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…


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…