Filed under: Competition, customer loyalty, loss analysis, Marketing, Product management, Research, Sales, win/loss, win/loss study | Comment (0)
In a recent discussion about obstacles to win loss research, we talked the fact that some companies just don’t do ANY research. Some of the reasons that companies don’t do research: Don’t trust their customers’ perspectives: Some companies are skeptical about their customers’ ability to be objective/overcome their biases. Other companies consider their technology/concepts to […]
Filed under: loss analysis, Marketing, Product management, Sales, win/loss, win/loss study | Comment (0)
I recently had the opportunity to facilitate a session at the inaugural Marketing Camp Silicon Valley and we explored win loss analysis: what is it, why do it, what are the obstacles, how to overcome them, and more. Win loss analysis is one of the lowest hanging fruit for organizations, providing a relatively easy and […]
Filed under: win/loss | Comment (0)
By understanding what your customers are looking for at each step of their research process, and providing it, you can ensure that you are included in their short list of providers they will contact.