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12 B2B Sales Enablement Tips for Hard Times

Stormy Days Playlist: 12 B2B Sales Enablement Tips

June 3, 2020/in B2B Marketing Blog, Blog Posts, Sales Enablement Marketing, Win/Loss Analysis /by Sean Campbell
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The COVID-19 pandemic has created massive heartache and loss across the globe. It has also led to the start of a worldwide recession. In stormy times such as this, how should B2B sellers adapt their tactics and strategies? Read on for sales enablement best practices for hard times.

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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 Churn Analysis, B2B Competitive Landscape Analysis, B2B Marketing Blog, Blog Posts, Sales Enablement Marketing, 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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Win-Loss Analysis: Is Your Team Set Up To Succeed?

Win-Loss Analysis: Is Your Sales Team Set Up To Succeed?

May 14, 2019/in B2B Market Research Blog, Blog Posts, Win/Loss Analysis /by Brian Surguine
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Improving win rates is within your control. After many B2B win-loss analysis research projects, we have found that simple adjustments can make a huge difference to the effectiveness of your sales team.

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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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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
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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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Failure To Launch Syndrome: Do You Have The Symptoms? | B2B Product

Failure To Launch Syndrome: Do You Have The Symptoms?

July 21, 2017/in B2B Buyer Persona Research, B2B Go-To-Market Research, B2B Market Research Blog, B2B New Product Launch Research, Blog Posts, Win/Loss Analysis /by Sean Campbell
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After hundreds of market research projects for B2B tech companies, we know the warning signs that a product will fail.

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an open letter to b2b sales leaders

An Open Letter To B2B Sales Leaders

July 12, 2017/in B2B Buyer Persona Research, Blog Posts, Win/Loss Analysis /by Isabel Gautschi
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Are you losing deals because of your sales team’s actions?

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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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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
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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 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
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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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Written by

Sean Campbell
Sean Campbell
Isa Gautschi
Isabel Gautschi

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