There are not enough listening ears. That’s been an issue for years as people have become more embedded into the quiet, digital space. In the COVID-19 environment, businesses are anxious to learn what they should be doing next. Business as usual isn’t, these days, and is not likely to return to the way it was …
Elicitation Techniques #1: What are the ethical implications of Human Elicitation? Are there any techniques/framework (aka Scharff) more widely accepted? I believe the ethical implications for elicitation are similar to standard interviewing. With elicitation, one plans the interview with the end in mind and works his way back using conversational elicitation techniques to get there. The …
Read moreElicitation Techniques Followup from SCIP’s Webinar
Last week, I gave a webinar for the Minnesota SCIP chapter entitled, Win/Loss Analysis: How to Capture and Keep the Business You Want. It was moderated by Michelle Winter of SCIP and Julie Johnson, Minnesota SCIP chapter leader. Check out my Win/Loss presentations to help boost your Win/loss program from my Slideshare presentations. There were …
Read moreBoost Your Win/Loss Program with Answers to 5 Questions
This is our third blog of the widely used SWOT (strengths, weaknesses, opportunities and threats) analysis to assess the value of Win/Loss analysis. Strengths (Blog 1) are HERE and Weaknesses (Blog 2) are HERE. This blog outlines the opportunities and threats of Win Loss analysis. Opportunities Win/Loss Interviews Provide Deep Insight In our digital age, these …
Read moreOpportunities and Threats from Conducting Win/Loss Analysis
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% …
Read moreHappy Thanksgiving: 7 Win Loss Tips to Improve the Success of Your Program
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 …
Read moreImprove Your CI Skill: Read Competitive Intelligence Rescue
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 renaylor@wispertel.net 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.
In the cooperative spirit, today’s post provides books and blogs to help you spruce up your social networking skills, the key on-line communication and connection media. A targeted social networking strategy is a strong and essential ingredient to any research project!
In addition to this book list I suggest you follow blogs to stay up on the latest. All these authors have blogs. In addition I recommend Chris Brogan’s, Hubspot and Duct Tape Marketing. You have one last chance to attend this AMA workshop in Chicago on March 12. http://www.marketingpower.com/Calendar/Pages/2009IntegratedCompetitiveIntelligence-Chicago,IL.aspx
In the spirit of cooperative intelligence, I will illustrate how to be cooperative by sharing examples of bad Twitter communication practices. Remember it takes time to build a successful social networking presence just like it does the old fashioned way through meetings and phone calls. Relationships take time to develop, and the best way to nourish them is through continual, consistent communication, asking questions and listening.