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.

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.

As an enterprise sales leader, you need to win faster, win more, and win bigger in 2019, and it all begins with landing better.

Feedback and perspective from decision makers in your closed deals reality checks “inside thinking” and generates the “Aha” moments that help you avoid these 5 sins of inside thinking.

Twenty-four tips for acing the details of a Win/Loss analysis - so you get better data, faster, and a more impactful analysis.

The benefits of Win/Loss Analysis are well known and documented by independent analysts like Gartner. Yet, little has been written about how these gains are being achieved. Here are 5 tips for winning more deals with Win/Loss.

CEO Mark Brewer describes Lightbend's experience with customer research in the open-source microservices tools market.

Enterprise products often begin underperforming when they reach the broad base of junior people in mainstream enterprises. I describe a technique for regaining product/market fit.

Microservices architecture usage is spreading from savvy technology companies to mainstream enterprises. I share five observations, from the front lines.

When enterprise technology companies fail to innovate it's usually not a shortage of new product concepts that's to blame. Rather, it's market validation that first gums things up.

Your first target customer interview is the moment you've been preparing for. Now, when you walk into that first target customer's office, join the webinar, or make the call - how do you make the most of this precious time?

Finding, screening, and then scheduling interviews with your new product's target customers is the linchpin of validating a new product concept. In this article, I offer 10 tips for improving this process, often called participant recruiting.