“Winging It” Yields Poor Results
The recent CCS® Index showed that 53% of sellers are guilty of “winging” sales calls. Most everyone had been guilty of not doing their due diligence before going to make a sales call. Activities that should be done as part of pre-call planning would be:…
Honest Customer Feedback is the Cure for Insanity
When you get some honest customer feedback, and start doing different things, the outcomes change, and the insanity goes away. Suddenly the world makes a lot more sense, and you’re closing a lot more deals.
Three Questions to Predict if Your Customer Will Renew
If your customer experience program is not telling you how likely your current customers are to renew or expand their spending with you in the near and long term, you’re missing a critical metric of success.
Why the Quality of CRM Data is the Keystone to Competitive Advantage
When the data is complete and accurate, the information readily gained from a buyer can contribute to a wealth of competitive intelligence and help your organization win more deals, increase market share, and grow the company. But this process begins with good quality data.
Win Loss Analysis Best Practice Series: 4 Successful Tactical Recommendations for Win Loss Programs
Successfully starting and running a win loss analysis program takes skill, patience, and tenacity. Here are a few tactical recommendations to help ensure your company’s win/loss efforts are effective.
Win Loss Analysis: How to Calculate Your Win Rate
Primary Intelligence now offers a solution, TruSales for Salesforce.com users that provides a clear analysis of your sales win rate. You’ll instantly know the truth about your wins, lost deals, no decisions, and revenue by deal types. It’s completely free if you sign up now for the preview release.
Heard Enough About Big Data? Try Little Data Instead
While collecting more data over time helps to fill in blank spaces and turn unresolved questions into answers, firms can and should take action on key learnings they uncover in their Little Data research projects, especially when the feedback is consistent and provides detailed guidance on next steps. Always waiting for more and better data will only frustrate buyers and allow competitors to take advantage of indecision and inaction.
Why Combining Qualitative and Quantitative Data is a Long-term Strategy [eBook]
Combining qualitative and quantitative data as a long-term strategy for your B2B company
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…