2023-03-07 22:07
When running Win-Loss Analysis or a voice of the customer program, you must be able to show the value and impact of your program to executives and key stakeholders. By measuring the results… Read More
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Primary Intelligence | Voice Of The Buyer Blog
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winloss analysis
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This blog details how marketing, sales, and product leaders can listen to the voice of the buyer to deliver better win and retention rates.
2023-02-22 15:46
DRAPER, UT., Feb. 21, 2023 – Leading revenue growth consulting and services company Corporate Visions announced today that it is acquiring Primary Intelligence, the lead… Read More
2023-01-23 13:50
Boston and Draper, UT – Primary Intelligence, the leader in win-loss analysis, and Crayon, the premier competitive intelligence platform, today announced a first of its kind integratio… Read More
2022-11-02 16:36
Sales leaders need to be able to analyze their sales performance and identify areas where they need to improve. One way to do this is by using Win-Loss Analysis. While Win-Loss Analysis is t… Read More
2022-11-01 16:04
Your sales kick off (SKO) sets the tone for your go-to-market teams at the beginning of each year. But how do you put together an impactful sales kick off meeting for your B2B sales team? He… Read More
2022-10-28 14:37
What is Sales Enablement?
Sales Enablement is one of the most important aspects of a salesperson’s toolkit, and it’s something that all product marketing teams should be taking s… Read More
2022-10-21 14:42
It’s no secret that go-to-market (GTM) strategy is essential to the success of any product. In fact, according to Forrester, GTM is the number one priority for product marketers. But w… Read More
2022-10-21 14:29
It’s no secret that product marketing and sales enablement are two of the most important functions within a company. After all, they are responsible for ensuring that the right product… Read More
2022-10-21 14:14
When it comes to go-to-market strategy, there’s no one-size-fits-all solution. The right approach depends on your specific products, target market, and competitors. However, there are… Read More
2022-06-22 19:17
B2B product marketers are often tasked with creating a winning go-to-market strategy for their organization. But it can be more difficult than it sounds! If you want to know how to capture y… Read More
2021-05-26 16:00
There certainly are people with a talent for sales. They have that innate ability to connect with others, they recognize buying signs, and they possess a talent for language and presentation… Read More
2021-05-19 16:00
Over 80% of B2B buyers use Supplier Information Channels (SIC) to research their buying decisions before they purchase. However, only 30% feel that the information found there is “Impa… Read More
2021-05-07 14:41
More and more, our business processes, data, and backups are handled through remote access, aka “the cloud”. Online storage of critical company information, including intellectua… Read More
2021-04-28 16:00
The English writer Samuel Johnson famously said, “Bias and impartiality is in the eye of the beholder.” Sometimes it is easy to see the bias in others but are blind to our own. W… Read More
2021-04-21 19:56
Customer loyalty begins with a great customer experience. As Vince Lombardi once said, “It takes months to find a customer… seconds to lose one.” Customer loyalty is built… Read More
2021-02-24 20:25
Customer churn. It is an issue that every sales team and every business has struggled with at one time or another. If you’re unfamiliar with the term, you surely won’t be unfamil… Read More
2021-02-10 17:54
Merriam-Webster’s dictionary defines the word loyal as, “faithful to a cause, ideal, custom, institution, or product.” Given this definition, would you say your customers a… Read More
2021-01-28 18:15
You’ve held focus groups. You’ve conducted surveys. You’ve analyzed customer interactions and coached your sales team on all the latest and greatest closing techniques. Yet… Read More
2020-04-13 22:48
One critical component to a successful revenue growth strategy is to increase win rates on deals in the pipeline. But it’s much easier said than done, and it has become even more chall… Read More
2020-04-13 16:48
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The post Protected: Three Critical Questions for Increased Win Rates appeared first on Primary… Read More
2020-03-19 00:29
Melissa Short, VP Reporting Services
Why measuring effort to value is critical to understanding customer success
In brief:
Recommendation likelihood (also referred to as Net Promoter Score… Read More
2020-01-29 00:30
What happens when a sales team uses data-driven insights to fix their no decision problem? Here’s what one sales team accomplished, their unexpected results, and advice for others to g… Read More
2019-10-30 23:08
Getting key feedback from customers is nothing new. And in the height of the information age, it has become easier than ever to get the voice of your customer. However, not every Voice of th… Read More
2019-10-24 11:00
Diet and exercise. If you ask anyone competent in dealing with body health, they will invariably come back to these two items. When it comes right down to it, that is the key. It is a lifest… Read More
2019-10-10 17:43
What is sales enablement?
Sales enablement provides salespeople with tools, content, and information that help them sell efficiently and effectively. To be an effective provider of these res… Read More
2019-10-01 11:00
Every company wants to understand how their customers feel about their experience with them. The question is how to accomplish that? Mapping the customer journey can be difficult if not done… Read More
2019-09-25 15:37
Sales training is meant to help salespeople improve their effectiveness and close more deals. The goal is to help sales gain the techniques that make the most impact on winning business. But… Read More
2019-09-17 10:30
A competitive advantage is defined as the ability of a company to demonstrate a perceivable difference in their product that elevates it over that of their competitors. To make your product… Read More
2019-09-10 14:40
Retention rates. It is often used as a buzz word in companies when they discuss their customers. And well they should since it is five times more costly to acquire new customers than retain… Read More
2019-03-19 18:14
Customer experience is more important in 2019 than it ever has been considering the plethora of choices available to buyers. If that statement alone is not enough to convince you, then under… Read More
2019-02-27 19:35
Knowing your buyer’s evaluation process is one of the most critical elements to include in the sales strategy. Having this knowledge is critical to not only the sales rep’s succe… Read More
2019-02-13 19:14
Demonstrating the value of your products and services in a way that resonates with your buyers is the difference between winning and losing, between developing a trusted partnership or just… Read More
2019-02-13 18:00
Imagine you’ve applied for a job and you’re called in for an interview. In the meeting, the interviewer gives you the choice of first hearing about the job or talking about … Read More
2019-01-09 20:39
Increased revenue, saving existing relationships, and applying the key learnings towards future opportunities should be the result of actionable intelligence gathered during customer intervi… Read More
2018-12-27 20:15
At Primary Intelligence, we have a strong value proposition and were pretty good at communication the message. To us, the true value of what we do is obvious. The list of people in a company… Read More
2018-12-22 16:19
There are more questions that can and should be asked; the important concept though is that you need to design your research to be able to make appropriate comparisons between the two groups… Read More
2018-12-12 21:27
Win Loss Analysis can provide you with a clear path to the answers you seek. In the past, win loss analysis has been used solely as a way to evaluate and adjust sales performance, but more a… Read More
2018-11-19 19:32
Many sales, marketing, and product management leaders recognize win loss analysis as an important factor in fueling revenue growth and understanding buyer appeal.
The post 8 Tips for Success… Read More
2018-11-08 09:31
While there are multiple benefits of win loss analysis, winning back lost business from a competitor can be a sales rep's sweet spot. So the sales deal got away from you. What now?
The post… Read More
2018-11-06 16:31
One of the biggest obstacles to creating effective competitive intelligence is the timeliness of the data. If intelligence is not available at the moment of need, it does little good. And th… Read More
2018-11-01 17:27
Executive would be more open to vendors that realized product pitches are relics of the past when sellers pushed products.
The post Sales Insights: The Key to Being a “Customer-Centric… Read More
2018-10-23 16:00
The client’s top executives and sales manager told us that they wanted to learn how to improve sales practices. They just didn’t understand where they succeeded and where they fa… Read More
2018-10-16 15:10
74% of the time you have sellers leading with product to buyers that are unable to see usage and value.
The post Sales Insights: Who is Calling on Whom? appeared first on Primary Intelligenc… Read More
2018-10-03 07:30
In the end, using the most sophisticated analytics tools to determine the key influencers will eventually provide the greatest strategic decision-making ability for your company. In many cas… Read More
2018-09-13 15:21
Always and never don’t usually apply to sales, but my suggestion is to alwaysact as though you are Column A when asked for better pricing. If you are, buyers will come back to you… Read More
2018-09-05 17:40
If a seller’s contact can’t identify areas of value the seller can ask if he/she could introduce them to a person that can.
The post Sales Insights: Where You Start Impacts the O… Read More
2018-08-20 18:33
Gaining a deep understanding of other people requires significant effort, patience, and good listening skills. It’s a journey that can take a lifetime to perfect.
The post Why B2B Sale… Read More
2018-08-14 21:01
Some salespeople see this as an opportunity to win the business with aggressive pricing. In my experience, vendors selling non-commodity offerings can seldom discount their way into becoming… Read More
2018-07-19 17:10
In order to have sales process defined milestones, consistent positioning of offerings, a standard skill set and the ability of managers to audit pipeline by reviewing correspondence with bu… Read More
2018-07-12 16:01
We look at ways in which B2B buyers are identifying and selecting their top tier of vendors for purchase evaluations—how they’re coming up with their short list of contenders (of… Read More
2018-07-05 17:09
With no offense intended, having sellers grade pipelines is analogous to allowing inmates run the asylum. Sellers less than YTD will often reduce the bar for qualification. Their primary mot… Read More
2018-06-28 07:30
Collecting a combination of open-ended and close-ended feedback is a best practice at Primary Intelligence. While collecting only close-ended or only open-ended feedback is possible, having… Read More
2018-06-06 18:19
Initiating opportunities at high levels offers several potential advantages to salespeople.
The post Sales Insights: How to Maintain Key Player Access appeared first on Primary Intelligence Read More
2018-05-15 18:27
John Holland from CustomerCentric Selling discusses the types of sales questions that can be asked to executives and the pros/cons of each.
The post Sales Insights: To Ask or Not to Ask abou… Read More
2018-05-09 21:10
What are the chances you can win a B2B sales deal that’s priced higher than your competitors? As challenging as it may be, winning a competitive bid is not impossible. How often d… Read More
2018-05-01 18:35
Buyers don’t like to be told what they need. Many resent seller attempts to force solutions upon them. In the best case buyers will discount whatever claims sellers make as they&r&hell…Read More
2018-04-11 16:59
The recent CCS® Index showed that 53% of sellers are guilty of “winging” sales calls. Most everyone had been guilty of not doing their due diligence before going to make a sa… Read More
2018-04-05 20:30
At the most basic level, win loss analysis helps sales, marketing, and product leaders understand the reasons for their organizational wins and losses so that they can increase their win rat… Read More
2018-03-29 15:30
Collecting data and sharing customer insights are valuable competitive strategies, but competitive intelligence must be converted to actionable decisions if you truly want change.
The post W… Read More
2018-03-15 15:12
No decision is a terrible outcome for both buyers and sellers. It ultimately means both parties spent time, effort and money and at the end, the buyer decided not to buy from any of the vend… Read More
2018-03-06 18:21
Premature proposals often hang in seller’s pipelines and often wind up being removed months later after no decision has been reached.
The post A Strong Qualifier for Proposals appeared… Read More
2018-02-28 18:23
When you get some honest customer feedback, and start doing different things, the outcomes change, and the insanity goes away. Suddenly the world makes a lot more sense, and you’re clo… Read More
2018-02-14 18:09
When calling at lower levels, consider asking questions buyers either can’t or don’t want to answer.
The post The Different Types of Questions to Ask at High and Low Levels appea… Read More
2018-02-01 17:35
Buyers across industries shared this common narrative, too. If you can sharpen the tip of the spear—your sales team—and understand your buyer’s needs first, then you’… Read More
2018-01-24 18:30
Often premature proposals languish in sellers’ pipelines. With every passing month the probability of getting the business wanes. A way to minimize the chances of this happening is to… Read More
2018-01-17 20:10
Although B2B buyers are most interested in product features and functionality when evaluating companies, buyer's perception of your company can sway the decision in your favor (or not).
The… Read More
2018-01-08 18:00
Over time sellers begin to realize the only good RFP’s are the ones that you get to wire by making the requirements align with your offering and ideally incorporating features or capab… Read More
2018-01-03 11:30
If your customer experience program is not telling you how likely your current customers are to renew or expand their spending with you in the near and long term, you're missing a critical m… Read More
2017-12-13 18:30
No matter which industry you're in, sales evaluations play a major part in your company's success. While product features and functionality are usually the most important aspects in an evalu… Read More
2017-11-28 17:47
A constant reality for salespeople is quota pressure. There are years when everything goes well and hardly a thought is given to whether numbers will be achieved. If 2017 has been a year lik… Read More
2017-11-20 16:28
Sometimes, it is interesting to try to classify different areas of research and intelligence to see how certain specialties have originated, evolved and grown into their own species, so to s… Read More
2017-11-15 18:02
When the data is complete and accurate, the information readily gained from a buyer can contribute to a wealth of competitive intelligence and help your organization win more deals, increase… Read More
2017-11-06 18:14
Selling is the business discipline most resistant to process and technology. Companies implement stringent procedures for order entry, billing, accounts receivable, accounts payable, general… Read More
2017-10-26 17:29
Win loss analysis is more than just gathering, analyzing, and interpreting information about a market. It’s more than just sizing a market and understanding the growth rate, competitor… Read More
2017-10-23 15:41
We recently worked with a company trying to fix their high customer attrition rate with annual customer satisfaction surveys. Their survey project was successful. Fixing the attrition r… Read More
2017-10-18 17:06
Good positioning statements address the question and allow sellers to transition to focusing on the buyer's organization and business issues.
The post 4 Tips for Creating Good Posi… Read More
2017-10-05 18:26
At Primary Intelligence, broad access to Customer Experience information is viewed as a best practice since this gives employees, managers, and executives deeper insights into customer perce… Read More
2017-09-21 16:41
Primary Intelligence celebrated its 2nd Outcomes 2017 conference and the following is a summary of the of the three-day event, which was held September 13-15 at the Grand Summit in Park City… Read More
2017-09-11 20:03
Remember, the goal is to get the most accurate measurement of the buyer or customer’s perceptions – avoid any risk of confusion.
The post The Magic in a 0-to-10 Rating Scale appe… Read More
2017-09-07 19:43
Successfully starting and running a win loss analysis program takes skill, patience, and tenacity. Here are a few tactical recommendations to help ensure your company's win/loss efforts are… Read More
2017-08-24 18:42
Communication is a key theme in customer experience. Yest some organizations still believe it’s scary to communicate with their customers. Confirming problems and issues means you actu… Read More
2017-08-16 17:43
What's the top concern of selling? Determining what your customers want so you can win more sales opportunities. So how are successful companies making this determination?
The post State of… Read More
2017-08-09 17:13
In today’s business environment everyone is flat out busy. As a seller you can save time and angst if you delay negotiating until you have determined that you are the vendor of choice… Read More
2017-08-03 17:27
Jen will be speaking at Outcomes 2017 for the "Being Mindful of Root Causes" session and "Identifying Priorities & Reviewing Insights" workshop on Friday, September 15.
The post Outcomes… Read More
2017-08-01 17:15
Jarod will be speaking with Mackenzie Wilson, our Director of Sales, for Outcomes 2017 for the "Uncovering Weak Spots and Barriers to Success" session on Friday, September 15.
The post Outco… Read More
2017-07-27 17:12
Debbi will be speaking with Lance Davis, our VP, Business Development, for Outcomes 2017 for the "Implementing an Effective Customer Success Strategy" session on Thursday, September 14.
The… Read More
2017-07-26 17:14
Sales expert, John Holland, from CustomerCentric Selling shares five best practices for handling sales proposals.
The post Sales Tip: Best Practices for Handling Sales Proposals appeared fir… Read More
2017-07-25 17:07
David will be speaking with RoxAnne Loosle, our Program Consultant, for Outcomes 2017 for the "Be Outcomes Based, Achieving Business Results" session on Thursday, September 14.
The post Outc… Read More
2017-07-19 19:40
Frank will be speaking with CEO Ken Allred for Outcomes 2017 for the "“We Deliver Outcomes, Not Data" session on Thursday, September 14.
The post Outcomes 2017 Speaker Spotlight: Frank… Read More
2017-07-12 17:10
Most organizations leave buyer experiences to individual salespeople. Unfortunately, only about 10% of sellers are up to the task. An organizational approach/process is necessary to consiste… Read More
2017-07-06 13:51
Bob will be speaking with RoxAnne Loosle, our Program Consultant, for Outcomes 2017 for the "“Be A Support Tool for Sales & Account Representatives" session on Friday, September 15… Read More
2017-06-27 18:18
Penn will be speaking with Mike Brose, our VP of Sales, for Outcomes 2017 for the "Leveraging Win Loss & No Decision Analysis" session on Thursday, September 14.
The post Outco… Read More
2017-06-22 16:23
Dave will be speaking with Ralph Nielsen, our Program Consultant, for Outcomes 2017 breakout session "Be Mindful of Root Causes" on Friday, September 15.
The post Outcomes 2017 Speaker… Read More
2017-06-20 20:32
Jeff will be speaking with Yvette Lamberton, our Global Sales Consultant, for Outcomes 2017 breakout session "Being Consistent with the Scheduling Process" on Thursday, September 14.
T… Read More
2017-06-16 15:16
Customer experience touchpoints occur immediately after the initial deployment and again periodically throughout the life of the solution's use. A common practice is to engage with enterpris… Read More
2017-06-08 18:30
In the dog eat dog world of pharmaceuticals, winning or losing your renewal contract has heavy ramifications. Knowing your customers' experience with your product and the key decision driver… Read More
2017-05-24 19:46
Primary Intelligence now offers a solution, TruSales for Salesforce.com users that provides a clear analysis of your sales win rate. You'll instantly know the truth about your wins, lost dea… Read More
2017-05-18 16:03
Win loss analysis is a branch of market research focused on understanding why companies win or lose new business opportunities. By implementing a win loss program, you can obtain reliable, a… Read More
2017-05-11 17:39
While collecting more data over time helps to fill in blank spaces and turn unresolved questions into answers, firms can and should take action on key learnings they uncover in their Little… Read More
2017-04-19 20:43
Understanding competitors is challenging, even in the most stable of industries. When trying to understand competitive dynamics in fluid markets, the task becomes even more difficult, especi… Read More
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