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Check out these additional resources

Getting to the Root Cause

Getting to the Root Cause

How recent discoveries regarding the sinking of the Titanic relate to the real reasons companies win and lose sales opportunities

Win Loss Analysis: It’s Not Just For Sales Anymore

Win Loss Analysis: It’s Not Just For Sales Anymore

Win loss analysis may be one of the most important success measurement activities—not just for sales, but for marketing and product leaders. Win analysis will explain clearly how buyers buy; loss analysis will tell you why they don’t buy from you. You’ll learn how to improve your product and your promotion, and where marketing can support the sales team with better sales tools.

Nine Best Practices for Nailing Competitive Intelligence in Dynamic Markets

Nine Best Practices for Nailing Competitive Intelligence in Dynamic Markets

Understanding competitors is challenging, even in the most stable of industries. When trying to nail down competitive dynamics in fluid markets, the task becomes even more difficult. This is especially true if your firm has limited resources for competitive intelligence capture, analysis, reporting, and dissemination… leaving it to sales and marketing to “figure it out.”