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,
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π (Pi) Reasons To Assess Your Product Management Team
Sunday, 02 February 2020
Huh?... What on earth does that title mean?... Well, most blogs try to entice you with a title like ‘3 Secrets To Greater Wealth’. Studies show humans can easily process 3 key points, but if we add a fourth our brains turn into mush and can’t process. We like to think our audience is smarter than the average bear and can process more than 3 things. So, we decided on ‘π Reasons To Assess Your Product Management Team’ as a title.
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4 Considerations When Hiring a Product Management Consultant
Saturday, 01 February 2020
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4 Considerations When Hiring a Product Management Consultant
Saturday, 01 February 2020
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The Forgotten Part of Win/Loss Analysis: The Win
Friday, 31 January 2020
At Egress, we believe the importance lies in gaining the Buyer’s Insight rather than the Seller’s mistakes
Not every sales win is good for the company and with proper analysis, a ‘Win’ can be just as informative if not more informative than a ‘Loss’ analysis.
In a recent Win/Loss Analysis Assessment, we identified that the top sales performers were outpacing everyone else on a number of deals and the total revenue generated but tended to only sell the lowest margin products.
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New to Market Discovery? Here’s What You Should Know
Thursday, 30 January 2020
Based on our experience with market discovery and the feedback we hear from our clients, it’s best to file away initial input and refer to it later in the process. It may be compelling, especially if it comes from a group of very impressive non-customers that your sales team is itching to win over. Generally speaking, this early input will not be enough to formulate a compelling problem statement.
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Avoiding Hiring Interns For Your Small Business? Read this first.
Wednesday, 29 January 2020
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3 Non-traditional Lessons For Product Management Success
Tuesday, 28 January 2020
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3 Things No One Tells You About Market Validation
Monday, 27 January 2020
Your research has uncovered a market problem that your company may be able to solve. Congratulations! It’s worth celebrating, but keep in mind that your work is about 30% done. Just like you wouldn’t run off and marry someone you just met, your decision to move ahead with committing company resources to this particular problem
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What Product Managers Must Do to Turn Ideas into Strategic Thinking
Sunday, 26 January 2020
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