By Alan Armstrong This just in: Product Management guru Steve Johnson has left his post at Win/Loss Analysis company Primary Intelligence, and founded a new company called “Under 10 Templates“. Most [ … ]
Category: Alan
Dear Alan: 15 minute interview guide for Win/Loss Analysis?
I recently had a request asking for help to design a win/loss analysis interview. As this topic has general applicability across industries, I thought I’d share some of that exchange [ … ]
Positioning beyond the product: Think relationship
When I say “positioning”, what do you think of? Although tech companies have moved beyond marketing features and functions, many of them still talk mostly about the product. I spend [ … ]
How can Win/Loss Analysis help you find untapped markets?
By Alan Armstrong This week had a very smart CEO pose a great question to me: What are we missing in terms of opportunities where we aren’t even considered? Frankly [ … ]
The Factory vs. The Lab: Leaders know which is which, and mistakes are costly
BY ALAN ARMSTRONG Teams requires both a laboratory, to innovate and design, and a factory, to build and deliver. Unfortunately teams, companies, and individuals spend too much time in the [ … ]
Win/Loss Analysis MUST include wins (success stories don’t count)
BY ALAN ARMSTRONG If you want to improve your win rates in the market, it is important that you study wins, and not just losses. Many well intentioned leaders hear “Win/Loss [ … ]
“We try harder” ain’t enough: How to differentiate based on customer experience
BY ALAN ARMSTRONG In the early 60s, AVIS coined the famous tagline: “We’re only #2 in rental cars, so why go with us? We try harder.” Lately AVIS has re-adopted part [ … ]
Worth repeating: What makes a relationship resilient?
BY ALAN ARMSTRONG I spoke last week at a gathering of sales people, and we really dug in to the concept of power in relationships. Many of us feel power imbalances [ … ]
A tale of two companies: The discounter and the price leader
Tweet this: New post @OnPM: “The discounter and the price leader” by @AWArmstrong http://wp.me/pXBON-2mq #prodmgmt #sales #negotiation #strategy #price By Alan Armstrong On Monday I met with two companies with [ … ]
Unsticking the stuck deal
By Alan Armstrong Have you ever heard this story before? The lead came in, and it looked hot. We gave it to our best rep, who called right away. Gotta strike [ … ]