Analytics in Competitive Intelligence: Stated vs. Derived Importance
In the end, using the most sophisticated analytics tools to determine the key influencers will eventually provide the greatest strategic decision-making ability for your company. In many cases, this approach has improved company performance much more than gut feeling, reactive competitive intelligence programs, and stated importance measurements.
New B2B Industry Report Available, “How to Win at a Higher Price”
What are the chances you can win a B2B sales deal that’s priced higher than your competitors? As challenging as it may be, winning a competitive bid is not impossible. How often do B2B buyers select the more expensive offering? In Primary Intelligence’s newest industry report, How…
New Industry Report Available, “Changing Your Sales Outcomes”
Buyers across industries shared this common narrative, too. If you can sharpen the tip of the spear—your sales team—and understand your buyer’s needs first, then you’ll have a better chance of hitting the mark with both your product and price. The ability to understand and address a buyer’s needs is the key difference between closing the deal or ending up in the “done differently” group.
New eBook: Understanding Competitors in Dynamic, Fast-Changing Markets
Understanding competitors is challenging, even in the most stable of industries. When trying to understand competitive dynamics in fluid markets, the task becomes even more difficult, especially if your firm has allocated only limited funds for competitive intelligence capture, analysis, reporting, and dissemination.
Our New Competitive Advantage Score: How we’re benchmarking your interviews against our repository of data
Over the years, Primary Intelligence has collected oodles of data across numerous industries. To give you a sense, we typically analyze thousands of deals annually, and we’ve been doing this a while. We love data. But one thing we love more than data is turning…
How to Better Handle Buyer Objections
Product objections are more likely to occur at lower levels because they’re closer to users and may be interested in getting granular about features. In stark contrast, Key Players want high-level views focusing on features that help them improve business outcomes. Identifying areas of potential value and payback will be the priority.
New eBook: Understand 3 Buyer Perceptions to Increase Win Rates in Close Competitions
Understanding what B2B buyers consider when new vendors sell to them may seem challenging, but it doesn’t have to be. Knowing what criteria are most important to buyers from an overall company perspective can be the glaring difference of winning or losing business from those companies. And of course, you don’t want to lose.
When Competitive Price Discounting Becomes Your Company’s Biggest Weakness!
The company’s strategies were not working. In fact, the majority of their loss deals, the buyer had a budget that was OVER the total cost proposed, and they ended up spending more money with the competitor. So why were they losing on price?