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.

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.

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

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?

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.