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.
July 31, 2020
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.
April 14, 2020
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?
February 17, 2020
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.
November 13, 2019
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.
October 22, 2019
What’s holding you back from landing better?
As an enterprise sales leader, you need to win faster, win more, and win bigger in 2019, and it all begins with landing better.
March 4, 2019
5 Sins of Staying in the Building
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.
November 14, 2017
24 Ways to Ace Your Win/Loss Analysis
Twenty-four tips for acing the details of a Win/Loss analysis - so you get better data, faster, and a more impactful analysis.
October 4, 2017
How To Lift Win Rates By Up To 50% With Win/Loss
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.
August 31, 2017
Q&A: Market Insights at a Microservices Tools Vendor
CEO Mark Brewer describes Lightbend's experience with customer research in the open-source microservices tools market.
February 27, 2017
How To Regain Product/Market Fit
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.
October 19, 2016
The Move to Microservices, From the Front Lines
Microservices architecture usage is spreading from savvy technology companies to mainstream enterprises. I share five observations, from the front lines.
July 13, 2016