Best Practices for Sharing Win-Loss Insights Across Your Organization
Written by Jonnie Anderson, Marketing Manager at Primary Intelligence As marketers running a win-loss program, we often struggle to share findings with other departments in our organizations. Win-Loss Analysis impacts all customer-centric departments and creates alignment throughout your organization when insights are shared and discussed….
Why Buyer Feedback is a Crucial Source of Sales Intelligence
Written by Jonnie Anderson, Marketing Manager at Primary Intelligence Sales intelligence is a hot topic right now for B2B organizations. Many providers promise to collect valuable sales intelligence data to help empower your reps throughout the sales process and empower your marketers to optimize the…
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: Product Marketers
Written by Jonnie Anderson, Product Marketing Manager at Primary Intelligence Win-loss analysis has helped many product marketers better understand their buyers. Through first-hand buyer and customer feedback, a product marketer is able to discover what their buyers truly care about, how to speak to their…
5 Signs You Need Sales Experience Analysis
Written by Jonnie Anderson, Marketing Manager at Primary Intelligence 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…
Using buyer feedback in competitive analysis
Written by Jonnie Anderson, Marketing Manager at Primary Intelligence 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…
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…