Buyers’ Insight Analysis – Think Beyond Win-Loss
Wednesday, 05 February 2020
- Published in Uncategorized
Win-Loss Analysis: Why Salesforce is not Enough
Monday, 03 February 2020
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,
- Published in Uncategorized
Measure Small. Measure Often. Win Big!
Sunday, 15 December 2019
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.
- Published in Uncategorized