Which aspects of your product offering and buying experience are helping drive sales? And which aspects are hindering sales? This is what enterprise and mid-market software companies often struggle to understand. A good win/loss analysis report will provide the answers to these questions.

While B2B sales teams are literally swimming in data, it’s not enough. Data-driven sales leaders are using input directly from buyers to find new ways to improve win rate and lead with conviction.

Sales and marketing are typically the largest area of spend for an expansion stage company. Marketing leaders can support increased profitability by reassessing who the strongest buyers are, and developing innovative and data driven ways to target them.

When a competitor realizes their win rate against you is increasing, they’ll look for ways to take market share from you. With an early warning about their gains against you, there’s time to prepare a defense that reduces the market share loss.

Technology markets change quickly. The buyers of today are unlikely to have the same needs and priorities and expectations as the buyers of even a year or two ago. So how should we collect feedback from prospective buyers and incorporate it into our roadmap?

The CRM should provide the market data that is needed to inform decision making and counterbalance overconfidence. But too many CRM implementations are contaminated with bad data.

How well do you support a technologist without a business case? If you're looking to reduce the "no decisions" in your enterprise pipeline, dig here.

How influenced are your buyers by tech analysts like Gartner and Forrester and consulting firms like KPMG, EY, Deloitte, and Accenture? Said another way, how much should I as an enterprise software CMO invest here?

We'd been hired to find ways to win more often against Google's category leading platform. Buyers were selecting Google's analytics and reporting product without even seriously considering an alternative.

The CEO was deeply concerned. "Startup buyers don't understand our business value. It's an afterthought. Even when we win, too many of them churn."

Who better than other buyers to help you decide what to say in a competitive battlecard, and how to say it. Here are five tips for using buyer debriefs to deliver battle cards sales will love.

Selecting a Win/Loss Analysis consultant is an important decision. Here are five tips for making a good choice.