Using Win Loss Analysis: Customer Experience
Most often when people think of win loss analysis, they think of the sales process. But win loss analysis has tremendous benefits on the customer success side of a buyer’s journey. It is not uncommon for the sense of urgency to dip once the deal…
Using Win Loss Analysis: Marketing
Win loss analysis has helped many marketers better understand their buyers. Through first-hand buyer feedback, marketers are able to discover what their buyers truly care about, how to speak to their buyers based on persona, and what value propositions will be most effective. These actionable…
5 Signs You Need Sales Experience Analysis
In a recent study, 36% of buyers said that a losing vendor could’ve won the deal by making a change in during the buying process. Most often, buyers described missteps in the sales experience as the reason for lost business – even above price or…
Using buyer feedback in competitive analysis
Companies who cannot find their competitive edge will lose deals. Therefore, it’s important that sales and marketing have a deep understanding of who their competitors are, what their competitors are doing, and how they can best position themselves against competitors in an ever-changing market. By…
Battlecards: a necessary sales resource
Salespeople are always looking for the easy solution to compete against their market rivals. One thing that sales professionals do not want is to spent time on extensive research to discover a competitor’s strengths and weaknesses. After all, your company pays salespeople to interface with…
Gathering Customer Insights on a Budget
You’ve held focus groups. You’ve conducted surveys. You’ve analyzed customer interactions and coached your sales team on all the latest and greatest closing techniques. Yet, your sales and revenue remain flat. Frustrated, you continue doing what you’ve always done because, well, what else are you…
The Hidden Risk in NPS
Melissa Short, VP Reporting Services Why measuring effort to value is critical to understanding customer success In brief: Recommendation likelihood (also referred to as Net Promoter Score or NPS*) likely has limitations in describing customer success and can disguise risk. Even when highly likely to…
How One Company is Tackling the Risk of Nothing
What happens when a sales team uses data-driven insights to fix their no decision problem? Here’s what one sales team accomplished, their unexpected results, and advice for others to get ahead of no decisions. —Melissa Short, VP Reporting Services For some organizations, “no decisions” or…
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,…