Mr. Top Skill? I’d Like You to Meet Mr. Top Effort.
I’ve always thought about the difference between professional athletes. Granted, this is extremely stereotypical and over-generalized, but I want you to consider that there tends to be two types of...
View ArticleUnderstanding Competitors
For an experienced salesperson, it is natural to navigate many potential hazards in a sales scenario because they have seen them before. They understand how competitors position themselves and how the...
View ArticleBuyer-derived vs. Sales-derived Win Loss Analysis
Which Methodology is Best for Product Managers? Recently, respected product managers have been discussing the value of win loss reports as they relate to product strategy and technology roadmaps. In an...
View Article7 Steps to Identifying & Validating Market Problems
This week, we kick off our series of blog posts focused on showing how win loss analysis can help you become an expert on your market and gain a deeper understanding of the problems inherent in your...
View ArticleTwo Key Product Management Metrics
Saeed, in his blog post at On Product Management, posited the question, why is it difficult to measure the value and contribution of product management? To help us focus on the right metrics, he...
View ArticleA guy walks into a phone store
Chris Matyszczyk went to a Verizon store to try to buy an iPhone. [The sales guy] darted immediately toward the Motorola Droid Razr. He explained that this would download anything 10 times faster than...
View ArticleWebinar: Win Loss Analysis For More Successful Products
Join me on Friday 21-Sep at lunchtime for a webinar with Cindy Solomon, the founder of Global Product Management Talk, as we discuss the merits of win loss analysis. Most product managers think of...
View ArticleThe Win Loss Witch-hunt: How you don’t want your program perceived and what...
Although the purpose of win loss analysis isn’t to identify culpability for lost opportunities, sales teams that perceive it as such can jeopardize the success of any win loss program. And, while...
View ArticleBe Random – Eliminate bias in your interview results
Remember in high school when your friends told you that if you didn’t understand the question to select “C” as your answer? That may very well be the same adage respondents use when completing surveys....
View ArticleCEO, Meg Whitman, Uses Win Loss Analysis as Part of HP’s Turnaround Strategy
Last week, I turned on CNBC and found Meg Whitman, HP’s CEO, explaining to CNBC’s Becky Quick how she was using win loss analysis to better understand their buyers and their competition. You can watch...
View ArticlePutting the “Action” in Actionable Business Intelligence
Before I got out of bed this morning, I checked my email on my phone. Also, I looked in on a couple of conversations from friends. My wife told me about three of my children’s upcoming activities....
View ArticleWhy do South Koreans study Communism in the USA?
One of my favorite subjects to study is Behavioral Economics, the process of decision making. This was one of the reasons why I earned a degree in Economics. While attending the University of Utah, I...
View ArticleCuster’s Last Stand and the Vital Role of Competitive Intelligence
On June 25-26, 1876, Lt. Colonel George Armstrong Custer and his battalion from the 7th Cavalry fought the Battle of the Little Bighorn, one of the most controversial battles that has been studied and...
View Article6 Steps to Standing Out From the Competition
Differentiating yourself from the competition is imperative in the marketplace especially if your solution offers similar features and benefits. You already know the features of your product or...
View ArticleDan McHugh A Pretty Smart Guy who likes Competitive Intelligence
I was flattered this week to find a kind mention about Primary Intelligence in an associates blog. Mr. McHugh enjoyed some of my thoughts about attaching ROI and results to your competitive...
View ArticleAnalytics and Competitive Intelligence
Competitive Intelligence has always seemed much more of an art than a science. But, leading companies (Wal-Mart, Amazon, Dell, Harrahs, Marriott, Honda, MCI, Yahoo and the New England Patriots) have...
View ArticleYou Know You Compete on Analytics When
You apply sophisticated information systems and rigorous analysis not only to your core capability but also to a range of functions as varied as marketing and human resources Your senior executive team...
View ArticleWebinar: Putting Sales Intelligence into the Sales Force
Companies who use Sales Intelligence typically report an increase in market share and competitive performance by 10% or more. Yet, less than half of sales managers and reps claim to use sales...
View ArticleCompetitive Intelligence, Analytics and Your Job
Where can analytics benefit a company in its competitive intelligence program? Can the application of analytics to specific performance areas (vs. the competition) provide a competitive advantage? Such...
View ArticleWebinar Wrap-up Putting Sales Intelligence into the Sales Force
Yesterday, I co-hosted a Webinar with Ron Sathoff, a member of the product development group. We appreciate the time that our attendees shared with us and hope that the presentation was beneficial. The...
View Article
