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

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…


Play better offense

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


The Demand Gen Priority Matrix

I want to introduce you to the Demand Gen Priority Matrix, a valuable tool for…


What's holding you back from landing better?

As a founder or sales leader, you need to win faster, win more, and win bigger…


5 Sins of Staying in the Building

Make no little plans; they have no magic to stir men’s blood and…


24 Ways to Ace Your Win/Loss Analysis

Once you stop learning you start dying —Albert Einstein Last quarter’s…


How To Lift Win Rates By Up To 50% With Win/Loss

The benefits of Win/Loss Analysis are well known and have been documented in…


Q&A: Market Insights at a Microservices Tools Vendor

Mark Brewer is CEO of Lightbend. The Lightbend Reactive Platform makes it easy…