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Tag: Research

Home Posts Tagged "Research"

Opening-Up the Untalkative Buyer

alanUncategorizedResearch, Win/Loss AnalysisFebruary 20, 2018

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…

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Buyer Personas: Should you study Buyers, Customers, or Potentials?

alanUncategorizedPositioning, ResearchFebruary 12, 2018

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…

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The Unhappy Buyer: When Win/Loss Calls Go Bad

alanUncategorizedResearch, Win/Loss AnalysisFebruary 5, 2018

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….

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Expert Chalk-Talk #5: Saturation and Sample Size

alanUncategorizedResearch, SaaS/CloudOctober 30, 2017

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?…

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McNamara’s Myopia: Why Quantitative Data Can Kill

alanUncategorizedChurn Analysis, Research, Win/Loss AnalysisOctober 23, 2017

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….

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Introducing the Chalk Talks: An Insider’s Look At Win/Loss Analysis

alanUncategorizedAgile Competitive Intelligence, Leadership, Research, Win/Loss AnalysisSeptember 8, 2017

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…

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Employees Take Center Stage With Theatre of Commerce

alanUncategorizedLeadership, Research, SalesAugust 18, 2017

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…

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Don’t Do It! You Can’t Replace Buyer Interviews with Focus Group Panels

Samantha DavisUncategorizedHow To, Research, Win/Loss AnalysisMarch 28, 2017

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…

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Guest Post: Rules and Laws Product Managers Should Understand (part 2)

alanUncategorizedInnovation, Leadership, Product Management, ResearchJune 22, 2010

Continuing from Part 1 by Saeed Khan of Transformation Labs, here are more Rules and Laws from Saeed to help Product Managers in their jobs.

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Guest Post: Rules and Laws Product Managers Should Understand (part 1)

alanUncategorizedInnovation, Product Management, ResearchJune 18, 2010

This post was contributed by Saeed Khan from Transformation Labs. First, let me say this post was inspired by a tweet from the CrankyPM asking the following question. Now, I’m pretty certain she was looking for answers like Section 508,…

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