650-999-0906 (US) or 226-780-0077 (Canada)

  [email protected]

The Interview Process Part 1: Know Thyself

Doing your own win/loss analysis or churn analysis can seem like a daunting task. We’ve already discussed some of the prep work you need to accomplish, not to mention the theories that drive our understanding of the interview process, but moving...

Churn Analysis and the Buyer-As-Hero

We’ve previously covered the three types of churn: Green Churn, Failure to Thrive, and Sudden Change. We talked about what made them what they were: how the optics of health scores can be misleading, and how churn analysis cannot fix a problem -...

Seeing the Full Picture: The 360° Win/Loss View

In our last article on the subject, Can You Hear Me Now , we argued that what a salesperson says to a buyer and what the buyer actually hears are generally not the same thing, and this impacts the feedback that buyers give to their sales reps. We...

Delivering Continuous Value in Competitive Intelligence

We’ve written previously about Competitive Intelligence and how Agile principles can help teams get ahead of the curve, rather than reacting to sales panic.

Why I Use Kanban

When I Use It and When I Don’t.

By now you have probably seen the image of the team standing a at a whiteboard or office wall studying a colorful mosaic of stickies.The board doesn’t always look the same: sometimes it’s messy, sometimes it’s...

The 3 Steps To Rehabilitate the Buyer/Sales Relationship

Do you think of Sales as a relationship of adversaries, friends, or partners? Of course if we put it that way, everyone will choose partners, but it rarely looks that way in practice. I recently talked to the head of a major tech advisory...

Your Competitive Intelligence Needs to Get Agile: Here’s How.

Most Competitive Intelligence (CI) people I talk to face a constant barrage of sales support questions, requests for competitor-killing presentations, and – my favorite – demands for that killer product feature that no competitors can match....

Can You Hear Me Now?

The Buyer’s Voice and the Art of Listening

Salespeople, this first question goes out to you: if I were to ask you how often you listen to your buyers, I suspect most-if-not-all of you would say “always.” In fact, I bet most of you would say...

Why you should publish Win/Loss and Churn Analysis Reports to the broadest possible audience

Our Win/Loss and Churn Analysis reports contain incredibly candid and detailed information about a buyer's decision making process. Because of this sensitivity, many clients understandably want to manage the information tightly and distribute...

Why We Created Agile Competitive Intelligence and What That Means for You

In a recent post, written while we attended the Business Agility Conference in New York City, we gave you a brief overview of the Agile Manifesto and its history. We mentioned that we were developing an Agile approach to competitive intelligence...

Don’t Do It! You Can’t Replace Buyer Interviews with Focus Group Panels

Focus Group Panels are Great and All, But They Don’t Get the Full Story

We recently chatted with a prospective client who said that they do their own win/loss and churn analysis in-house. Great! They told us that they see the value in hiring a...

Knowing Why You Lose Won't Always Help You Win

When you’re unhappy with your win/loss ratio, sales and marketing leaders naturally gravitate toward examining losses to find ways to turn things around. The reasoning is simple: When something’s broken, you look for ways to fix it. Maybe it was...

Why Would You Need a Psychologist to Analyze Market Research?

I was recently recruited to join the Eigenworks team as an analyst for buyer intelligence. It may come as a surprise to some that a market research company, specializing in win/loss analysis, would need psychologists on their team. In fact, it...

How to Get Feedback on Lost Deals

Many people who contact me about win/loss analysis are really only interested in thei loss analysis, or in understanding why they lose. They think they know why they win business, but are puzzled about why they lose, and they believe that they can...

How can Win/Loss Analysis help you find untapped markets?

This week had a very smart CEO pose a great question to me:

What are we missing in terms of opportunities where we aren’t even considered? Frankly I worry (like all paranoid startup CEOs) that this may be the biggest opportunity for growth. Do...

Guest Post: To Kill a Product: Why, When and How, Part 2/3

Note: This is the 2nd of a 3 part series of articles by guest blogger Chris Brown. If you feel inspired to write a guest post of your own, click here to find out how to submit it to us.

Guest Post: To Kill a Product: Why, When and How, Part 1/3

Note: This is the 1st of a 3 part series of articles by guest blogger Chris Brown. If you feel inspired to write a guest post of your own, click here to find out how to submit it to us.

How You Should Handle Being Stood Up

I'm typing this on my iPhone after just having been stood up for an appointment ... actually just a beer with a colleague.

How does one handle such things? Is it a personal affront? Should I be upset? Hold it against the person? Or overly...

How to get a lost account to speak with you

One of the most difficult things in Win/Loss Analysis is getting someone from a lost account to speak with you. Why would they spend the time, and why would they reveal anything to you? Once an evaluator rules you out, they have absolutely no...

How NOT to do Win/Loss Analysis part 1: CRM Reporting

When I first meet the product (marketing) managers in a client engagement, they are often confused about why the CEO, VP Sales, or VP Marketing has hired my firm. The PMs present me with their own Win/Loss Analysis report, and wonder what we are...

How Different People Handle Change

As a Product Manager, you are required to deal with all parts of the company, from marketing to development to finance to operations to the executive team; you need to be able to work with all of them. Furthermore, you are often an agent of...

1

Subscribe to the Blog

Recent Posts