November 2017

Happy Thanksgiving: 7 Win Loss Tips to Improve the Success of Your Program

November 17, 2017 by Ellen Naylor

Adopt these 7 Win Loss Tips to Improve Sales and Customer Receptivity to Win Loss interviews. Don’t Let Sales Conduct Your Company’s Win/Loss Interviews Research from the book, “From a Good Sales Call to a Great Sales Call,” indicates: Salesperson’s assessment is totally wrong — 32% Salesperson just has part of the story — 28% …

Improve Your CI Skill: Read Competitive Intelligence Rescue

April 8, 2021November 2, 2017 by Ellen Naylor

Learn how to diagnose what needs to be fixed in your competitive intelligence program by reading Competitive Intelligence Rescue. Carolyn Vella and John McGonagle walk us through their experiences rescuing 7 companies in the case study format. Case Studies Vary by Industry and Complexity DIY (Do it yourself) competitive intelligence Adding primary research capabilities Defending …