Insight for Sales Strategy

1. Overview

Insight for Sales Strategy is an expert system that helps businesses improve their sales conversion rates and revenues.

Insight for Sales Strategy works by gathering data on the sales pipeline and then provides expert help to plan strategies and tactics, anticipate possible problems, improve forecasting and manage the sales team. As part of this process, it helps you select the most profitable accounts, track sales, monitor the pipeline and forecast objectively.

Insight for Sales Strategy is fully-customizable and includes facilities for exporting to Microsoft Word, Excel and PowerPoint as well as to the PDF format and the Internet. It can also import data from ACT! Windows 95/98/Me/NT/2000/XP/Vista is required.

Insight for Sales Strategy is most suitable for firms selling complex medium- and high-value products (or services) to multiple decision makers. Other relevant software solutions include:

• Plan Write Marketing Planner for drafting a professional marketing plan.
• Plan Write Sales Planner which, in addition to Plan Write Marketing Planner's facilities for writing a marketing plan, incorporates an expert system to help assess and formulate marketing strategies and sales tactics.
• Plan Write Hi-Tech Marketing Planner is similar to Plan Write Sales Planner but its expert system has been tailored for technology-based businesses.
• Plan Write Pricing Planner contains an expert system to help determine the optimal price for a product or service.

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2. Insights Bring Big Benefits

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 actions
• 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.

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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 Contract requirements Roadblocks identified.

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 buyer’s perception 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 example:

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
• OnTarget
• Solution Selling
• Sandler Sales Institute.

Insight for Sales Strategy brings practical application to the principles you’ve learned.

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.

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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 increase sales.

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5. Frequently Asked Questions

What is the difference between Insight for Sales Strategy and Plan Write Sales Planner?

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 Sales Planner 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 sales tactics.

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 Marketing Planner.

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 Marketing Planner contains all the tools for writing a comprehensive marketing plan but lacks an expert system.
• Plan Write Sales Planner contains facilities of Plan Write Marketing Planner as well as an expert systems to help assess and formulate marketing strategies and sales tactics.
• Plan Write Hi-Tech Marketing Planner is similar to Plan Write Sales Planner but its expert system has been tailored for technology-based businesses.
• Plan Write Pricing Planner 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 of both.

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 Windows.

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 Service.

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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.

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7. Buy & Use Now

Get Insight for Sales Strategy via BRS's service using VISA, MasterCard or Amex for US$ 219.95 (electronic delivery) or US$ 229.95 +courier (including electronic delivery plus backup CD and printed manual). Buy and use now.

Note: Special packages for managers, consultants and entrepreneurs - save up to $420.

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