Primary Intelligence
Primary Intelligence
Blog Post
  • When the data is complete and accurate, the information readily gained from a buyer can contribute to a wealth of competitive intelligence and help your organization win more deals, increase market share, and grow the company. But this process begins with good quality data. The post Why the Quality of CRM Data is the Keystone to Competitive Advantage appeared first on Primary Intelligence.

Primary Intelligence
Primary Intelligence
Blog Post
  • Selling is the business discipline most resistant to process and technology. Companies implement stringent procedures for order entry, billing, accounts receivable, accounts payable, general ledger, etc. The post 4 Components Needed for Sales Process appeared first on Primary Intelligence.

Primary Intelligence
Primary Intelligence
Blog Post
  • Win loss analysis is more than just gathering, analyzing, and interpreting information about a market. It’s more than just sizing a market and understanding the growth rate, competitors, and buying segments. Win loss research is a sales, product, and marketing enablement tool focused on improving sales, improving the product/service, and improving a company’s market presence as a result of listeni...

Primary Intelligence
Primary Intelligence
Blog Post
  • Good positioning statements address the question and allow sellers to transition to focusing on the buyer's organization and business issues. The post 4 Tips for Creating Good Positioning Statements appeared first on Primary Intelligence.

Primary Intelligence
Primary Intelligence
Blog Post
  • At Primary Intelligence, broad access to Customer Experience information is viewed as a best practice since this gives employees, managers, and executives deeper insights into customer perceptions of the organization. Widespread access also allows individuals at every level to construct possible remedies to address customer concerns and gives impetus and support for new initiatives. The post Six T...

Primary Intelligence
Primary Intelligence
YouTube Video
  • Although most buyers are keenly interested in product features and functionality, factors related to company performance also matter. This report analyzes eight company-related factors—such as reputation, service and support, and vendor financial viability—that buyers use when evaluating vendors in competitive B2B sales opportunities. Primary Intelligence analyzed research from over 10,000 purchas...

Primary Intelligence
Primary Intelligence
YouTube Video
  • B2B Win Loss Analysis evolves over time as companies see different sales environments come and go.See what has changed in 2015 based on the research of the experts at Primary Intelligence, the market leaders in Win Loss and Customer Experience Analysis since 2000.Contact us at 800-400-2174 or info@primary-intel.com

Primary Intelligence
Primary Intelligence
YouTube Video
  • Just because you lost the deal, doesn't mean you're permanently out of the running. See how buyers have rated non-selected vendors and what you can do about it. Primary Intelligence has been improving win rates and retention rates since 2000. Experts in Win Loss & Customer Experience Analysis. Contact us at info@primary-intel.com or 800-400-2174.

Primary Intelligence
Primary Intelligence
YouTube Video
  • Attempting to create a win loss analysis program is fraught with pitfalls and issues. Follow this guide to know how to create your program the right way from the beginning. Primary Intelligence has been Improving win rates and retention rates since 2000. Experts in Win Loss & Customer Experience Analysis. Contact us at info@primary-intel.com or 800-400-2174.

Primary Intelligence
Primary Intelligence
YouTube Video
Primary Intelligence
Primary Intelligence
YouTube Video
  • Did you know that B2B buyers rate less than half of all sales reps as effective in understanding their business needs? Join Primary Intelligence and CustomerCentric Selling® to discover how well sales reps understand B2B buyer needs, along with strategies to better understand the needs of your buyers, winning more deals in the process. Primary Intelligence has been Improving win rates and retenti...

Primary Intelligence
Primary Intelligence
YouTube Video
  • Customer Experience Analysis teaches you how to retain and grow revenue by studying current customers. It shows you how customers are benefiting from your solution (or not) and if you’re meeting their expectations (or not). And it all comes from the most important sources: your customers and account managers. Improving win rates and retention rates since 2000. Experts in Win Loss & Customer Expe...

Primary Intelligence
Primary Intelligence
YouTube Video
  • Less than half of all sales reps are effective in understanding their buyer’s needs. In this webinar, you will learn key findings from our recent study of what’s causing this issue, along with tips on what you and your sales team can start doing today. To purchase “Understanding Buyer Needs: How Sales Effectiveness in Understanding Buyers’ Business Needs Drives Improved Win Rates and Increased Sa...

Primary Intelligence
Primary Intelligence
YouTube Video
  • Win Loss Analysis benefits more than just your sales team. Win Loss can affect every aspect of your organization from strategic direction and marketing to operations and implementation. Join CEO Ken Allred for a look inside the benefits of Win Loss. Improving win rates and retention rates since 2000. Experts in Win Loss & Customer Experience Analysis. Contact us at info@primary-intel.com or 800-4...

Primary Intelligence
Primary Intelligence
YouTube Video
  • Sales people want intelligence to help them sell, but they can’t afford to spend the time away from actual sales efforts to learn and implement competitive intelligence. Having the proper tools that pushes information to the sales people helps them get the planning and intelligence tools they need without impacting their primary directive. Improving win rates and retention rates since 2000. Exper...

Primary Intelligence
Primary Intelligence
Blog Post
  • Primary Intelligence celebrated its 2nd Outcomes 2017 conference and the following is a summary of the of the three-day event, which was held September 13-15 at the Grand Summit in Park City, Utah. Outcomes 2017 is the only conference dedicated to win loss and customer experience professionals. The post Focus Forward: Revisiting Primary Intelligence 2nd Annual Outcomes 2017 Conference appeared fir...

Primary Intelligence
Primary Intelligence
Blog Post
  • 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
  • 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
Blog Post
  • 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
Blog Post
  • 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
  • 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.

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