Three Key Tips for a Voice of the Customer Program
Getting key feedback from customers is nothing new. And in the height of the information age, it has become easier than ever to get the voice of your customer. However, not every Voice of the Customer (VoC) program is successful. Definition of Voice of the…
Effective Sales Enablement
What is sales enablement? Sales enablement provides salespeople with tools, content, and information that help them sell efficiently and effectively. To be an effective provider of these resources, sales enablement must be careful in its direction and procurement of information to assist sales. After all,…
Competitive advantage and how to gain it
A competitive advantage is defined as the ability of a company to demonstrate a perceivable difference in their product that elevates it over that of their competitors. To make your product stand out against the competition, there are a few steps you can take that…
Win Loss Best Practice Series: Four Ways to Eliminate Bias in Your Win Loss Analysis Surveys
Demonstrating the value of your products and services in a way that resonates with your buyers is the difference between winning and losing, between developing a trusted partnership or just being another vendor. To do this effectively, you need to know and understand your buyers,…
Win Loss Analysis Best Practice Series: How to Beat an Incumbent in Sales
Convincing a prospect that you offer the best solution and they should make the changeover to your product/service may appear to be a dauntless task. Nonetheless, there are ways to win them over and beat the incumbent.
The Compartmentalization of Competitive Intelligence in a Company
At Primary Intelligence, we have a strong value proposition and were pretty good at communication the message. To us, the true value of what we do is obvious. The list of people in a company that should benefit from our services is well defined. In other words, were a simple plug-in solution that solves a set of problems and provides an expected value.
What is Win Loss Analysis?
At the most basic level, win loss analysis helps sales, marketing, and product leaders understand the reasons for their organizational wins and losses so that they can increase their win rates and capture more business in the future. Win loss programs are important at all…
Win Loss Best Practices Series: 3 Easy Steps to Winning Back Lost Business
While there are multiple benefits of win loss analysis, winning back lost business from a competitor can be a sales rep’s sweet spot. So the sales deal got away from you. What now?
Effective Competitive Intelligence: Why Timeliness is Key to Success
One of the biggest obstacles to creating effective competitive intelligence is the timeliness of the data. If intelligence is not available at the moment of need, it does little good. And the value deteriorates quickly after the decision for which it was generated has been made.
What is Sales Intelligence?
Sometimes, it is interesting to try to classify different areas of research and intelligence to see how certain specialties have originated, evolved and grown into their own species, so to speak. This study of sales intelligence can provide intelligence practitioners with the ability to see…