successful market research Archives - The Insight Advantage

Win Loss Analysis Tip #103: Use the “Drip” Method to Implement Successful Win Loss Market Research

I have discovered several success factors when it comes to implementing the ‘drip’ method approach for win/loss research. Be sure that you have real-time access to contact information for recently won or lost accounts Devote a resource to regularly (at LEAST biweekly) updating a shared file that includes the following information for each account: company name, contact name/title, phone #, email [...]

Win Loss Analysis Tip #102: Cyclical Approach vs. “Drip” Method to Doing Market Research

There are two approaches I’ve used to help clients gather win/loss data after asking them some key questions: Cyclical approach ‘Drip’ method Cyclical Method: The cyclical approach would mean doing research with a targeted number of people every so often (could be quarterly or twice/year, for example). When I first began doing win/loss research for clients, I recommended doing a round [...]