Who Benefits from Win Loss Analysis?
In company circles, win loss analysis tends to be regarded as a Marketing department initiative. When brought up to other departments, many tend to ignore win loss insights as they don’t see how such a program can benefit their area. However, win loss analysis is…
Using buyer feedback in competitive analysis
Companies who cannot find their competitive edge will lose deals. Therefore, it’s important that sales and marketing have a deep understanding of who their competitors are, what their competitors are doing, and how they can best position themselves against competitors in an ever-changing market. By…
Battlecards: a necessary sales resource
Salespeople are always looking for the easy solution to compete against their market rivals. One thing that sales professionals do not want is to spent time on extensive research to discover a competitor’s strengths and weaknesses. After all, your company pays salespeople to interface with…
Tips for Sales Leaders
As sales leaders, we face tough challenges. With inaccurate forecasts, personnel turnover, and an ever-changing competitive landscape, our revenue goals can seem like they are slipping further and further away. So how can we combat the challenges that are part of our job description while…
Tips for Closers
There certainly are people with a talent for sales. They have that innate ability to connect with others, they recognize buying signs, and they possess a talent for language and presentation. Like a chef who has a vision for creating a delectable dish, this talented…
Why Do Supplier Information Channels Fail?
Over 80% of B2B buyers use Supplier Information Channels (SIC) to research their buying decisions before they purchase. However, only 30% feel that the information found there is “Impactful,” a concerning metric when you consider that buyers who find SIC information helpful are three times…
SOC 2 Type 2 compliance: the security of your data
More and more, our business processes, data, and backups are handled through remote access, aka “the cloud”. Online storage of critical company information, including intellectual property, critical contact information, and strategic documentation has become the norm. In fact, most of our sales and marketing information…
Creating a successful voice of the buyer program
The English writer Samuel Johnson famously said, “Bias and impartiality is in the eye of the beholder.” Sometimes it is easy to see the bias in others but are blind to our own. When creating a voice-of-the-buyer program, it is easy to let our own…
Creating Loyalty Through Customer Journey Mapping
Customer loyalty begins with a great customer experience. As Vince Lombardi once said, “It takes months to find a customer… seconds to lose one.” Customer loyalty is built on trust, understanding, and problem-solving. By implementing these values into every step of your customer journey map,…
Dealing with Customer Churn
Customer churn. It is an issue that every sales team and every business has struggled with at one time or another. If you’re unfamiliar with the term, you surely won’t be unfamiliar with the experience. Essentially, customer churn, or churn rate, refers to the number…
Successful Customer Retention: The What, the Why, and the How
Merriam-Webster’s dictionary defines the word loyal as, “faithful to a cause, ideal, custom, institution, or product.” Given this definition, would you say your customers are truly faithful to your company or product? If the answer is no, there is a high likelihood you have a…
Gathering Customer Insights on a Budget
You’ve held focus groups. You’ve conducted surveys. You’ve analyzed customer interactions and coached your sales team on all the latest and greatest closing techniques. Yet, your sales and revenue remain flat. Frustrated, you continue doing what you’ve always done because, well, what else are you…