For Marketing and Sales leaders, it’s not always obvious when there is a need for externally generated market insights to learn and grow from a challenging business situation. From a careful look at new business opportunities, to a general market outlook, there is a wide range of cases that can benefit from market intelligence.
How Win-Loss Analysis leverages success ~ We hear so much about the customer journey. Mapping this journey becomes the centerpiece of the marketing effort, aimed at reaching, nurturing and delivering the customers who score appropriately to the sales effort.
I think I speak for just about everyone I know in saying I’m tired of rehashing the election results. We were all surprised by the outcome, and as we all know, the pollsters had it wrong.
How agile leadership depends on customer voices ~
You may wonder if this is yet another rant about Win-Loss Analysis. Well, it is – sort of. To take a 50,000-foot view, there are two camps: one that believes Win-Loss Analysis is un-necessary and another that sees it as a vital component to a marketing and sales organization. The true believers are already doing it, and hopefully reaping the results; the nay-sayers are doing their best to succeed without it.
There are many different ways to define market intelligence, but the 1st Resource Social Intelligence Method takes a slightly different approach. We believe that considering the “human factors” of how people make decisions puts more meaning behind the findings.
Yesterday, while waiting for an oil change, the very-new technician asked which wiper blade I wanted. Literally, the question was, “which blade do you want, the $10 one or the $20 one?”
Many companies are thinking strategically about their “Win-rate” and how to improve it. Once a concern only for Enterprise companies, now SMB firms are exploring the benefits of a Win-Loss Analysis program.
Win-Loss Analysis is the best method for truly understanding buying decisions and customer behavior around recent deals.
As a specialist in Win-Loss Analysis , I get a front row seat to some really interesting developments out on the playing field where solution-providers compete. I get to see a lot of stellar performance that is usually rewarded, and some frankly silly nonsense that makes you wonder who is minding the store.
Strategic planning is a vital part of any business and every year it should lay the foundation for your business’ goals and how you will approach them. Market insights, when properly analyzed, lead to a better business strategy.