B2B Vendor Success: Understanding Company-based Attributes in Buyer Selection Decisions
When B2B buyers consider new vendors, what criteria are most important to them from an overall company perspective? Reputation? Industry experience? Service and support?
Join Primary Intelligence for a 15-minute “power” webinar to hear the latest research on company-related attributes most important to B2B buyers.
How Understanding Buyer Perceptions Can Increase Vendor Win Rates and Improve Customer Engagement
Although most buyers are keenly interested in features and functionality, factors related to company performance also matter. This report analyzes eight company-related factors—such as reputation, service and support, and vendor financial viability—that buyers use when evaluating vendors in competitive B2B sales opportunities.
How likely are your buyers and prospects to recommend your firm to other companies and colleagues? How certain are you that your organization will be asked to bid in future opportunities with a coveted account? Primary Intelligence shares the latest research on Key Performance Indicators.
In our 2015 State of Win Loss report, Primary Intelligence highlights ongoing trends in Win Loss Analysis, including ways in which organizations are conducting their Win Loss research, how long typical Win Loss programs have been in place, and annual spend on Win Loss initiatives.
Customer Experience—also referred to as “CX”—is important to businesses. It helps explain why customers remain loyal, and why they continue to buy our products and services. It also helps to explain why some customers defect, going to a competitor or simply doing the work in-house.
Primary Intelligence shares findings from its recently published 2015 State of Win Loss study. Learn how the Win Loss industry has changed since 2014 and what the most successful companies are doing to leverage their Win Loss initiatives.
Did you know that B2B buyers rate less than half of all sales reps as effective in understanding their business needs? Join Primary Intelligence and CustomerCentric Selling® to discover how well sales reps understand B2B buyer needs, along with strategies to better understand the needs of your buyers, winning more deals in the process.
Win Loss Analysis helps you win future deals by analyzing past competitive sales opportunities. By comparing responses by both the buyer and the sales rep, a clear picture emerges on what really impacts buyer decisions.
Customer Experience Analysis teaches you how to retain and grow revenue by studying current customers. It shows you how customers are benefiting from your solution (or not) and if you’re meeting their expectations (or not).
Why Sales Teams Don’t Understand Buyer Needs…and How to Make Sure They Do
Less than half of all sales reps are effective in understanding their buyer’s needs. Watch our webinar to learn key findings from our recent study of what’s causing this issue, along with tips on what you and your sales team can start doing today.
Three Customer Experience Best Practices to Keep Customers Coming Back
Why do customers defect to your competitors? Is it inevitable or is there something you can do to retain them? Primary Intelligence discusses the three best practices you can incorporate today to help retain customers tomorrow.
Truths & Misperceptions About the State of Win Loss
How do companies really do win loss? We asked 175 of your peers and the results are in! This webinar outlines discoveries from Primary Intelligence’s Industry Insights Report: “State of Win Loss: How Organizations are Leveraging Win Loss Programs to Increase Buyer Understanding, Develop Competitive Strategies, and Improve Company Performance.
Sports organizations constantly study their past performances to help them improve future results, yet most businesses don’t look at previous sales scenarios to understand what works and what fails. If companies “watched their game tape”, they would gain powerful insights into what buyers truly want and need and what converts to successful sales.
Not only can win loss analysis help organizations as a whole, but it can also dramatically improve an individual sales professional’s win rate. By doing so, the sales person can better fulfill their quotas and increase their own commissions.
Traction & Action: How to gain momentum with win loss findings
Reviewing a win loss interview is one thing, but acting on it to drive company-wide results is quite another. Find out from CEO Ken Allred how you can generate a strong up-tick in your win rate and revenue by implementing this single, simple best practice.
Win Loss Analysis benefits more than just your sales team. Win Loss can affect every aspect of your organization from strategic direction and marketing to operations and implementation. Join CEO Ken Allred for a look inside the benefits of Win Loss.