A Win/Loss Survey Can Provide Early Warning Of Competitive Threats

We have many excellent tools for gathering and analyzing competitive…


How To Get Product And Sales Aligned With Win-Loss Analysis

In the early days of my career as a B2B product manager, I found it tricky to…


How Bad CRM Data Undermines Competitive Advantage

Confidence is a riddle. We want our leaders to be confident, yet overconfidence…


How The Buyer Sees It: No Business Case, No Decision

The champion in a B2B software client’s won deal: “The [category]…


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…


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…


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

We were kicking off a project for a new client. I had a meeting scheduled with…


5 Tips For Competitive Battle Cards Sales Will Love

If you want your competitive battle cards to have more impact — to be a…


Selecting A Win/Loss Analysis Consultant? Here Are 5 Tips

Most B2B technology providers seek to learn from their lost deals. They analyze…


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

It’s become harder to generate qualified opportunities since March of this…