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Marketing

Assessment-Based Selling – Better Sales Conversations Produce Better Sales Results

Assessment-Based Selling – Better Sales Conversations Produce Better Sales Results

January 6, 2020
Every system, solution or service purchased by the enterprise that has even a hint of complexity involves a series of conversations with sales reps. These conversations, especially the early conversations, provide valuable insights to the buyer that greatly informs the purchase decision.  During these conversations, the buyer is quickly trying to determine:Does this rep understand my business & challenges? Does this rep know how to solve my challenges? Can this rep help me? Can I trust this rep? To be successful in today’s market, sales reps have to consistently add value, starting with the first interaction. According to Salesforce, the #1 reason new sales reps fail is they don’t know how to add value.[1] I completely agree and will add that existing reps, even past top performers, can struggle to add value. How can this be? Let me explain by summarizing two recent conversations with Fortune 500 executives [...]
July Product Highlights – New Data Exports and Usability Updates

July Product Highlights – New Data Exports and Usability Updates

August 1, 2018
This week we released a platform update focused on workflow automation and usability enhancements. The features in this release were heavily influenced by customer feedback, and we appreciate your continued feedback as we continue to enhance our assessment platform! Some of the updates we’re most excited about include:New Question Type for Numeric Input Redesigned Raw Data Export Automated Participation Status Updates Engagement Management Updates New Question Type – Numeric Input Matrix This new question type builds off of the existing numeric input question to offer more layout and configuration options. The matrix layout enables users to capture large amounts of numeric data more efficiently. We recommend this question type for benchmarking assessments or assessments capturing financial data. Different validation rules can be applied for each column in the matrix to ensure higher data quality. For example, a column capturing % ROI could require a smaller numeric range, [...]
June Platform Highlights – New Maturity Model Question Type

June Platform Highlights – New Maturity Model Question Type

June 14, 2018
This week we released a platform update featuring a new question type for maturity model assessments and several usability and performance updates. We’re particularly excited about this release because it gives our customers new ways to display their content to better engage participants. Maturity Model Assessments Maturity models measure an organization’s as-is (current) and to-be (future) business process maturity based on a framework of best practices (Looy, Backer, and Poels, 2010). These assessments are commonly used by organizations to rapidly assess the current situation and measure progress overtime. An example of a generic process maturity model is shown below. The five maturity levels (ad-hoc, basic, competitive, advanced, and leading) each have detailed definitions and are used to measure organizational maturity across different capabilities. Since maturity models have more detailed descriptions than most survey questions, it can be challenging to display them in traditional survey question types. The matrix scale [...]
Why Both-Brain Marketing Isn’t Enough in 2015

Why Both-Brain Marketing Isn’t Enough in 2015

January 2, 2015
Welcome to the age of the super marketer who is creatively analytic or in other words, a marketer who effectively uses both brains! This super marketer is actually an alchemist who can blend hard numbers or data with creativity and imagination. The results of such alchemy are slick marketing campaigns and dynamic projects  that positively impact a company’s bottom line. But now, with big data getting unmanageably bigger, the overwhelming number of marketing tools and channels, remote team members and, target markets getting more complex, is the use of both-brain marketing alone enough to create a super marketer? 2015 may very well be the year when super marketers will need a certain x-factor in order to become truly extraordinary. Both-Brain Marketing Isn’t New The term both-brain marketing started gaining popularity in the latter half of 2014. It means that a wise marketer needs to use both the left-brain, which [...]
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