You’re applying, or interviewing for a big job? You’re in sales, product, marketing, or biz dev? Forget sending your resum out … here’s an idea that will get you noticed: Conduct an unsolicited loss analysis, gain insight into what’s driving…
Everywhere you turn these days, someone wants to ask the Net Promoter Score question. When first introduced in an HBR article in 2003, it was a welcome way to simplify the customer discovery task. And NPS remains a useful tool.
We were out in force at Pulse 2015, hosted by our friends at Gainsight. I spoke on the topic Lean Customer Success: Discovering Your Customer Story, and was really happy to see over 200 people attend my talk. I did…
We are excited to to sponsor Pulse 2015, hosted by Gainsight. If you are interested in #CustomerSuccess, this will be the place to be.
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…
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.
I hear this all the time: “Sales owns the customer relationship.” Not true, folks. If it is true at your company, you’ve got a problem.
Tweet this: @AWArmstrong: Buyer Relationships: I do not think it means what you think it means http://bit.ly/ocLWXl #sales #marketing #prodmgmt In the movie the Princess Bride, the character Vizzini continually uses the exclamation inconceivable! to describe events he is witnessing….
A good friend and colleague of mine, Michael Papanek, once implored me to “keep the main thing”. In fact,
When I say “positioning”, what do you think of?