Go To Market: Finger Pointing 101

Go To Market: Finger Pointing 101

OK – maybe this is extreme (or maybe not), but one thing is clear; when you are missing revenue targets, when your conversion rates are low, or your product adoption is weak, then your Go To Market strategy is failing. The finger pointing means you are not sure...
Win-Loss Analysis: Why Salesforce is not Enough

Win-Loss Analysis: Why Salesforce is not Enough

A Typical Approach to Win Loss Analysis Many sales teams claim to have a handle on the reason why they win or lose an opportunity. After we assess their practice, we learn that their process to determine those reasons is almost always the same: A Salesforce...
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