly a next generation product.
Anyone who has taken any sales course will see the need for it.
The expert system forces me to think through my strategy on every
sale. The questions and the analysis point out issues that are
critical to closing the sale. I was surprised by how easy the program
is to use, especially dealing with such a complex subject. My sales
forecasts are now backed by real data. The program sends my projections
to my sales manager along with the analysis supporting the forecast.
When I ask for resources to close a sale, the analysis of the account
helps my sales manager justify the request. The price is recouped
with every sale I close. It's a great buy!
Selling Power Magazine:
Using Insight for Sales Strategy software
is like having an online strategy session with a good sales manager.
You enter information about your account, such as where the deal
is in the sales process, who the decision makers are, their roles
and objectives and when you expect the sale to close. The system
raises red flags, pointing out potential obstacles to closing the
deal and makes suggestions on actions to take. For example, if
the primary decision maker has no previous experience with your
company and your company has low market share, it suggests that
your senior executives contact the prospect’s senior executives to alleviate
the concerns that are surely brewing in the background. The software
also analyzes each opportunity and scores it with a probability of
closing, making for more accurate forecasts. It’s a bargain.
7. Buy & Use Now
Buy and download Insight for Sales Strategy now via
BRS's website as follows:
- Click the appropriate yellow Order button
below. At the BRS product page, click the orange Add
to Cart button
and click Proceed to Checkout.
- Once payment has been authorized, you will be instructed
on the download procedure and sent a product registration number
by email. Note that typical file sizes are about 20 Meg.
|View our terms and conditions applying
to software purchases and trial version upgrades. Note our 30-day refund
guarantee. If based within the European Union, you may wish to
check on the possible application of Value Added Tax (VAT) to transactions.