After a month of interviews, analysis, data slicing, and late nights, your win/loss analysis is ready for release. You send it out in hope that your keen insights have shaped a report worth reading — but within three hours harsh…
Imagine for a moment youre preparing for a series of win/loss interviews in which you are well-prepared. Youve been familiarizing yourself with a host of good win/loss practices – you know how many interviews you need, youve sussed-out your companys…
Its the end of the quarter, and your company has had a disappointing run. The rollout of your new SaaS product failed to meet sales targets – subscriptions arent what they should be, and many potential buyers didnt end-up buying…
Picture yourself about to conduct a win/loss interview. You have a list of thoughtful, engaging questions in front of you, a page of notes, and (hopefully!) a fresh cup of pour over. Youve done your research you know the company…
Buyer personas have become critical to many organizations in the past few years – every business is encouraged to codify their optimal buyers roles, traits, and behaviours into profiles to help unify marketing and sales targeting techniques. For all the…
You reach for the phone, eager with anticipation. Youre making a win/loss call, and this ones a win. Its a chance to hear what it is youre doing right, and perhaps bask a little in the praise of a buyer….
A 20-something friend of mine (lets call him Arthur) recently wrote to me asking for a critique on his resume and advice on how to find a position he might enjoy. His resume contained a ton of interesting experience (he…
Every seller I know relies on their relationship skills. Its natural and essential to build rapport with prospects and buyers: we depend on sellers, and many are very, very good.
Buyer interviews are not scripted surveys. Instead they need to create a meeting of the minds and produce candid insights. You want the truth. To get ‘golden’ revelations – to extract real value from a buyer interview – there needs…
Doing your own win/loss analysis or churn analysis can seem like a daunting task. Weve 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…
