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    Customer experience on a budget

    Gathering Customer Insights on a Budget

    by mark.larson

    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…

    Competitive intelligence, Customer experience analysis, Primary Intelligence

    The Hidden Risk in NPS

    by Melissa Short

    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…

    Competitive intelligence, Data research & methodologies

    How One Company is Tackling the Risk of Nothing

    by mark.larson

    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…

    Competitive intelligence, Win loss analysis

    Three Key Tips for a Voice of the Customer Program

    by mark.larson

    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…

    Competitive intelligence, Customer experience analysis

    Effective Sales Enablement

    by mark.larson

    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,…

    Competitive intelligence, Data research & methodologies
    Feedback Inc: Competitive Advantage

    Competitive advantage and how to gain it

    by mark.larson

    A competitive advantage is defined as the ability of a company to demonstrate a perceivable difference in their product that elevates it over that of their competitors. To make your product stand out against the competition, there are a few steps you can take that…

    Competitive intelligence
    Win Loss Analysis Surveys Eliminate Bias

    Win Loss Best Practice Series: Four Ways to Eliminate Bias in Your Win Loss Analysis Surveys

    by Connie Schlosberg

    Demonstrating the value of your products and services in a way that resonates with your buyers is the difference between winning and losing, between developing a trusted partnership or just being another vendor. To do this effectively, you need to know and understand your buyers,…

    Competitive intelligence, Data research & methodologies, Win loss analysis

    Win Loss Analysis Best Practice Series: How to Beat an Incumbent in Sales

    by Connie Schlosberg

    Convincing a prospect that you offer the best solution and they should make the changeover to your product/service may appear to be a dauntless task. Nonetheless, there are ways to win them over and beat the incumbent.

    Competitive intelligence, Win loss analysis

    The Compartmentalization of Competitive Intelligence in a Company

    by mark.larson

    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.

    Competitive intelligence, Win loss analysis

    What is Win Loss Analysis?

    by Connie Schlosberg

    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…

    Competitive intelligence, Data research & methodologies, Win loss analysis
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    Recent Posts

    • Dealing with Customer Churn
    • Successful Customer Retention: The What, the Why, and the How
    • Gathering Customer Insights on a Budget
    • Three Critical Questions for Increased Win Rates
    • The Hidden Risk in NPS

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