And as promised, here’s part 2 of this list. Part 1 can be found here. SAAS: n. Same Applications Available by Subscription Sales: v. The art of turning leads into [ … ]
Category: Win/Loss Analysis
How to get a lost account to speak with you
One of the most difficult things in Win/Loss Analysis is getting someone from a lost account to speak with you. Why would they spend the time, and why would they [ … ]
Competitive intelligence using lost deals
Another idea for PMs who lack permission to do win/loss analysis Many PMs and PMMs complain that they lack the authority to perform Win/Loss analysis. And yet Win/Loss is one [ … ]
Contacting lost accounts
Customers will normally schedule time to speak with you, but it’s not easy to get ahold of lost accounts. My hit ratio is about 50%, meaning that if I want [ … ]
Primary product requirements
Some products do myriad impressive things, but simply don’t solve the primary problem, or enable the primary use-case of the buyers. Those products are, um, a much more difficult sale.
Product Managers: Do the opposite!
If the product management surveys are to be believed, most product managers spend very little time doing the things we know that we should be doing, and instead spend all [ … ]
Win/Loss Analysis: What to do if you’re not allowed to call customers
My bottom line is that proper win/loss analysis is crucial to a company’s revenue, profit, and decision making at all levels of the company. If you are responsible for product decisions, but you don’t have authority to do a good job of the analysis, you are flying blind, and doing a disservice to your investors, your customers, and your own career.
How NOT to do Win/Loss Analysis part 1: CRM Reporting
When I first meet the product (marketing) managers in a client engagement, they are often confused about why the CEO, VP Sales, or VP Marketing has hired my firm. The [ … ]
New Product Management Blogs
It seems you can’t go to a Product Management blog these days without running into a post on Win/Loss analysis! 🙂 Two new Product Management blogs both recently covered the [ … ]
What’s the deal with Win/Loss Analysis?
Last week’s poll about Win/Loss Analysis has pointed out some grim facts about us as product managers. To summarize: According to the Pragmatic Marketing survey, only about 20% of product [ … ]