
Hanging Out With “My People” Next Week At Pulse 2018
On Monday, Ill be in San Mateo for the biggest customer success event of the year Pulse 2018, hosted by Gainsight.

Is Win/Loss Analysis too Sensitive To Share?
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…

Booking Win/Loss Interviews: 6 Tips & Tricks
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…

Keeping the ‘Win’ in ‘Win/Loss Analysis’
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…

Opening-Up the Untalkative Buyer
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: Should you study Buyers, Customers, or Potentials?
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…

The Unhappy Buyer: When Win/Loss Calls Go Bad
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….

Your Resume: A Product Positioning Exercise
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…

Buyer/Seller Relationships: When is Personal Unprofessional?
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.