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 Using Buyer Debriefs To Deliver 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…


How To Continue Prospecting During A Crisis Without Undermining Future Revenue

How should SDR outreach at B2B software vendors be realigned for COVID-19?…


How Data From A CRM Can Transform Your Lost Deal Reviews

Lost deal reviews. Loss reviews. Win/Loss reviews. With the noble intent to…


Play better offense

Do you have to be in pain to put Win/Loss Analysis to good use? I’d say no, not…