Primary Intelligence
Primary Intelligence
Blog Post
  • Over time sellers begin to realize the only good RFP’s are the ones that you get to wire by making the requirements align with your offering and ideally incorporating features or capabilities that are unique to your offerings. The post Sales Tip: Handling RFPs You Did NOT Wire appeared first on Primary Intelligence.

Primary Intelligence
Primary Intelligence
Blog Post
  • Sometimes, it is interesting to try to classify different areas of research and intelligence to see how certain specialties have originated, evolved and grown into their own species, so to speak. This study of sales intelligence can provide intelligence practitioners with the ability to see how their efforts might support or interrelate with other disciplines. […] The post What is Sales Intelligen...

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
  • We recently worked with a company trying to fix their high customer attrition rate with annual customer satisfaction surveys. Their survey project was successful. Fixing the attrition rate was not. But why? The company measured satisfaction, and the numbers said customers were not satisfied. To raise the numbers, the company formulated and implemented action plans. Sounds […] The post Stop Measuri...

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 Sales Tip: 4 Tips for Creating Good Positioning Statements appeared first on Primary Intelligence.

Primary Intelligence
Primary Intelligence
Blog Post
Primary Intelligence
Primary Intelligence
Blog Post
  • No matter which industry you're in, sales evaluations play a major part in your company's success. While product features and functionality are usually the most important aspects in an evaluation, buyers still consider company reputation, service and support, and future direction in the final decision. Here are seven best practices you can apply to increase competitive win rates for your company. ...

Primary Intelligence
Primary Intelligence
Blog Post
  • A constant reality for salespeople is quota pressure. There are years when everything goes well and hardly a thought is given to whether numbers will be achieved. If 2017 has been a year like that I hope you’re enjoying it. The post 5 Ways to Survive the Frenetic Fourth Quarter appeared first on Primary Intelligence.

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
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...

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