Tool for Sales – The Prospect Profile Form

icon-dollar-euro.jpgThe analysts possess a wealth of information that can help vendor sales organizations better understand their prospects. The question is how to get the information from the analysts. SageCircle has put together a simple process and checklist that AR can use to conduct a structured inquiry with key analysts to collect and organize important information about your prospects. The process is simple. Schedule an inquiry with one or two of your Tier 1 analysts (with whom you have Inquiry privileges). Use the questions on the Prospect Profile checklist to gather information from the analyst and enter the responses into the form. After finishing the inquiry, complete the form and forward it to sales.

There are two main categories of input that you are looking for: “Analyst’s Perceptions about the Prospect or its Peer Group” and “Analyst’s Perceptions about Your Differentiation in this Situation.” Within each main category there are sub questions like market, prospect and business challenges. 

Besides obtaining valuable information and insights for your sales teams, using this technique is also a great way to improve your relationships with key analysts. As we mentioned […]

Why AR Matters – Analysts can get your company on short lists that you were excluded from

icon-dollar-euro.jpgMost analyst relations (AR) professionals are in an environment where they have to continually justify the relevance of the industry analysts and AR. One of the best arguments for justifying the investment in AR is the impact analysts have on the company’s sales opportunities. Usually the easiest to find examples are negative, such as when an analyst’s commentary has caused a vendor to be removed or excluded from a short list, because a sales rep will be howling in anger. However, with some investigation AR can turn up positive impacts of the analysts, e.g., when an analyst has been your advocate by getting your company onto a short list.

In Reality Check: Sales reps matter more than product on the Software Insider blog, former Forrester analyst and current VP of Research at SSPA John Ragsdale illustrates how an analyst with a simple question can help a vendor get placement on a vendor short list. 

“…Over the last year I have become increasingly aware of something and wanted to share it with a larger audience. When I have conversations with companies about a pending software purchase (usually CRM or eService), they tell me the core business problems they are trying to solve, then give me the list of vendors they are considering. And almost every time, I hear a little jingle from Sesame Street in my head:

     “One of these things is not like the other
     One of these things just doesn’t belong
     Can you guess which thing is not like the other
     By the time I finish this song?

“Why? Because the obvious vendor(s) who are specialists in their problem are not on the list, and they are selecting from a group of vendors who all do something else. So I ask, “Um, why isn’t Vendor X on the list?” And here is the universal reply. ‘Oh, we started with them, but […]

Why analysts matter – “I get asked daily in one medium or another who to buy”

Some analyst relations (AR) managers are lucky in that their executives really get the analysts and their impact on the vendor’s leads and sales deals. Alas, not all AR professionals are so lucky. However, there is a resource to use to educate* executives about the impact of the analysts – the analysts’ own words. For example, here is a throwaway line by Forrester analyst Jeremiah Owyang in Starting the Forrester Wave: White Label Social Networks and Community Platforms:

          “I get asked daily in one medium or another who to buy”

Jeremiah is very good about keeping vendors and end-user clients alike up-to-date on what he is working on via his blog posts. This particular line was not bragging, but explaining one purpose of the Forrester Wave, which is to help technology buyers develop their short list of vendors to invite to a bid. Because it was not the main purpose of the post, I think that makes it even more powerful education tool as it […]

Equipping Sales for the MQ Effect: the Magic Quadrant & Tech Vendors [part 7]

Gartner’s Magic Quadrant can have a powerful impact on IT vendor sales cycles – anointing some vendors as a prime candidate for a sales opportunity while denying other vendors even a chance to bid. In order to exploit positive placement on a Magic Quadrant and mitigate negative placement, vendor sales executives need to work with AR to prepare and train their sales teams on certain basics about the Magic Quadrant.

To a large extent the Magic Quadrant is just another form of analyst research that can sales reps have to take into account when working with customers and prospects. However, the MQ does have some unique aspects that have to be addressed including: 

  • Multiple MQs – A vendor can be on any number of MQs, which increases the chances that a prospect will be using wrong research
  • Out-of-date MQs – Earlier versions of a MQ can be available for a long time, which can put a vendor with an improved position at a disadvantage
  • Four boxes, four responses – How a sales responds to or uses a MQ is different depending […]

Have you noticed any change in Forrester’s direct influence in IT purchases

icon-dollar-euro.jpgSageCircle has received several reports lately from AR managers who perceive that Forrester’s direct influence on IT purchasing decisions seems to be going down. These perceptions are based on reports from their sales organizations that Forrester is not being referenced as often — or at all — as a source of information or advice by IT managers. This seems to be especially true in the IT infrastructure […]

AR-Sales Partnership [part 6]: Action items to launch a project

icon-dollar-euro.jpgIn the past several posts we have discussed key ideas of building a bridge to sales and how to start a pilot program.  Now that you have decided to launch your own AR-Sales Partnership program, you need a plan that lists the action items you need to complete.

SageCircle Technique:

  • Educate yourself so you know all your options and have a solid background to explain to others
  • Obtain buy-in from your manager or […]

AR-Sales Partnership [part 5]: Use edu-marketing to drive participation

icon-dollar-euro.jpgOk, you have successfully launched your AR-Sales Partnership Pilot Program. Now you sit and stare at the phone waiting for these selected sales reps to call you asking for help. And you wait. And you wait. And you…

A fact of corporate life is that sales representatives are completely interrupt driven and often will not remember all the tools that are available to them. As a consequence, AR needs to drive participation until the sales reps get into the habit of using AR’s support services. This will be critical to the success of your pilot program and will require resources when you extend the program to the entire sales force.  A technique we suggest is an edu-marketing campaign that uses marketing techniques to educate the Sales team about […]

AR–Sales Partnership [part 4]: Take baby steps by rolling out a small pilot phase

icon-dollar-euro.jpgAR teams can impact company revenues directly through assisting sales representatives, either to overcome negative – or leverage positive – analyst commentary and research to close deals. However, AR managers often shy away from supporting Sales because they fear it will ‘open the floodgates’ to hundreds or thousands of requests. To prevent this deluge, AR can take a phased approach, rolling out a pilot project as the first step.

AR can gather needed expertise and information working with a pilot group of sales representatives (10-20), either as part of a larger AR-Sales Partnership initiative (if has Sales leadership support) or as a skunkworks project (to build the business case for AR Sales support).

Operational Objectives of a Pilot Sales Support Program

AR team members can leverage the skills and processes they use to assist analysts with information requests as a way to support Sales. To effectively […]