B2B Competitive Landscape Analysis Archives

5 Pieces of Bad News a Competitive Landscape Analysis Can Deliver

This is one of several blogs in our latest series, “Delivering Bad News to Good People,” where we explore different types of bad news we’ve had to deliver and how these discoveries help companies create meaningful impact within their organizations.

Marketers often have their own preconceived notions about a competitor’s success or failure in the marketplace based on anecdotal stories they’ve heard in the industry. A competitive landscape analysis can confirm many of these assumptions. However, it may also disrupt some of these beliefs by revealing unexpected challenges.

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

November 9, 2019/in B2B Churn Analysis, B2B Competitive Landscape Analysis, B2B Marketing Blog, Blog Posts, Sales Enablement Marketing, Win/Loss Analysis /by Sean Campbell

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.

Win-Loss Analysis: 6 Reasons Why You’re Losing Deals

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

Never waste an opportunity to learn from a lost deal.

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

What is competitive intelligence (CI)?

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

Corporate espionage? No.

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

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

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

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.

B2B Market Research: 3 Steps to Recruiting 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

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

Sales Needs A Say In Strategy

January 17, 2017/in B2B Competitive Landscape Analysis, Blog Posts, Win/Loss Analysis /by Sean Campbell

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.