Primary Intelligence
Primary Intelligence
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  • 4 Successful Tactical Recommendations for Win Loss Programs
    Successfully starting and running a win loss analysis program takes skill, patience, and tenacity. Here are a few tactical recommendations to help ensure your company's win/loss efforts are effective. The post 4 Successful Tactical Recommendations for Win Loss Programs appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Three Tips for Communicating with B2B Customers
    Communication is a key theme in customer experience. Yest some organizations still believe it’s scary to communicate with their customers. Confirming problems and issues means you actually have to do something about them, you have to fix them, to let customers know you heard them and are addressing their problems. The post Three Tips for Communicating with B2B Customers appeared first on Primary I...
Primary Intelligence
Primary Intelligence
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New blog articles detected.

  • State of Win Loss Analysis: How B2B Companies are Increasing Revenue
    What's the top concern of selling? Determining what your customers want so you can win more sales opportunities. So how are successful companies making this determination? The post State of Win Loss Analysis: How B2B Companies are Increasing Revenue appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
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New blog articles detected.

  • Sales Tip: 2 Costly Mistakes Sellers Make When Squeezed
    In today’s business environment everyone is flat out busy. As a seller you can save time and angst if you delay negotiating until you have determined that you are the vendor of choice. The post Sales Tip: 2 Costly Mistakes Sellers Make When Squeezed appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Outcomes 2017 Speaker Spotlight: Jen Beaudoin
    Jen will be speaking at Outcomes 2017 for the "Being Mindful of Root Causes" session and "Identifying Priorities & Reviewing Insights" workshop on Friday, September 15. The post Outcomes 2017 Speaker Spotlight: Jen Beaudoin appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Outcomes 2017 Speaker Spotlight: Jarod Greene
    Jarod will be speaking with Mackenzie Wilson, our Director of Sales, for Outcomes 2017 for the "Uncovering Weak Spots and Barriers to Success" session on Friday, September 15. The post Outcomes 2017 Speaker Spotlight: Jarod Greene appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Outcomes 2017 Speaker Spotlight: Debbi Tillman
    Debbi will be speaking with Lance Davis, our VP, Business Development, for Outcomes 2017 for the "Implementing an Effective Customer Success Strategy" session on Thursday, September 14. The post Outcomes 2017 Speaker Spotlight: Debbi Tillman appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Outcomes 2017 Speaker Spotlight: David Huskisson
    David will be speaking with RoxAnne Loosle, our Program Consultant, for Outcomes 2017 for the "Be Outcomes Based, Achieving Business Results" session on Thursday, September 14. The post Outcomes 2017 Speaker Spotlight: David Huskisson appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Outcomes 2017 Speaker Spotlight: Frank Visgatis
    Frank will be speaking with CEO Ken Allred for Outcomes 2017 for the "“We Deliver Outcomes, Not Data" session on Thursday, September 14. The post Outcomes 2017 Speaker Spotlight: Frank Visgatis appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Sales Tip: The Buyer’s Bill of Rights
    Most organizations leave buyer experiences to individual salespeople. Unfortunately, only about 10% of sellers are up to the task. An organizational approach/process is necessary to consistently win by providing superior buying experiences. The post Sales Tip: The Buyer’s Bill of Rights appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Outcomes 2017 Speaker Spotlight: Bob Acosta
    Bob will be speaking with RoxAnne Loosle, our Program Consultant, for Outcomes 2017 for the "“Be A Support Tool for Sales & Account Representatives" session on Friday, September 15. The post Outcomes 2017 Speaker Spotlight: Bob Acosta appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Outcomes 2017 Speaker Spotlight: Penny Queller
    Penn will be speaking with Mike Brose, our VP of Sales, for Outcomes 2017 for the "Leveraging Win Loss & No Decision Analysis" session on Thursday, September 14. The post Outcomes 2017 Speaker Spotlight: Penny Queller appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Outcomes 2017 Speaker Spotlight: Dave Morfas
    Dave will be speaking with Ralph Nielsen, our Program Consultant, for Outcomes 2017 breakout session "Be Mindful of Root Causes" on Friday, September 15. The post Outcomes 2017 Speaker Spotlight: Dave Morfas appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Outcomes 2017 Speaker Spotlight: Jeff Moloughney
    Jeff will be speaking with Yvette Lamberton, our Global Sales Consultant, for Outcomes 2017 breakout session "Being Consistent with the Scheduling Process" on Thursday, September 14. The post Outcomes 2017 Speaker Spotlight: Jeff Moloughney appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Four Unexpected Benefits of Customer Experience Programs
    Customer experience touchpoints occur immediately after the initial deployment and again periodically throughout the life of the solution's use. A common practice is to engage with enterprise customers every six months to measure their satisfaction and identify areas for improvement in product, support, and training. The post Four Unexpected Benefits of Customer Experience Programs appeared first ...
Primary Intelligence
Primary Intelligence
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New blog articles detected.

  • Customer Experience Insight Saves 1.5 Billion Dollar Renewal
    In the dog eat dog world of pharmaceuticals, winning or losing your renewal contract has heavy ramifications. Knowing your customers' experience with your product and the key decision drivers that keep them coming back is critical when playing at this level, as the competition is fierce, and loyalty is in no way guaranteed. The post Customer Experience Insight Saves 1.5 Billion Dollar Renewal appe...
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Win Loss Analysis: How to Calculate Your Win Rate
    Primary Intelligence now offers a solution, TruSales for Salesforce.com users that provides a clear analysis of your sales win rate. You'll instantly know the truth about your wins, lost deals, no decisions, and revenue by deal types. It's completely free if you sign up now for the preview release. The post Win Loss Analysis: How to Calculate Your Win Rate appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
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New blog articles detected.

  • Win Loss Analysis for Competitive Sales: When You Know More, You Win More
    Win loss analysis is a branch of market research focused on understanding why companies win or lose new business opportunities. By implementing a win loss program, you can obtain reliable, actionable, and unbiased feedback about how well your sales team performed in recent competitive opportunities. You can identify the best practices of your top performers, your competitive positioning within eac...
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Understanding Why Good Sales Teams Lose in Competitive B2B Opportunities [eBook]
    Sales losses are hard. And they’re especially hard when the engagement has been long, difficult, and complex. Sales teams often feel as though they’ve given their best proposal, their best price, their best value proposition. But sometimes, that just isn’t enough to seal the deal. The post Understanding Why Good Sales Teams Lose in Competitive B2B Opportunities [eBook] appeared first on Primary In...
Primary Intelligence
Primary Intelligence
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New blog articles detected.

  • How to Position Your Business to Win RFPs [eBook]
    Effective winning proposals mirror your prospect’s business strategy and objectives with enough detailed understanding that the key decision players will know your solution is the perfect match for their needs. The post How to Position Your Business to Win RFPs [eBook] appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Heard Enough About Big Data? Try Little Data Instead
    While collecting more data over time helps to fill in blank spaces and turn unresolved questions into answers, firms can and should take action on key learnings they uncover in their Little Data research projects, especially when the feedback is consistent and provides detailed guidance on next steps. Always waiting for more and better data will only frustrate buyers and allow competitors to take ...
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Understanding Competitors in Dynamic, Fast-Changing Markets [eBook]
    Understanding competitors is challenging, even in the most stable of industries. When trying to understand competitive dynamics in fluid markets, the task becomes even more difficult, especially if your firm has allocated only limited funds for competitive intelligence capture, analysis, reporting, and dissemination. The post Understanding Competitors in Dynamic, Fast-Changing Markets [eBook] app...
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Sales Tips: How to Think Like Your Customer
    If salespeople can use and document usage scenarios to help buyers visualize how they may use their offering to solve problems, achieve goals, make money or save money, they will find themselves having to close much less often! The post Sales Tips: How to Think Like Your Customer appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

  • Sales Tips: The Power of “No”
    Most buyers expect sellers will try to "yes" them to death. In doing so, it positions sellers as subordinates. Beyond that, any yes's that should be no's create gaps between what sellers commit and what can be delivered. The post Sales Tips: The Power of “No” appeared first on Primary Intelligence.
Primary Intelligence
Primary Intelligence
Blog Post

New blog articles detected.

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