- Competitive Intelligence
- What is Competitive
- Competitive Analysis is a Moving Target: Starting a Project? 720-480-9499
- Competitive Analysis Example: Affecting a Strategic Acquisition
- Competitive Intelligence Speaker
- Competitive Intelligence Training
- Competitive Intelligence Resources
- Competitive Intelligence Books
- What is Competitive
- Market Opportunity
- Win Loss
- Win Loss
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% Salesperson’s understanding is complete/accurate — …
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 against your competitors’ intelligence activities …
A Hot Button is an emotional trigger and when someone pushes one of your hot buttons, you know it since it make you a little crazy. Self awareness of what makes you crazy and an awareness of others’ hot buttons—is very useful in business. It is important to know your conflict style. Before you can diffuse your hot buttons you must be clear about what inflames them. Awareness of hot buttons bleeds right into cooperative intelligence’s leadership, connection and communication
I will be blogging about competitive intelligence from SCIP’s annual conference in Chicago this week April 21 – 24. Read more about this on Twitter under #SCIP09. If you would like to connect at SCIP09, please connect with me at email@example.com or 720-480-9499. I will attend all networking receptions, and will be give two talks:
Build a Sustainable Early Warning Process through Cooperative Intelligence (1:40 p.m. Thu) AND Capture CI from Sales & Customers to Drive Lucrative Product Development (9:40 p.m. Fri)
I’ll be in the exhibit hall from 9:30 – 12:30 p.m. on Thu, and some time after my talk around 3 p.m. or so.
This is the second article on the SWOT of win/loss, which focuses on Win/Loss analysis Weakness of this analytic tool. Many of the weaknesses can be found in the execution of Win/Loss analysis. Timing of the Win/Loss Analysis Process Since the Win/Loss interviewing process takes place after the buying decision has been made, some argue it is of limited value. If you …
This blog will outline the strengths of Win Loss analysis. This is the first step of the widely used SWOT (strengths, weaknesses, opportunities and threats) analysis to assess the value of Win/Loss. We will share weaknesses, opportunities and threats in future blogs. Win Loss Analysis: Strengths The major strength of Win Loss analysis is that you are learning directly from …
All too often we rely only on written digital data. In this case study, it was the competitor’s CEO’s tone of voice in the quarterly earnings conference call that provided the pivotal clue. If I had only read the earnings report—my original intention—I would have missed it. My lesson learned: in competitive intelligence projects, when you can listen to the human voice, especially the company’s CEO, do so.
Learn how to overcome your salesforce’s objections to doing Win/Loss analysis. Remember the main goal of Win/Loss is to win and retain more business, not to critique sales people.
2610 Dexter St. Denver, CO 80207