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More than two-thirds of competitive intelligence professionals say their in-house team is responsible for win/lossanalysis. Translation: A lot of folks—perhaps yourself included—are tasked with examining won and lost deals on top of monitoring competitors, creating feature comparisons, building battlecards , etc.
Marketing or product development are the usually the departments that research and build competitive battlecards, and they use them for product enhancement or general marketing strategy. Done the right way, competitive battlecards can be a vital part of a sales professional’s arsenal in winning more deals. Make it available.
Boston and Draper, UT – Primary Intelligence , the leader in win-lossanalysis, and Crayon , the premier competitive intelligence platform, today announced a first of its kind integration that seamlessly embeds valuable win-loss insights directly into competitive intelligence deliverables.
However, according to a study by Gartner, sellers will often blame their losses on pricing and feature issues, or claim it as an accident and credit their wins to their own heroics. Additionally, over 50% of the time, sales reps will give a different reason for a win or loss than their buyer. Sales Experience Analysis.
Programs like Win LossAnalysis clarify the sales efforts that make a difference when presenting your products. Battlecards. Those in charge of sales enablement should work on creating an easily digestible “battlecard” for each competitor/product combination. Sales enablement resources need to be readily available.
Competitor analysis can provide clear intelligence about your competition and market dynamics to inform your talking points. The research leads directly to battlecard creation—probably the most recognizable strategic asset for active selling, and a highly effective sales enablement tool when maintained and distributed regularly.
This was leading to negative articles in the national and business press, the erosion of customer confidence and trust, and, in some cases, the loss of large—scale contracts. For a sample copy of this battlecard, please contact: Christian Schena. If you would like a sample copy of our Battlecard, please contact: Christian Schena .
Programs like Win LossAnalysis clarify the sales efforts that make a difference when presenting your products. Battlecards. Those in charge of sales enablement should work on creating an easily digestible “battlecard” for each competitor/product combination. Sales enablement resources need to be readily available.
What are the unique win loss reasons for each individual sales rep? Each of these cards can be flipped over to reveal the top LOSS reasons. Dallas’ second most common loss reason is “concern resolution” This is definitely a sales rep mistake or misstep. Download eBook. Here is where it gets interesting.
What are the unique win loss reasons for each individual sales rep? Each of these cards can be flipped over to reveal the top LOSS reasons. Dallas’ second most common loss reason is “concern resolution” This is definitely a sales rep mistake or misstep. Download eBook. Here is where it gets interesting.
Offering access to key customer satisfaction metrics, win/loss data, pricing perceptions, and more, G2 Market Intelligence enables companies to refine their product roadmaps, adjust messaging strategies, and stay ahead of the competition.
JUNE - Sales Battlecards Training. After taking this workshop, taught by leaders from CompeteIQ, Palm, and Slack, you'll be able to: Develop a winning battlecard strategy ( What's important, building a business case ). Build battlecards sales will actually use (Sales needs & workflows, industry tiering, customer persona analysis).
Though some, more in depth tools, may include sentiment analysis, benchmarking capabilities, and advanced demographics such as professions and interests. Social media marketing tools also track and measure consumer feedback, from online conversations and reviews, to surveys and sentiment analysis. Sentiment Analysis.
Ideally, your competitor monitoring tool should do most of the heavy lifting so your teams can focus on strategic analysis, planning, and decision-making that drives your business forward. It also lacks advanced search capabilities, such as keyword and synonym recognition, thematic search, and sentiment analysis.
Certain CI tools are also equipped with AI-based capabilities, like sentiment analysis and generative AI , that allow you to not only stay aware of market and competitor events, but also understand how key stakeholder groups (i.e. investors, customers, and peers) feel about them and gain insight into what will likely happen next.
In this role, you’ll help us make data-driven decisions through the use and analysis of targeted markets and competitive intelligence.” Or analysis of CI, because apparently CI itself is not analysis. Meet with customers and sales teams directly, conducting win/loss interviews and analyses.”. Qualifications .
CI tools like Battlecards can increase sales by upwards of 50% and techniques like Win/Loss can help boost customer retention by more than 12%. To ensure accuracy, your analysis must be focused and systematic.” Again, creating a baseline of this analysis and consistent measurement is crucial. And, lacking in human bias.
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