As we approach our 20th anniversary of providing research support to companies, I recently stopped to think about what common themes I’ve seen across the hundreds of win/loss interviews I’ve done. This information can help you benchmark your own company against these attributes that customers across all of my clients find most important and use as key criteria when choosing a [...]
I have taught The Power of Market Research at UCSC Extension Silicon Valley for over 5 years and segmentation is an important concept that I review with all of my students. Segmenting all of your potential buyers into logical/semi-homogenous groups is the first step to being able to do targeted marketing to each segment. Targeted marketing allows you to use positioning [...]
In a previous post about obstacles to win loss research, I talked about 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 be beyond their customers’ limited imagination. [...]
I recently had a great conversation with a client who is championing win/loss research at his company 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 quick way to get invaluable [...]
Submitted by guest blogger, Scott Hornstein of B2P Partners Every champion of a product or service believes in their heart that their target is the CEO. They need to find a way into CEOs’ consciousness. That the illumination of their message will pierce the maelstrom like a lightning bolt and all, from there, will be smooth sailing. Scales will fall from [...]
Submitted by guest blogger, Reuven Shelef, President of OUT OF THE BOX Consulting CRM solutions make big promises. Implement one well, and you’ll increase sales, improve support, and create loyal customers almost overnight. As a Salesforce Cloud Alliance Partner, I know that’s not universally the case. Over the years, I’ve become familiar with what can cause a deployment to work well, [...]
What I would love to know is, how many of those 550 million endorsements are legit? To me it seems like the LinkedIn endorsements are a popularity contest. Maybe even the same idea as seeing how many Twitter followers you have.
Launching a blog raises questions such as 'why', 'what', and 'how'...Jennifer Berkley of The Insight Advantage shares the process she went through in her first blog entry.