Win/Loss Analysis Reports: 3 Things You'll Learn
Marketers test every aspect of their campaigns to determine what’s working, and…
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 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…