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

  newbusiness@eigenworks.com

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...

Forget your resumé. Do an unsolicited loss analysis ...

You're applying, or interviewing for a big job? You're in sales, product, marketing, or biz dev? Forget sending your resumé out ... here's an idea that will get you noticed: Conduct an unsolicited loss analysis, gain insight into what's driving...

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...

Dear Alan: 15 minute interview guide for Win/Loss Analysis?

I recently had a request asking for help to design a win/loss analysis interview. As this topic has general applicability across industries, I thought I'd share some of that exchange with you, dear readers.

Positioning beyond the product: Think relationship

When I say "positioning", what do you think of?

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...

The Factory vs. The Lab: Leaders know Which is Which

Teams requires both a laboratory, to innovate and design, and a factory, to build and deliver. Unfortunately teams, companies, and individuals spend too much time in the lab or the factory, and often confuse the these two very different...

Win/Loss Analysis MUST include wins (success stories don't count)

If you want to improve your win rates in the market, it is important that you study wins, and not just losses.

A Tale of Differentiation: The Discounter vs. The Price Leader

On Monday I met with two companies with very different approaches to price and margin. One company's sales team said:

"one of our strengths is that we are so flexible on price."

They view it as a differentiator that they are willing to get the...

Unsticking the stuck deal

By Alan Armstrong

Have you ever heard this story before?

Your price is (probably) not the problem

By Alan Armstrong

A true story: The date was June 23, 7 days before quarter-end. Terri came to the sales meeting and said she could close another deal, this one for $75k, but she needed a 50% discount to make it happen. Discount granted, and $150k...

Who's in charge of price? (Buyer Conversations.)

Eigenworks is shopping for a product. Over the last few months I've been looking to license some software from a vendor. The price is not astronomical, but it's a significant chunk for a company of our size. If we license the product, the vendor...

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...

Competitive intelligence using lost deals

Another idea for PMs who lack permission to do win/loss analysis

Contacting lost accounts

Customers will normally schedule time to speak with you, but it's not easy to get ahold of lost accounts. My hit ratio is about 50%, meaning that if I want to speak with 10 accounts, I need to target 20.

Primary product requirements

Some products seem to fail at their primary requirements. What is the primary requirement of your product? Here are a couple of examples from everyday life. I hope these examples help you reflect on the primary use case of your product and how...

Product Managers: Do the opposite!

If the product management surveys are to be believed, most product managers spend very little time doing the things we know that we should be doing, and instead spend all our time managing logistics, and doing detailed work in marketing,...

Win/Loss Analysis: What to do if you’re not allowed to call customers

Pragmatic Marketing’s 2008 survey revealed that only 20% of its 1100 respondents are personally performing Win/Loss Analysis. We followed up with a straw poll to ask why; Why are you not doing Win/Loss?

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...

What’s the deal with Win/Loss Analysis?

Last week’s poll about Win/Loss Analysis has pointed out some grim facts about us as product managers. To summarize:

<
1 2

Subscribe to the Blog

Recent Posts