Perhaps a better title for this post would be Family – OR – Factors. Regular readers of my posts know that Win-Loss Analysis is a central theme. After all, if you’ve been focusing on something for over 20 years, you tend to – I’ll admit it, ‘obsess’ a bit about that something.
As a provider of Win-Loss Analysis, we interact with quite a few companies about their opportunity set. Depending on who you speak with, they may refer to it as their …
As companies wrestle with the pain and disappointment of losing a sale to a competitor, especially when confidence was high that they would win, some interesting psychology comes into play.
Many companies are in expansion mode – with new product development, or new market additions. Whether driven by the post-Covid “pivot” or just opportunity seeking, market expansion is what companies …
Marketers are often confused, for good reason, about the connection between these three things: Customer Satisfaction — Loyalty — Retention Customer Satisfaction is most often measured. It has been made …
So, why are you surprised? As hard as you work on closing significant sales, you think you might know better. Yet, even as a finalist, you find yourself sweating bullets while waiting to hear if you’ve won the deal.
“This is a three-billion-dollar market; if we can capture just one percent of that, we will crush it!” This is the type of statement often heard from champions of a business expansion effort.
One of the most exciting things that happens in businesses of all stripes is innovation — the next generation of a product, a new product launch or market entry; perhaps a new go-to-market strategy.
The importance of customer feedback in achieving sales success
Don’t lose sight of human source data… The trend toward data-driven or supported business analytics has accelerated. And it is valid for most of the findings its proponent’s advance. Product-market mix planning, demand modeling, customer alerts, the list goes on.