Last Updated Dec 15, 2009 11:23 AM EST
If so, you need to do some sales research. There are four types of sales research. The first three are relatively well-known, but the fourth isn't.
Here are three that are reasonably common in the business world:
- #1. Research your wins. If you want to find out how to replicate your successes, you need to find out why you succeeded -- what helped move the sale forward and what delayed it. Almost every company does this kind of research.
- #2. Research your losses. If you want to find out how to avoid your mistakes, you need to find out why you failed -- and what you could have done better. A fair number of companies do this kind of research.
- #3. Research the no-decisions. When you examine situations where no decision was made, you can avoid the unnecessary sales expense inherent in chasing phantom deals. A few companies do this kind of research.
I, however, am not bound to keep the secret so...