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win-loss analysis

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
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Never waste an opportunity to learn from a lost deal.

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B2B Market Segmentation Research

Customer Insights: You Need More Than Market Segmentation Data

February 7, 2017/in B2B Buyer Persona Research, B2B Customer Journey Mapping, B2B Go-To-Market Research, B2B Market Opportunity Research, B2B Market Research Blog, B2B Market Segmentation Research, B2B New Product Launch Research, Blog Posts, Key Buying Criteria, Win/Loss Analysis /by Sean Campbell
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The tech industry is all about market segmentation. Unfortunately, this tendency often leads tech companies to miss a key measurement of success: whether the solution is actually accomplishing the tasks it is being used for.

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Key Buying Criteria: The Path to ‘Yes’

Key Buying Criteria: The Path to ‘Yes’

September 21, 2016/in B2B Buyer Persona Research, B2B Go-To-Market Research, B2B Market Opportunity Research, B2B Market Research Blog, B2B Market Segmentation Research, Blog Posts, Key Buying Criteria /by Sean Campbell
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Understanding customers’ key buying criteria is vital to having a competitive edge. To give the people what they want, you have to know what they want.

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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 Segmentation Research, B2B Usability Testing, Blog Posts, Key Buying Criteria, 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, Key Buying Criteria, 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
Isa Gautschi
Isabel Gautschi

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B2B Market Research

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