How to Sway Your Buyers’ Decision in B2B Sales Deals
Although B2B buyers are most interested in product features and functionality when evaluating companies, buyer’s perception of your company can sway the decision in your favor (or not).
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.
Win Loss Analysis Best Practice Series: Seven Marketing Best Practices to Increase Competitive Win Rates
No matter which industry you’re in, sales evaluations play a major part in your company’s success. While product features and functionality are usually the most important aspects in an evaluation, buyers still consider company reputation, service and support, and future direction in the final decision.
Here are seven best practices you can apply to increase competitive win rates for your company.
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: Six Strategic Recommendations to Apply to Your Program
Win loss analysis is more than just gathering, analyzing, and interpreting information about a market. It’s more than just sizing a market and understanding the growth rate, competitors, and buying segments. Win loss research is a sales, product, and marketing enablement tool focused on improving sales, improving the product/service, and improving a company’s market presence as a result of listening to customers.
Six Tips for Sharing B2B Customer Experience Insights with Employees
At Primary Intelligence, broad access to Customer Experience information is viewed as a best practice since this gives employees, managers, and executives deeper insights into customer perceptions of the organization. Widespread access also allows individuals at every level to construct possible remedies to address customer concerns and gives impetus and support for new initiatives.
Focus Forward: Revisiting Primary Intelligence 2nd Annual Outcomes 2017 Conference
Primary Intelligence celebrated its 2nd Outcomes 2017 conference and the following is a summary of the of the three-day event, which was held September 13-15 at the Grand Summit in Park City, Utah. Outcomes 2017 is the only conference dedicated to win loss and customer experience professionals.
- Win Loss Best Practice Series: Four Ways to Eliminate Bias in Your Win Loss Analysis Surveys
- After the Customer Interview, Turn Feedback into Action
- The Compartmentalization of Competitive Intelligence in a Company
- Customers vs. Prospects: Aligning Customer Experience and Win Loss Analysis
- 3 Ways Successful Companies Use Win Loss Analysis