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Why Benchmark?

Guest post by: Todd Willard

Article Overview: A good number of reasons for benchmarking and making substantive points with potential clients that are not always too forthcoming.

Why Benchmark?

Benchmarking can be a very effective tool to utilize especially when dealing with a buyer who is simply not very forthcoming with information about their organization in general.

If you have certain strengths as a company compared to the competition, this is your opportunity to "suggest" to the buyer those areas that they may want to consider - even though they may not have suggested it themselves.

Benchmarking allows you the opportunity to highlight areas that your company clearly has an advantage in and provides a vehicle to put some ideas and perceptions in the buyer's mind that they might not otherwise even consider.

WILLARD'S WISDOM

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Article Tags: executive sales, sales, sales meetings, sales training, selling



Related Forum Posts
Re: The Mobile Marketing - I just read an interesting statistic the other day. According to IBM's fourth annual Cyber Monday Benchmark for 2011, there was an increase in the use of mobile devices for Cyber Monday shopping purposes. 10.8% of people used a mobile device to visit the websites of retailer's whom they were interested in buying from. That statistic is up 3.9% from 2010's Cyber Monday. Actual sales from a mobile device increased from 2.3% in 2010 to 6.6% in 2011. I definitely think this trend is going to continue to grow, and businesses can find advantages from doing things for the mobile world. Whether it's mobile websites, mobile apps, text message marketing, whatever it may be, this stuff is, as GT Bulmer said, [quote:19cah8ra]a forward moving trend.[/quote:19cah8ra]


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