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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, Funnel Analysis, Key Buying Criteria, Win/Loss Analysis /by Sean Campbell
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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.

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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 Market Researchers, B2B Marketers, B2B New Product Launch Research, Blog Posts, Competitive Intelligence Teams, Featured B2B Marketing Teams, Featured B2B Product Managers, Featured CI Teams, Featured Market Research Teams, Featured Win Loss, Key Buying Criteria, Product Managers, Studies, Win/Loss Analysis /by Isabel Gautschi
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Never waste an opportunity to learn from a lost deal.

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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 Market Researchers, B2B Marketers, B2B Usability Testing, Blog Posts, Competitive Intelligence Teams, Featured CI, Featured CI Teams, Featured Market Research Teams, Featured Podcasts, Interviews - Thought Leaders, Podcasts, Rethinking B2B Sales Podcast Series, Win/Loss Analysis /by Sean Campbell
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What is competitive intelligence (CI)?

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

Corporate espionage? No.

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Productivity apps

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

October 18, 2017/in B2B Brand Studies, B2B Buyer Persona Research, B2B Competitive Landscape Analysis, B2B Market Opportunity Research, B2B Market Researchers, B2B Marketers, B2B New Product Launch Research, B2B Usability Testing, Blog Posts, Featured B2B Product Managers, Featured Market Research Teams, Featured Podcasts, Interviews - Thought Leaders, Podcasts, Product Managers /by Sean Campbell
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Thinking about taking a break to check your email? Think again. These few minutes are costlier to your productivity than you think.

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mastering the mid-market

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

October 3, 2017/in B2B Brand Studies, B2B Buyer Persona Research, B2B Channel Market Research, B2B Competitive Landscape Analysis, B2B Customer Journey Mapping, B2B Market Opportunity Research, B2B Market Researchers, B2B Market Segmentation Research, B2B Marketers, Blog Posts, Interviews - Thought Leaders, Podcasts, Product Managers /by Sean Campbell
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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.

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Market Research Recruiting: How To Get A Superb Sample

Market Research Recruiting: How To Get A Superb Sample

February 21, 2017/in B2B Brand Studies, B2B Channel Market Research, B2B Competitive Landscape Analysis, B2B Market Opportunity Research, B2B Market Research Blog, B2B Market Researchers, B2B Marketers, B2B New Product Launch Research, B2B Usability Testing, Blog Posts, Competitive Intelligence Teams, Featured ABM Research, Featured B2B Product Managers, Featured CI Teams, Featured Market Research Teams, Featured Podcasts, Key Buying Criteria, Podcasts, Product Managers /by Sean Campbell
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When it comes to B2B studies, having the right people is just as important as asking the right questions.

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Sales Needs A Say In Strategy

Sales Needs A Say In Strategy

January 17, 2017/in B2B Brand Studies, B2B Competitive Landscape Analysis, B2B Market Researchers, B2B Marketers, Blog Posts, Competitive Intelligence Teams, Featured B2B Marketing Teams, Featured B2B Product Managers, Featured CI Teams, Featured Market Research Teams, Featured Podcasts, Podcasts, Product Managers, Rethinking B2B Sales Podcast Series, Win/Loss Analysis /by Sean Campbell
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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.

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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 Brand Studies, B2B Channel Market Research, B2B Competitive Landscape Analysis, B2B Market Opportunity Research, B2B Market Research Blog, B2B Market Researchers, B2B Marketers, B2B New Product Launch Research, B2B Usability Testing, Blog Posts, Competitive Intelligence Teams, Featured ABM Research, Featured B2B Marketing Teams, Featured Influencer, Featured Market Research Teams, Featured Podcasts, Podcasts, Product Managers, Win/Loss Analysis /by Sean Campbell
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When it comes to B2B market research, there is no better tool than In-Depth Interviews (IDIs) for gathering insight.

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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 Researchers, B2B Market Segmentation Research, B2B Marketers, B2B Usability Testing, Blog Posts, Competitive Intelligence Teams, Featured B2B Product Managers, Featured CI, Featured Podcasts, Key Buying Criteria, Podcasts, Product Managers, Win/Loss Analysis /by Isabel Gautschi
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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.

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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, Featured Market Opportunity, Featured Win Loss, Key Buying Criteria, Podcasts, Win/Loss Analysis /by Sean Campbell
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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.

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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.

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