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.
Customers vs. Prospects: Aligning Customer Experience and Win Loss Analysis
There are more questions that can and should be asked; the important concept though is that you need to design your research to be able to make appropriate comparisons between the two groups of customers. Without the ability to align the needs of customers and the wants of prospects, I cannot understand what my products need to satisfy the differing desires of each.
3 Ways Successful Companies Use Win Loss Analysis
Win Loss Analysis can provide you with a clear path to the answers you seek. In the past, win loss analysis has been used solely as a way to evaluate and adjust sales performance, but more and more companies are discovering the usefulness of win loss analysis as a tool to be used for much broader, more strategic purposes.
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…
5 Ways to Survive the Frenetic Fourth Quarter
A constant reality for salespeople is quota pressure. There are years when everything goes well and hardly a thought is given to whether numbers will be achieved. If 2017 has been a year like that I hope you’re enjoying it.
8 Tips for Successful Win/Loss Analysis (How Sales & Marketing Can Drive Growth)
Many sales, marketing, and product management leaders recognize win loss analysis as an important factor in fueling revenue growth and understanding buyer appeal.
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.
Improve Your Win Rate By Turning a “No Decision” into a Win for Your Sales Team
The client’s top executives and sales manager told us that they wanted to learn how to improve sales practices. They just didn’t understand where they succeeded and where they failed. The sales teams blamed the pricing or missing features, but none of them requested feedback from their buyers.
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…