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  • Articles posted by Jesse Lujan
January 20, 2021

Author: Jesse Lujan

Buyers’ Insight: A Primer

Sunday, 09 February 2020 by Jesse Lujan
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Buyers’ Insight Analysis – Think Beyond Win-Loss

Wednesday, 05 February 2020 by Jesse Lujan
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Win-Loss Analysis: Why Salesforce is not Enough

Monday, 03 February 2020 by Jesse Lujan
Their current process primarily focuses on sales opportunities. They understand that a salesperson is the individual closest to the deal. They assume that proximity equates to insight. So logically (or lazily), they create a process through Salesforce that tasks salespeople to select the reasons behind that outcome. This is a win-loss analysis practice of least resistance. It’s relatively painless to implement, it’s logical, and it can be easily aggregated. Unfortunately,
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Measure Small. Measure Often. Win Big!

Sunday, 15 December 2019 by Jesse Lujan
We're living in a technologically fast paced environment. Customers are demanding better and continuously improving features. When looking for a solution in the market, customers are doing their research and are becoming incredibly informed before they chose to buy. This trend began in the consumer markets, but it has made its way to the B2B space.
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