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.
Those of you who are responsible for new business have all experienced losing a new business opportunity that you a) really wanted, and b) fully expected to win.
In Market Research, there is a certain flow to how projects get defined. Early on, a project is defined as a quant project, a qual project, or maybe a combination of elements. Often this definitional process is right and good and yield the results for which it was intended.
We’ve all seen the bumper stickers in traffic: No message; just a cryptic number – 13.1, 26.2 or even scarier digits if you are a normal person who doesn’t run ultra-Marathons.
We’re all tired of sports metaphors in business, so I won’t belabor this one too much. In enterprise sales, there are many things we do to amp-up our results and reach the lofty goals we set, or as it often turns out, are set for us.
In life, when major events happen, we have a need to understand why. Clarity and crisp definition are satisfying, because we detest ambiguity. Clarity rules, even if the simple answer we come up with is flat wrong. Welcome to the world of humans.