Sales Coaching with Buyer Feedback
Written by Jonnie Anderson, Marketing Manager at Primary Intelligence Buyer feedback is the purest source of data to help you determine how and when to coach your reps. In a recent study, 36% of buyers said that a losing vendor could’ve won the deal by…
Tips for Choosing a Win-Loss Platform
Written by Jonnie Anderson, Marketing Manager at Primary Intelligence Whether you’ve conducted multiple win-loss programs throughout your career, or you are a marketer diving into win loss analysis for the first time, it’s important to choose a win-loss platform that will help you get the…
Why Traditional Win Loss is Dead
Written by Jonnie Anderson, Marketing Manager at Primary Intelligence Traditional win-loss analysis is dead. We’re sorry, but it is. Having been in the industry for over 20 years, we’ve seen the struggles of traditional win-loss analysis and how it impacts businesses of all shapes and…
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…
Tips for Sales Leaders
As sales leaders, we face tough challenges. With inaccurate forecasts, personnel turnover, and an ever-changing competitive landscape, our revenue goals can seem like they are slipping further and further away. So how can we combat the challenges that are part of our job description while…
Tips for Closers
There certainly are people with a talent for sales. They have that innate ability to connect with others, they recognize buying signs, and they possess a talent for language and presentation. Like a chef who has a vision for creating a delectable dish, this talented…
Creating a successful voice of the buyer program
The English writer Samuel Johnson famously said, “Bias and impartiality is in the eye of the beholder.” Sometimes it is easy to see the bias in others but are blind to our own. When creating a voice-of-the-buyer program, it is easy to let our own…
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