In just over five week’s time Primary Intelligence’s Outcomes 2017 Conference attendees will be heading to Park City, Utah to hear case studies, attend expert-led workshops, and share industry insights.
Will you be there?
There are numerous reasons why you need to attend, but here are a couple:
First, you’ll be learning from sales, marketing and product executives who have succeeded in their win loss and customer experience programs, including two high-profile keynote speakers. You’ll have the opportunity to meet, ask questions, and network with them.
Second, you can customize your conference schedule to match your goals and skill level. Pick your ideal track, or mix a variety of sessions specifically to suit your needs.
If you’re serious about revenue growth and reaching outcomes, sign up today!
Speaker Spotlight:
Jen Beaudoin
Vice President of Sales Strategy for Schumacher Clinical Partners
Being Mindful of Root Causes session
Identifying Priorities & Reviewing Insights workshop
Jen has over 25 years’ experience in the healthcare industry honing her competitive intelligence skills while developing and executing against key strategic business development initiatives.
In her role with Schumacher Clinical Partners, Jen focuses on strategic account planning, sales operations improvement, market intelligence and the continuous evolution of SCP’s value messaging and tools – all to optimize the efforts of Schumacher’s world-class sales team.
Jen started her first win/loss analysis project with Primary Intelligence in 2016 and looks forward to the opportunity to network at the Outcomes 2017 conference.
She said, “I am looking forward to the opportunity to network with others and hear the value that Primary Intelligence has brought to their organizations.”
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State of Win Loss Analysis: How B2B Companies are Increasing Revenue
/0 Comments/by Connie Schlosbergin Improving win and retention rates, Primary Intelligence, Win loss analysis#winloss
Primary Intelligence conducted research on ways in which B2B sales, marketing, and product leaders are understanding their customers better and closing more deals.
We asked business professionals who analyze sales opportunities strategically to tell us their beliefs and attitudes about win loss analysis, the study of understanding why sales are won and lost. We also asked them about the types of market data they’re collecting and disseminating, and what best practices work for them.
And the results are in!
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Sales Tip: 2 Costly Mistakes Sellers Make When Squeezed
/0 Comments/by John Hollandin Buyer-centric selling, Improving win and retention rates, Win loss analysis“I need your best and final price.”
This question marks the beginning of the pricing squeeze and is often asked after multiple vendors have issued quotes or proposals. Very often it’s asked by a non-Key Player that senior management designates to make this request. Sellers can waste valuable time and leave money on the table if they make the wrong responses. Click & Tweet!
Two (2) examples of BAD and COSTLY responses:
Try This Approach Instead:
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Outcomes 2017 Speaker Spotlight: Jen Beaudoin
/0 Comments/by Jessie Edwardsin Improving win and retention rates, Primary Intelligence, Win loss analysisIn just over five week’s time Primary Intelligence’s Outcomes 2017 Conference attendees will be heading to Park City, Utah to hear case studies, attend expert-led workshops, and share industry insights.
Will you be there?
There are numerous reasons why you need to attend, but here are a couple:
First, you’ll be learning from sales, marketing and product executives who have succeeded in their win loss and customer experience programs, including two high-profile keynote speakers. You’ll have the opportunity to meet, ask questions, and network with them.
Second, you can customize your conference schedule to match your goals and skill level. Pick your ideal track, or mix a variety of sessions specifically to suit your needs.
If you’re serious about revenue growth and reaching outcomes, sign up today!
Speaker Spotlight:
Jen Beaudoin
Vice President of Sales Strategy for Schumacher Clinical Partners
Being Mindful of Root Causes session
Identifying Priorities & Reviewing Insights workshop
Jen has over 25 years’ experience in the healthcare industry honing her competitive intelligence skills while developing and executing against key strategic business development initiatives.
In her role with Schumacher Clinical Partners, Jen focuses on strategic account planning, sales operations improvement, market intelligence and the continuous evolution of SCP’s value messaging and tools – all to optimize the efforts of Schumacher’s world-class sales team.
Jen started her first win/loss analysis project with Primary Intelligence in 2016 and looks forward to the opportunity to network at the Outcomes 2017 conference.
She said, “I am looking forward to the opportunity to network with others and hear the value that Primary Intelligence has brought to their organizations.”
Read more →
Outcomes 2017 Speaker Spotlight: Jarod Greene
/0 Comments/by Jessie Edwardsin Buyer-centric selling, Improving win and retention rates, Primary IntelligenceIf you want to clearly understand how to use sales, marketing and product acumen to position your company to close more deals, then sign up for Outcomes 2017 conference.
Outcomes 2017 will be filled with helpful information and valuable networking opportunities. Collaborate and generate innovative ideas with other sales, marketing, and product management professionals.
This conference is an intensive and intimate opportunity to connect with business leaders and listen to their strategies.
Speaker Spotlight:
Jarod Greene
Vice President of Product Marketing for Cherwell Software
Uncovering Weak Spots and Barriers to Success session
Jarod Greene is the Vice President of Product Marketing at Cherwell Software.
A recent Primary Intelligence customer, Jarod worked closely with Sales Enablement and Product Management to shorten sales cycles, increase average deal size, and improve win rates.
He attributes much of this success to the work performed with Primary Intelligence.
His primary application of win loss analysis has been within messaging and position, sales training, and product development prioritization and validation.
Jarod shared, “I’m excited to meet other B2B sales and marketing leaders to share ideas and best practices. Win loss has exposed me to methods and approaches that extract insight from evaluators that I otherwise would not have gathered. ”
Read more →
Outcomes 2017 Speaker Spotlight: Debbi Tillman
/0 Comments/by Jessie Edwardsin Buyer-centric marketing, Customer experience analysis, Primary IntelligenceOutcomes 2017 conference focuses forward in this year’s collaborative presentations and workshops.
Our conference is bringing together seasoned experts in sales, marketing, and product management to discuss current issues facing business professionals.
This year’s program features presentations from executives who will offer their unique perspectives and approaches to win loss and customer experience analysis.
Speaker Spotlight:
Debbi Tillman
Director of Program Management for Mitchell International
Implementing an Effective Customer Success Strategy session
Her concentration on the customer began over a decade ago leading insights and internal operational metrics programs for Starbucks Coffee Company.
She is especially interested in building holistic programs that marry insights with brand, culture, operational excellence programs and innovation.
Debbi is looking forward to collaborating with other conference attendees and experts at this year’s Outcomes conference.
She shared, “Our program has pushed us as an organization to deepen our customer relationships and focus.”
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Sales Tip: Best Practices for Handling Sales Proposals
/0 Comments/by John Hollandin Buyer-centric selling, Improving win and retention rates, Win loss analysisAs a sales manager one of my least favorite activities was creating forecasts every month. One of the things that made it difficult was the fact that in my mind most sellers generated proposals too early when developing opportunities. They believed it was a step toward getting orders.
In my experience, a proposal represents activity but not necessarily progress.
I’ll share with you some thoughts and best practices for handling sales proposals:
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Outcomes 2017 Speaker Spotlight: David Huskisson
/0 Comments/by Jessie Edwardsin Improving win and retention rates, Primary Intelligence, Win loss analysisAre you ready to get on the fast track to discovering insights and achieving results with win loss and customer experience programs?
Outcomes 2017 conference is just 8 weeks away.
We are excited to feature our clients as speakers at Outcomes 2017.
These speakers will be sharing best practices and insights on how they use Win Loss and Customer Experience analysis to close sales deals, accelerate revenue, and achieve customer success. They’ll be showing you the best ways to reach measurable business outcomes.
Speaker Spotlight:
David Huskisson
Director of Competitive and Market Intelligence for Veritas
Be Outcomes Based; Achieving Business Results session
David leads Competitive Intelligence at Veritas and has is very passionate about how win / loss initiatives can uncover compelling competitive intelligence insights.
He is delighted to share his insights at Outcomes 2017 and looks forward to learning best practices from other attendees.
David shared, “To date, win loss analysis has increased my visibility within Veritas and allowed me to build relationships with other groups within the company which I may not have had the opportunity to do so.”
Read more →
Outcomes 2017 Speaker Spotlight: Frank Visgatis
/0 Comments/by Connie Schlosbergin Buyer-centric selling, Primary Intelligence, Win loss analysisIf you are looking to visibly understand how to improve sales performance to win in a highly competitive market, then sign up for Outcomes 2017 conference.
Outcomes 2017 will be the event for valuable networking opportunities. Collaborate and generate innovative ideas with other sales, marketing, and product management professionals.
This conference is an intensive and intimate opportunity to connect with business leaders and listen to their strategies.
Speaker Spotlight:
Frank Visgatis
President & Chief Operating Officer for CustomerCentric Selling®
Co-Speaker for We Deliver Outcomes; Not Data with Ken Allred, CEO
Panelist for Outcomes Success Panel with Nick Siddoway, VP, Delivery & Transformation
Frank is an American author, entrepreneur, keynote speaker and Sales and Management consultant. He is known for his sales training and consulting work worldwide with global organizations in high technology, software, travel and other B2B and B2C organizations.
Frank authored CustomerCentric Selling (Second Edition) published by McGraw-Hill in December 2009, which introduces the new needs of selling in a buyer-driven world. He also contributed work to the original CustomerCentric Selling published in November 2003 and Rethinking the Sales Cycle published in December 2009, also published by McGraw-Hill.
Frank shared, “I’m very excited to be a part of the Outcomes conference this year. Primary Intelligence has a great focus on buyer needs, which is the core of what CustomerCentric Selling® has been delivering since 2002. I’m looking forward to participating with the other speakers so I can contribute my thoughts and insights on what organizations can do to better align with their buyers and make a direct impact on their revenue performance.”
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Sales Tip: The Buyer’s Bill of Rights
/0 Comments/by John Hollandin Buyer-centric selling, Improving win and retention rates, Win loss analysisThe 4th of July holiday is the time of year when Americans pause to give thought to the freedoms our forefathers treasured and were willing to fight to secure. Oppression was and is a powerful motivator.
Since 1993 I’ve railed against traditional selling approaches. In the last decade buyers have leveled the playing field in starting to dictate how they want to be treated. I regret to say most vendors have failed to align with this changing landscape.
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Outcomes 2017 Speaker Spotlight: Bob Acosta
/0 Comments/by Jessie Edwardsin Buyer-centric selling, Customer experience analysis, Primary Intelligence, Win loss analysisOutcomes 2017 conference focuses forward in this year’s collaborative presentations and workshops.
Our conference is bringing together seasoned experts in sales, marketing, and product management to discuss current issues facing business professionals.
This year’s program features presentations from executives who will offer their unique perspectives and approaches to win loss and customer experience analysis.
Speaker Spotlight:
Bob Acosta
Senior Vice President, Casualty Sales for Mitchell International
Be A Support Tool for Sales & Account Representatives session
Bob is committed to continuous improvement and development of each member of his national sales team. He is a passionate supporter of the win loss analysis program, which he credits for influencing the modification in his organization’s messaging and sales approach.
Using lessons learned from interviews and recommendations from Primary Intelligence has been a large part of his team’s improved win/loss ratio resulting in increased confidence among team members.
This is Bob’s first year to join the Outcomes conference and he is looking forward to learning from peers and presenters alike.
Bob shared, “I’m excited to connect with others driving change through client and prospect feedback within their organizations.”
Read more →
Outcomes 2017 Speaker Spotlight: Penny Queller
/0 Comments/by Jessie Edwardsin Buyer-centric marketing, Primary Intelligence, Win loss analysisIf you want to clearly understand how to use sales acumen and competitive intelligence to position your company to close more deals, then sign up for Outcomes 2017 conference.
Outcomes 2017 will be filled with helpful information and valuable networking opportunities. Collaborate and generate innovative ideas with other sales, marketing, and product management professionals.
This conference is an intensive and intimate opportunity to connect with business leaders and listen to their strategies.
Speaker Spotlight:
Penny Queller
Senior Vice President, Director of Worksite Marketing for Monster
Leveraging Win Loss & No Decision Analysis session
As a powerful thought leader and relentless innovator, Penny leads Monster’s Staffing business unit and brings more than 20 years’ experience in all facets of talent acquisition technology and solutions.
Her progressive perspectives in talent management ensures HR and talent leaders represent a strategic role in driving organizational success regionally, globally and deliver true competitive advantage.
Penny is passionate about issues such as supporting women in the workforce, promoting diversity and inclusion, and corporate social responsibility and was recently recognized by HRO Today – Superstar Award.
She is often quoted in business publications and speaks frequently as a Subject Matter Expert on recruitment trends and solutions at various industry events.
Read more →
Outcomes 2017 Speaker Spotlight: Dave Morfas
/0 Comments/by Jessie Edwardsin Buyer-centric marketing, Primary Intelligence, Win loss analysisOutcomes 2017 conference focuses forward in this year’s collaborative presentations and workshops.
Our conference is bringing together seasoned experts in sales, marketing, and product management to discuss current issues facing business professionals.
This year’s program features presentations from executives who will offer their unique perspectives and approaches to win loss and customer experience analysis.
Speaker Spotlight:
Dave Morfas
Director of Marketing for Plex
Be Mindful of Root Causes breakout session
Dave has worked directly with both sales teams and customers for twenty years in marketing, pre- and post-sales roles in the telecom and software industries for Tellabs, Consona, Aptean and Plex Systems.
He develops informed sales strategies that align product and company differentiators to prospect business needs, and uses best practices and insights from Primary Intelligence to deliver the path of least resistance toward winning new customers.
Dave is looking forward to learning from peers and sharing his experiences with win loss analysis at Outcomes 2017.
Read more →
Outcomes 2017 Speaker Spotlight: Jeff Moloughney
/0 Comments/by Jessie Edwardsin Buyer-centric marketing, Primary Intelligence, Win loss analysisAre you ready to get on the fast track to discovering insights and achieving results with win loss and customer experience programs?
Outcomes 2017 conference is just 12 weeks away.
We are excited to feature our clients as speakers at Outcomes 2017.
These speakers will be sharing best practices and insights on how they use Win Loss and Customer Experience analysis to close sales deals, accelerate revenue, and achieve customer success. They’ll be showing you the best ways to reach measurable business outcomes.
Speaker Spotlight:
JEFF MOLOUGHNEY
Vice President Product Marketing for CA Technologies
Being Consistent with the Scheduling Process breakout-session
Jeff guides teams to define product positioning, craft unique messaging, and build creative content designed to drive lead generation, fill the sales pipeline, and help customers transform ideas to outcomes, quicker.
His win loss analysis program provides the necessary intelligence to accomplish these responsibilities. Jeff values the detailed competitive information he receives from the Primary Intelligence team. This allows him to focus on other areas of the business.
Jeff is excited to meet the attendees and hear first-hand how other teams are managing competitive win loss techniques and discover the latest trends.
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Four Unexpected Benefits of Customer Experience Programs
/0 Comments/by Primary Intelligencein Buyer-centric marketing, Customer experience analysis, Improving win and retention ratesWin loss analysis is not the only form of buyer analysis. Another one occurs long after the sale. Customer experience interviews focus more on the product and solution than on the buying process and provide insights on key capabilities, missing capabilities, and ideal market profiles.
Customer experience touchpoints should occur immediately after the initial implementation of your solution and again periodically throughout the life of the solution’s use. A common practice is to engage with customers every six months to measure their satisfaction and identify areas for improvement in product, support, and training.
During its research, Primary Intelligence discovered four unexpected benefits from Customer Experience programs:
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Customer Experience Insight Saves 1.5 Billion Dollar Renewal
/0 Comments/by Primary Intelligencein Buyer-centric marketing, Customer experience analysis, Improving win and retention ratesIn the dog eat dog world of pharmaceuticals, winning or losing your renewal contract has heavy ramifications. Knowing your customers’ experience and the key decision drivers that keep them coming back is critical when playing at this level, as the competition is fierce, and loyalty is in no way guaranteed.
Knowing your customers’ experience and the key decision drivers that keep them coming back is critical when playing at this level, as the competition is fierce, and loyalty is in no way guaranteed.
We helped a major pharmaceutical company that needed to win that fight come hell or high water. All suspense aside, you already know by the title of this post that they were successful in exploring the voice of their customer to win the deal.
By incorporating a customer experience program, our client successfully renewed a billion dollar contract. Here’s how we helped them do it.
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Win Loss Analysis: How to Calculate Your Win Rate
/0 Comments/by Primary Intelligencein Buyer-centric selling, Excellent data analysis, Improving win and retention rates, Win loss analysisHow to Analyze Sales Win Rate
If you pare down to the simplest method, calculating your sales win rate is the number of pursuits you win to the number you lose. So if you are involved in 100 sales engagements and you win 40 of them, you have a 40 percent win rate.
However, where do you draw the line as to what constitutes an engaged sales deal? You could look at every lead provided to the sales team or you could choose to include only the deals that get past a certain stage in the sales process.
Some organizations only count leads that are “sales ready” as true opportunities.
“Sales Ready” is when the prospective buyer Read more →
Win Loss Analysis for Competitive Sales: When You Know More, You Win More
/0 Comments/by Primary Intelligencein Buyer-centric marketing, Buyer-centric selling, Improving win and retention rates, Win loss analysisWhy Win Loss Analysis for Competitive Sales?
Win loss analysis is a branch of market research focused on understanding why companies win or lose new business opportunities. By implementing a win loss program, you can obtain reliable, actionable, and unbiased feedback about how well your sales team performed in recent competitive opportunities. You can identify the best practices of your top performers, your competitive positioning within each opportunity, how well your solutions were received, and much more.
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Heard Enough About Big Data? Try Little Data Instead
/0 Comments/by Primary Intelligencein Customer experience analysis, Excellent data analysis, Excellent research methodologies, New Site, Win loss analysisMuch has been written about Big Data, including the insights that can be gleaned from thousands or millions of data points, especially in the data-rich B2C market.
But what about Little Data? What can we learn from just a few data points? And when is Little Data appropriate in market, competitive, and buyer research?
We’ve often been asked how many data points are “good enough.” Clients who have worked in consumer marketing expect answers with phrases such as “confidence level” and “margin of error.”
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Understanding Why Good Sales Teams Lose in Competitive B2B Opportunities [eBook]
/0 Comments/by Primary Intelligencein Buyer-centric selling, Improving win and retention rates, New Site, Win loss analysisWe spoke with a customer who did not to choose our client’s solution following an extensive evaluation. The main reason for this loss was that the customer had no confidence in our client’s ability to deliver a solution based on the fact that the client did not fully understand its customer’s business needs. This was represented by the ratings for sales performance, solution features, and company drivers.
One of the reasons that our client did not adequately understand the customer’s business needs was that the sales team didn’t take the time to ask the right questions. This was evidenced by the client presentation and the shallow responses to customer questions when asked about solution capabilities. Our client’s implementation plan was also questioned as being “really quick” compared to other vendors, another indication of our client’s lack of understanding of the customer’s business needs.
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Understanding Competitors in Dynamic, Fast-Changing Markets [eBook]
/0 Comments/by Primary Intelligencein Competitive intelligence, Improving win and retention rates, New Site, Win loss analysisCompetitive intelligence is sometimes referred to as a game of chess, with each side trying to think as far ahead as possible about their opponents’ moves and countermoves. Sun Tzu is frequently invoked as a model for competitive intelligence students when observing, learning from, and out-maneuvering a competitive nemesis. Similarly, armies and generals are typically revered by those in the competitive intelligence community, their battle plans, flanking techniques, and other maneuvers analyzed and copied.
But what happens when the market you’re studying is moving quickly, with competitors frequently entering and exiting the playing field? Perhaps you’re not even sure if a firm is a competitor — could they also be considered a partner? Or at least part of a loose affiliation that could be helpful to your firm in the future?
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