• Twitter
  • LinkedIn
(503) 212-0687 | hello@cascadeinsights.com
Cascade Insights
  • Market Research Services
    • Understand Your Customers
      • Key Buying Criteria Research
      • Win-Loss Analysis
      • Buyer’s Journey Mapping
      • Market Segmentation Research
      • Buyer Persona Research
    • Define Your Brand
      • Brand Research
      • Market Opportunity Research
      • New Product Launch Research
      • Message Testing Research
    • Expand Your Market
      • Channel Market Research
      • Go-To-Market Research
      • Competitive Landscape Analysis
  • Marketing Services
    • B2B Marketing Strategy
    • B2B Messaging Services
    • B2B Content Marketing Services
    • B2B Sales Enablement
  • Our Blogs
    • B2B Market Research Blog
    • B2B Marketing Blog
  • Resources
    • B2B Revealed Podcast
    • B2B Studies & Resources
  • About Us
    • Our Story
    • Our Clients
    • Client Testimonials
    • Careers
    • Ethics Policy
    • Privacy Policy
  • Contact Us
  • Search
  • Menu Menu
Revenue Isn’t The Goal: Manage What You Can Control | B2B Sales Leaders

Revenue Isn’t the Goal: Manage What You Can Control

November 9, 2019/in B2B Competitive Landscape Analysis, B2B Marketing Blog, Blog Posts, Sales Enablement Marketing, Win/Loss Analysis /by Sean Campbell
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

Too often, B2B sales leaders focus on revenue goals when they should target sales tactics instead. So say Jason Jordan and Michelle Vazzana, the authors of the book “Cracking the Sales Management Code.”

Jordan and Vazzana make a compelling argument for sales leaders to concentrate on what is within their control rather than just aiming for a number.

Read more

B2B Breakups: 200+ Interviews With The Ones That Got Away

B2B Breakups: 200+ Interviews With The Ones That Got Away

January 24, 2018/in B2B Buyer Persona Research, B2B Competitive Landscape Analysis, B2B Customer Journey Mapping, B2B Go-To-Market Research, B2B Market Research Blog, B2B New Product Launch Research, Blog Posts, Key Buying Criteria, Win/Loss Analysis /by Isabel Gautschi
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

Never waste an opportunity to learn from a lost deal.

Read more

The Spy Who Wasn't: Clarifying Competitive Intelligence

The Spy Who Wasn’t – Clarifying Competitive Intelligence

November 1, 2017/in B2B Buyer Persona Research, B2B Competitive Landscape Analysis, B2B Customer Journey Mapping, B2B Go-To-Market Research, B2B Market Opportunity Research, B2B Usability Testing, Blog Posts, Win/Loss Analysis /by Sean Campbell
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

What is competitive intelligence (CI)?

A nuanced understanding of the marketplace in which you and your competitors are situated? Yes.

Corporate espionage? No.

Read more

Productivity apps

This Is Your Brain On Notifications: An Interview With Jill Konrath

October 18, 2017/in B2B Buyer Persona Research, B2B Competitive Landscape Analysis, B2B Market Opportunity Research, B2B New Product Launch Research, B2B Usability Testing, Blog Posts /by Sean Campbell
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

Thinking about taking a break to check your email? Think again. These few minutes are costlier to your productivity than you think.

Read more

mastering the mid-market

Mastering The Mid-Market: Lessons In Leadership With Charlie Nooney

October 3, 2017/in B2B Buyer Persona Research, B2B Channel Market Research, B2B Competitive Landscape Analysis, B2B Customer Journey Mapping, B2B Market Opportunity Research, B2B Market Segmentation Research, Blog Posts /by Sean Campbell
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

If you’re going to transition from one market segment to the other, you sometimes just have to “rip off the Band-Aid hard,” according to MobiTV CEO Charlie Nooney.

Read more

Market Research Recruiting: How To Get A Superb Sample

Market Research Recruiting: How To Get A Superb Sample

February 21, 2017/in B2B Channel Market Research, B2B Competitive Landscape Analysis, B2B Market Opportunity Research, B2B Market Research Blog, B2B New Product Launch Research, B2B Usability Testing, Blog Posts /by Sean Campbell
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

When it comes to B2B studies, having the right people is just as important as asking the right questions.

Read more

Sales Needs A Say In Strategy

Sales Needs A Say In Strategy

January 17, 2017/in B2B Competitive Landscape Analysis, Blog Posts, Win/Loss Analysis /by Sean Campbell
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

Your sales team is conducting qualitative research all the time. Talking to them is perhaps the lowest cost qualitative research project you could possibly do. It’s also your best chance to achieve a strong sales strategy in sync with the goals of your organization.

Read more

In-Depth Interviews: The Answer To 'None of The Above'

In-Depth Interviews: The Answer To ‘None of The Above’

September 14, 2016/in B2B Channel Market Research, B2B Competitive Landscape Analysis, B2B Market Opportunity Research, B2B Market Research Blog, B2B New Product Launch Research, B2B Usability Testing, Blog Posts, Win/Loss Analysis /by Sean Campbell
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

When it comes to B2B market research, there is no better tool than In-Depth Interviews (IDIs) for gathering insight.

Read more

After the Sale: 11 Market Research Questions for B2B Customers

After The Sale: 11 Market Research Questions for B2B Customers

March 18, 2016/in B2B Buyer Persona Research, B2B Channel Market Research, B2B Competitive Landscape Analysis, B2B Market Research Blog, B2B Market Segmentation Research, B2B Usability Testing, Blog Posts, Key Buying Criteria, Win/Loss Analysis /by Isabel Gautschi
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

Market research 101: talk to the competitor’s customers. Here are 11 key B2B market research questions for buyers who have opted for the competitor.

Read more

26 Market Research Questions for your Competitor’s Ex-Sales Reps

26 Market Research Questions for Your Competitor’s Ex-Sales Reps

October 12, 2015/in B2B Channel Market Research, B2B Competitive Landscape Analysis, B2B Go-To-Market Research, B2B Market Opportunity Research, B2B Market Research Blog, Blog Posts, Key Buying Criteria, Win/Loss Analysis /by Sean Campbell
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

A quick caveat: for the best market research data, it’s important to speak with people who recently worked for the competition. Someone who worked there two or three years ago won’t be able to clue you into the current state of the company.

Read more

Written by

Sean Campbell

Sean Campbell

CEO
Sean Campbell is the CEO of Cascade Insights, a competitive intelligence and market research firm for B2B technology companies. A 20-year technology veteran, Sean oversees the health of the firm, drives the company’s thought leadership efforts and maintains relationships with key clients.

Connect With Us

503.212.0687

hello@cascadeinsights.com

  • LinkedIn
  • Twitter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

B2B Market Research

  • — Competitive Landscape Analysis
  • — Product / Service Launches
  • — Market Opportunity Research
  • — Channel / Market Research
  • — Message Testing Research
  • — Customer Journey Mapping
  • — Market Segmentation Research
  • — Key Buying Criteria Research
  • — Win / Loss Analysis
  • — Brand Research
  • — Go-to-Market Research
  • — Buyer Persona Research

B2B Marketing

  • — B2B Content Marketing & Copywriting Services
  • — B2B Marketing Strategy
  • — B2B Messaging Services
  • — B2B Sales Enablement

Blogs

  • — B2B Market Research Blog
  • — B2B Marketing Blog
  • — Cascade Insights Blog

B2B Revealed Podcast


B2B is a complex and challenging field, but most of all, it is fascinating. Join Sean Campbell, CEO of Cascade Insights, as he shares over 20 years of experience in the B2B market.

Scroll to top