How Bad CRM Data Undermines Competitive Advantage

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 The Buyer Sees It: No Business Case, No Decision

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 The Buyer Sees It: How Much Do Tech Analysts Influence Decisions?

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?


How The Buyer Sees It: Google Wins Before We’re Even Considered

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.


How The Buyer Sees It: Even When We Win, Too Many Of Them Churn

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."


5 Tips For Using Buyer Debriefs To Deliver Battle Cards Sales Will Love

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? Here Are 5 Tips

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


Loose targeting leads to a lower LTV:CAC ratio

How To Target The Strongest Buyer Segments In This New Market And Generate More Opportunities For Sales

In March this year, everything changed—for you and for your buyers. Make go-to-market teams more efficient and more likely to meet your new opportunity targets by realigning around the strongest buyer segments in this new market.


How To Continue Prospecting During A Crisis Without Undermining Future Revenue

The disruptions caused by the Coronavirus pandemic are forcing us to change, setting aside the tried and true. Prospecting must change, too.


How Data From A CRM Can Transform Your Lost Deal Reviews

I often find Lost Deal Reviews get lost in the details. Could a CRM provide “just enough” data to make your Lost Deal Reviews productive?


Play better offense

Do you have to be in pain to put Win/Loss Analysis to good use? More than half the small and mid-size technology companies we engaged with this year were motivated by opportunity, not pain.


The Demand Gen Priority Matrix

We’re fans of the Demand Gen Priority Matrix because it requires no changes to value proposition or any other aspect of a vendor’s offering to quickly improve pipeline coverage and quality.