22 May, 2020

The Value of Strong Customer Relationships

By |2020-05-22T08:54:02-07:00May 22nd, 2020|Categories: Customer Experience|Tags: , |

Around the world, folks are beginning to emerge from isolation protections. Many are trying to do all they can to make successful business decisions in an unknown and complicated environment. People are anxious. They feel disconnected. And businesses are facing tough decisions. The anxiety we feel about what the future holds can overwhelm us, leading [...]

30 March, 2020

In-depth Interviews: What B2B Leaders Need to Know

By |2020-10-02T13:35:11-07:00March 30th, 2020|Categories: Competitive Intelligence|Tags: |

Online and in-app surveys, focus groups, advisory boards, and user groups can be fantastic methods for gathering valuable customer feedback. Each approach has a place in the overall customer experience strategy for business leaders who rely on customer input to guide important business decisions. However, one method of customer feedback collection that is sometimes overlooked [...]

11 March, 2020

How do you Analyze your Competitors?

By |2020-04-30T09:09:52-07:00March 11th, 2020|Categories: Competitive Intelligence|Tags: , |

Read the latest market analysis for your industry. For better or worse, the landscape is likely saturated with dozens of competitors – each promising the latest and greatest. While a crowded industry can signal a strong demand for your products and services, it also means competitors are not just vying for the attention of your [...]

20 August, 2019

How do you gather information about competitors?

By |2020-03-04T11:40:00-07:00August 20th, 2019|Categories: Competitive Intelligence|Tags: |

The only thing more important than keeping your finger on the pulse of customer and employee sentiment is maintaining a thorough understanding of the competitive landscape. Your customers may be pleased, and your employees may be engaged – but if a competitor generates enough buzz, both may be at risk for defection. Therefore, it’s vital [...]

16 April, 2019

Can You Quantify the ROI for Your Sales Win Loss Program?

By |2020-04-30T09:51:58-07:00April 16th, 2019|Categories: Sales Effectiveness|Tags: |

In parts 1, 2 and 3 of this series on Sales Win Loss Programs, I focused on why collecting feedback after a sales pitch is so valuable, the different ways it can be gleaned, and best practices for conducting post-sale interviews. In this fourth and final installment, I will share what you should do with [...]

25 March, 2019

The Ideal Sales Win Loss Analysis Template

By |2020-04-30T09:55:37-07:00March 25th, 2019|Categories: Sales Effectiveness|Tags: |

In part 1, I shared the insights we believe every company should be striving to capture from the sales process. In part 2, I covered some of the most common methods companies use to acquire those insights, with our strong recommendation that every company implements a Sales Win Loss Program. In part 3 of our [...]

31 January, 2019

How to Obtain Valuable Insight from the Sales Process

By |2020-04-30T10:12:15-07:00January 31st, 2019|Categories: Sales Effectiveness|Tags: |

In part 1 of this blog series, we shared the wealth of knowledge we believe every company should be striving to capture from the sales process. I haven’t met a business leader who would pass up the opportunity to learn so much about how their company and offering is perceived versus their primary competitors. Today, [...]

14 January, 2019

Maximize the Learning Opportunities from Won or Lost Sales

By |2020-04-30T10:21:23-07:00January 14th, 2019|Categories: Sales Effectiveness|Tags: |

  I believe that most companies fail to capture powerful insights that should be acquired from the sales process. The opportunity is often squandered, largely because what’s learned after you win or lose a sale isn’t shared beyond a salesperson or the sales leader. Understandably, most sales teams are laser-focused on generating revenue by closing [...]

15 November, 2016

How B2B Companies Can Gather Competitive Intelligence

By |2019-08-23T15:48:39-07:00November 15th, 2016|Categories: Competitive Intelligence|Tags: |

From how competing companies are viewed by your target market to how industry leaders pitch products and services, successful B2B companies build a competitive edge by seeking to understand their competition. For some companies, this is as straightforward as following twitter accounts, dissecting industry news, or reading competitor blogs. For others, it may take on [...]