Three Reasons Sales Leaders Want Even More Data About Their Buyers

Sales in the 21st century is all about the data. Sales teams source, record,…


Data driven targeting improves profitability

Data Driven Targeting And Messaging Increases Profitability

Profitability is in. Growth at any cost is out. This puts sales and marketing…


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…