SaaS Win-Loss Analysis: Key Questions to Ask to Unlock Growth
These are the key questions that every SaaS win-loss analysis should ask to unlock big opportunities.
Stormy Days Playlist: 12 B2B Sales Enablement Tips
How should B2B sales teams refocus their priorities and activities during a recession? Read on for sales enablement best practices during hard times.
Revenue Isn’t the Goal: Manage What You Can Control
Too often, B2B sales leaders focus on revenue goals when they should target sales tactics instead.
Win-Loss Analysis: Is Your Sales Team Set Up To Succeed?
With our B2B win-loss analysis research experience, we have found that simple adjustments to your sales team can result in improved win rates.
Win-Loss Analysis: 6 Reasons Why You’re Losing Deals
Win-loss analysis from 200+ interviews with B2B buyers. How to avoid common blunders like inflexible pricing, misguided messaging, and bad sales strategy.
The Spy Who Wasn’t – Clarifying Competitive Intelligence
What is competitive intelligence? A nuanced understanding of the marketplace in which you and your competitors are situated? Yes. Corporate espionage? No.
Failure To Launch Syndrome: Do You Have The Symptoms?
After hundreds of market research projects for B2B tech companies, we know the warning signs that a product will fail. Before your next B2B product launch, make sure you aren’t experiencing any of the following symptoms.
An Open Letter To B2B Sales Leaders
We’ve collected some of the most common mistakes that B2B sales reps make. Here's how to recognize and avoid these blunders.
Customer Insights: You Need More Than Market Segmentation Data
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's being used for.
Sales Needs A Say In Strategy
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Your sales team is doing qualitative research all the time. Talking to them is your best chance to achieve a strong sales strategy.
In-Depth Interviews: The Answer To ‘None of The Above’
In-depth interviews (IDIs) are basically the Leatherman of B2B market research. They can reveal the context you weren't even aware of.
After The Sale: 11 Market Research Questions for B2B Customers
You can learn a lot from competitors' customers. B2B market research questions designed to identify opportunities to win buyers back from your rivals.
26 Market Research Questions for Your Competitor’s Ex-Sales Reps
Market research questions designed to uncover your competitor's sales strategies and tactics, their customers' key buying criteria, and market drivers.
Win-Loss Analysis: 4 Tips for B2B Market Researchers
In this episode, Cascade Insights CEO Sean Campbell discusses the pros and cons of four recruiting techniques for B2B market researchers and CI professionals.