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…
How To Target The Strongest Buyer Segments In This New Market And Generate More Opportunities For Sales
If you’re concerned about the performance of your go-to-market programs, read…
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…
