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….
The Expert Chalk-Talk series returns! Today Eignworks Founder and CEO Alan Armstrong leads us through the wild world of saturation and sample size: when do you reach saturation, what do you when you get there, and why does it matter?…
Theres an old anecdote that, at the height of the Vietnam War in 1969, an order was given that all the quantitative data the US military possessed was to be fed into a supercomputer in the basement of the Pentagon….
Every day at Eigenworks we talk about the psychology of sales. Every day we debate the meaning of churn and the best way to manage retention. Every day we come into work and transform into philosophers, ready at any moment…
Eigenworks recently had the privilege of taking part in a workshop with Charles McFarlands Theatre of Commerce – two days of role-play, laughter, and learning to understand ourselves. At Eigenworks we promote win/loss analysis and churn analysis as vital tools…
Focus Group Panels are Great and All, But They Dont Get the Full Story We recently chatted with a prospective client who said that they do their own win/loss and churn analysis in-house. Great! They told us that they see…
Continuing from Part 1, here are more Rules and Laws to help Product Managers in their jobs.
First, let me say this post was inspired by a tweet from the CrankyPM asking the following question.
