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.

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.

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.

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.

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.

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.

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.

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.

How To Get More Innovations To Market

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.

10 Tips For Customer Interviews That Yield Real Insight

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?

10 Tips For Finding Your Product Concept’s Target Customer

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.