Competitive Intelligence2024-03-28T09:11:10ZJafni Noorhttp://competitiveintelligence.ning.com/profile/JafniNoorhttp://storage.ning.com/topology/rest/1.0/file/get/2787660952?profile=RESIZE_48X48&width=48&height=48&crop=1%3A1http://competitiveintelligence.ning.com/group/salesandmarketingintelligence/forum/topic/listForContributor?user=2qr7q9qj0cky4&feed=yes&xn_auth=noCI software that works with Salesforce.comtag:competitiveintelligence.ning.com,2014-03-08:2036441:Topic:954272014-03-08T05:25:43.801ZJafni Noorhttp://competitiveintelligence.ning.com/profile/JafniNoor
<p>Hi,</p>
<p>It's been a while since I posted on this forum. I was in school for the last year learning about health and nutrition, and am now a certified health coach. I ramble.</p>
<p>I want to share a new software that's out by Compelligence. It's a CI software that works seamlessly with Salesforce.com. I don't know about you, but my sales intelligence customers have asked about such a software over the years. This is also a great place to park win loss analysis.</p>
<p>I wrote a blog about…</p>
<p>Hi,</p>
<p>It's been a while since I posted on this forum. I was in school for the last year learning about health and nutrition, and am now a certified health coach. I ramble.</p>
<p>I want to share a new software that's out by Compelligence. It's a CI software that works seamlessly with Salesforce.com. I don't know about you, but my sales intelligence customers have asked about such a software over the years. This is also a great place to park win loss analysis.</p>
<p>I wrote a blog about it <a href="http://cooperativeintelligenceblog.com/2014/02/26/competitive-intelligence-software-integrated-into-salesforce-com/" target="_blank">here</a>. Here is the <a href="http://www.prnewswire.com/news-releases/compelligence-inc-launches-the-compelligence-app-via-salesforce1-appexchange-the-worlds-leading-business-apps-marketplace-244870071.html" target="_blank">PR release</a>. Check it out! Sales uses Salesforce.com regularly. This is a great solution to engage with a process they already use.</p>
<p>Mitch Emerson, who has posted on this forum is behind this software. Congratulations, Mitch!</p>
<p>Ellen</p> Getting Action from Win/Losstag:competitiveintelligence.ning.com,2012-08-21:2036441:Topic:756632012-08-21T17:40:59.411ZJafni Noorhttp://competitiveintelligence.ning.com/profile/JafniNoor
<p>This is just a short post, but it is something that frustrates me as a doer of win/loss analysis. I feel like customers and non-customers give us great intelligence and ideas on things we can fix and improve within our existing products and services. They also give us ideas on new product development, perhaps not disruptive technology, but ideas that might help companies develop disruptive technology.</p>
<p>How do you get companies to implement these changes, many of which are pretty easy…</p>
<p>This is just a short post, but it is something that frustrates me as a doer of win/loss analysis. I feel like customers and non-customers give us great intelligence and ideas on things we can fix and improve within our existing products and services. They also give us ideas on new product development, perhaps not disruptive technology, but ideas that might help companies develop disruptive technology.</p>
<p>How do you get companies to implement these changes, many of which are pretty easy fixes? Who have you found is best to make accountable to make these changes? I suppose that varies on what the change is, but you get the gist of what I am asking. I feel like I deliver a good product in win/loss analysis, which is actionable intelligence since customers/non-customers are quite forthcoming. However, if the company "nice to knows it," but takes no action, it's not satisfying.</p>
<p>What are your thoughts? What has been your experience? I recall from a SCIP webinar that some companies put the actions on a dashboard with time frames to complete the tasks. That seems formal and big company like. I wonder if there is a less formal way that you have found to make people accountable? Thanks!</p>
<p></p>
<p></p>
<p></p> Excellent Article: Knowing Why You Lose Won’t Always Help You Win: Sales and Marketing Intelligencetag:competitiveintelligence.ning.com,2012-05-25:2036441:Topic:738812012-05-25T18:20:43.650ZJafni Noorhttp://competitiveintelligence.ning.com/profile/JafniNoor
<p>I recently came across an article written by Allen Armstrong, that I want to share with the Sales and Marketing Group.</p>
<p> </p>
<p>It questions the focus of many Win-Loss Programs (which are in general to much focussed on the loss part) and gives some food for thought for improving the current setup.</p>
<p> </p>
<p>Enjoy reading!…</p>
<p></p>
<p></p>
<p>I recently came across an article written by Allen Armstrong, that I want to share with the Sales and Marketing Group.</p>
<p> </p>
<p>It questions the focus of many Win-Loss Programs (which are in general to much focussed on the loss part) and gives some food for thought for improving the current setup.</p>
<p> </p>
<p>Enjoy reading!</p>
<p></p>
<p><a href="http://www.pragmaticmarketing.com/publications/newsletter/knowing-why-you-lose-won2019t-always-help-you-win">http://www.pragmaticmarketing.com/publications/newsletter/knowing-why-you-lose-won2019t-always-help-you-win</a></p> 12 Tippers to Guarantee Your Success in Collecting Intelligence from Salestag:competitiveintelligence.ning.com,2012-02-28:2036441:Topic:725712012-02-28T16:37:21.617ZJafni Noorhttp://competitiveintelligence.ning.com/profile/JafniNoor
<p><span>Recently I gave a webinar for SCIP chapters in Mercyhurst and Ohio on how to capture competitive intelligence from Sales by using cooperative intelligence skills. I love serving Sales Reps since I can easily translate what I provide into an ROI benefit, namely more sales. Serve Sales well and you will have job security even in a tough economy since they are the company’s revenue producers!</span></p>
<p><span>Since this was a pretty small audience, I thought I would share the…</span></p>
<p><span>Recently I gave a webinar for SCIP chapters in Mercyhurst and Ohio on how to capture competitive intelligence from Sales by using cooperative intelligence skills. I love serving Sales Reps since I can easily translate what I provide into an ROI benefit, namely more sales. Serve Sales well and you will have job security even in a tough economy since they are the company’s revenue producers!</span></p>
<p><span>Since this was a pretty small audience, I thought I would share the <a href="http://cooperativeintelligenceblog.com/2012/02/19/12-tippers-to-guarantee-your-success-in-collecting-intelligence-from-sales/" target="_blank">follow-up blog</a> and presentation slides, <a href="http://www.slideshare.net/EllenNaylor/sales-a-goldmine-for-ci-slideshare-net-2012" target="_blank">Sales a Goldmine for Competitive Intelligence</a> with you. I would be interested in your comments based on your experience, successes and challenges. </span></p> Free Webinar on Win/losstag:competitiveintelligence.ning.com,2012-02-03:2036441:Topic:717412012-02-03T02:42:26.080ZJafni Noorhttp://competitiveintelligence.ning.com/profile/JafniNoor
<p>I see that SCIP has a free webinar on win/loss analysis where you might pick up some tidbits.</p>
<p>It's on Feb. 8. 11:00 AM ET / 8:00 AM PT and lasts one hour.</p>
<p></p>
<p>It's meant to cover:</p>
<ul>
<li><span>How to build a sustainable Win/Loss program</span></li>
<li><span>Key outputs of a Win/Loss program needed to engage the entire enterprise<br></br></span></li>
<li><span>How to incorporate Win/Loss insights into tailoring value propositions to address unique customer…</span></li>
</ul>
<p>I see that SCIP has a free webinar on win/loss analysis where you might pick up some tidbits.</p>
<p>It's on Feb. 8. 11:00 AM ET / 8:00 AM PT and lasts one hour.</p>
<p></p>
<p>It's meant to cover:</p>
<ul>
<li><span>How to build a sustainable Win/Loss program</span></li>
<li><span>Key outputs of a Win/Loss program needed to engage the entire enterprise<br/></span></li>
<li><span>How to incorporate Win/Loss insights into tailoring value propositions to address unique customer needs</span></li>
</ul>
<div>Register here: <span> </span><a href="http://www.mmsend2.com/link.cfm?r=44315382&sid=17314389&m=1750289&u=SCIP&j=8762337&s=http://webcast.streamlogics.com/audience/index.asp?eventid=29920595" target="_blank">Complimentary, click here to register</a></div>
<div>Just in case the link doesn't work, <a href="http://webcast.streamlogics.com/audience/index.asp?eventid=29920595">http://webcast.streamlogics.com/audience/index.asp?eventid=29920595</a></div>
<div>In addition to contact information, you will be asked some questions about your win/loss operation before you can register for this complimentary webinar.</div> The Price discussion for Win/Losstag:competitiveintelligence.ning.com,2012-01-13:2036441:Topic:710272012-01-13T00:15:22.376ZJafni Noorhttp://competitiveintelligence.ning.com/profile/JafniNoor
<p>I recently finished a smaller win loss project. It was in a technical services field. I noticed that in half the losses price featured prominently, whereas for the wins, it only was a key reason less than 20% of the time. I just wonder what others experience has been that way?</p>
<p>While price is an important part of the equation, I think better account reps sell the customer on the business benefits for the customer around using their product, and good service is essential. A smooth…</p>
<p>I recently finished a smaller win loss project. It was in a technical services field. I noticed that in half the losses price featured prominently, whereas for the wins, it only was a key reason less than 20% of the time. I just wonder what others experience has been that way?</p>
<p>While price is an important part of the equation, I think better account reps sell the customer on the business benefits for the customer around using their product, and good service is essential. A smooth implementation goes a long way as does responsive tech support. </p>
<p>Hope your new year is off to a good start! I am staying busy and Cocoa our cat has now entered her 21st year.</p>
<p></p> 6 Things you can learn from Win Loss Interviewstag:competitiveintelligence.ning.com,2011-12-15:2036441:Topic:697632011-12-15T16:54:29.144ZJafni Noorhttp://competitiveintelligence.ning.com/profile/JafniNoor
<p><span>I am always surprised that more companies don’t have a formal win loss program since the ROI is amazing, and what you learn from this process can often be quickly implemented.</span></p>
<p>Data gathered from win loss data combines sales intelligence and knowledge from customers, competitors, and your marketplace. Those companies that do win loss analysis claim to improve their win rate by 15-30%. That’s a nice return on investment.</p>
<p>Here are some improvements I have uncovered…</p>
<p><span>I am always surprised that more companies don’t have a formal win loss program since the ROI is amazing, and what you learn from this process can often be quickly implemented.</span></p>
<p>Data gathered from win loss data combines sales intelligence and knowledge from customers, competitors, and your marketplace. Those companies that do win loss analysis claim to improve their win rate by 15-30%. That’s a nice return on investment.</p>
<p>Here are some improvements I have uncovered through win loss interviews and analysis.</p>
<p><em>1. Improve sales professionalism</em></p>
<p>Beware of the sales person who is fixated with, “How are we doing compared to the competition?” This is a turnoff. In one recent case, this behavior cost the sale. The customer was strongly leaning towards this company’s solution, but the account rep rubbed the decision-maker the wrong way with his pushiness to close the deal. This was a gift to the competition. This behavior is most injurious when your product really isn’t that different from the competitor’s.</p>
<p><em>2. Improve the quality of your customer testimonials</em></p>
<p>This one comes up often. Make sure you have picked respectable and responsible people among your customers to represent your product or service. Make sure they really know your product, and can answer just about any question your prospect might have. Provide enough customer testimonials, so prospects have a choice and you are not overburdening your testimonial customers.</p>
<p><em>3. Improve implementation, training and service</em></p>
<p>I hear this one time and time again. Companies often get careless after the sale is made, and don’t hold the customer’s hand enough during implementation and during that period of time when the customer is ramping up and learning how to use your product or service. Make it easy for them. Ideally assign them a dedicated rep, so they don’t have to repeat their story to a new “help desk” rep every time. This continuous repetition is also not efficient for your staff. Get it right sooner and you will have happier customers, less downtime and fewer help desk calls.</p>
<p><em>4. Focus on Product Features Your Customers Value the Most</em></p>
<p>You will find out about features that your product doesn’t offer that the competition does or does better. This isn’t always a quick fix, but sometimes it is. However, this knowledge can fuel product development. More immediately this information helps Sales focus on your product features that customers value the most, perhaps by vertical market, knowledge that also comes out of win loss interviews.</p>
<p><em>5. Learn Which Clients Are and Are Not Good Prospects</em></p>
<p>Good sales people tend to focus on solving the customer’s business problems with your company’s solution. They usually are not fixated on the competition, but rather on your company’s solution. Win loss data can help provide fuel for how and why your solution is the best, and where it is not so strong. Knowing which clients are not good prospects for your service gives Sales more time to focus on better prospects, which improves close rates and revenue.</p>
<p><em>6. Don’t Forget to Research Wins</em></p>
<p>Many companies just want to focus on losses. Wow, are they missing the boat. Your customers are usually a better source of intelligence. Generally they will spend more time telling you what you’re doing right; what you’re doing wrong; and provide you with ideas for product development and the competition. They will tell you about implementation, service and how well your product is working for them (or not). Psychologically they want you to be successful. They chose your solution. Their sharing is a reflection on their good business decision using your company’s solution.</p>
<p>Conclusion: This is just a smattering of what you can uncover in win loss interviewing. If you analyze the data, you can quickly uncover trends in your business, and more importantly take corrective action. What have you uncovered in win loss interviews to help your company or your client?</p> Connecting with Sales & Marketing Colleagues in Thanksgivingtag:competitiveintelligence.ning.com,2011-11-23:2036441:Topic:690772011-11-23T19:26:04.830ZJafni Noorhttp://competitiveintelligence.ning.com/profile/JafniNoor
<p><a href="http://storage.ning.com/topology/rest/1.0/file/get/2654401778?profile=original" target="_self"><img class="align-left" src="http://storage.ning.com/topology/rest/1.0/file/get/2654401778?profile=original" width="259"></img></a> Thanksgiving is a time for sharing, caring and expressing gratitude. I am grateful to have so many wonderful friends in business. In the spirit of <a href="http://cooperativeintelligenceblog.com/2011/11/24/connecting-with-business-colleagues-in-thanksgiving/www.thecisource.com/coopintel" title="cooperative intelligence">cooperative intelligence</a> and sharing, I recently was…</p>
<p><a target="_self" href="http://storage.ning.com/topology/rest/1.0/file/get/2654401778?profile=original"><img class="align-left" width="259" src="http://storage.ning.com/topology/rest/1.0/file/get/2654401778?profile=original"/></a>Thanksgiving is a time for sharing, caring and expressing gratitude. I am grateful to have so many wonderful friends in business. In the spirit of <a title="cooperative intelligence" href="http://cooperativeintelligenceblog.com/2011/11/24/connecting-with-business-colleagues-in-thanksgiving/www.thecisource.com/coopintel">cooperative intelligence</a> and sharing, I recently was a panelist in a <a title="SLA" href="http://cooperativeintelligenceblog.com/2011/11/24/connecting-with-business-colleagues-in-thanksgiving/www.sla.org">SLA</a> <a title="Competitive Intelligence Division (CID)" href="http://www.sla.org/content/community/units/divs/index.cfm">Competitive Intelligence division (CID)</a> webinar on “Integrating Marketing and Sales to Capture & Deliver Intelligence.” While this is an SLA CID member benefit, all four of us panelists posted our slides on <a title="Slideshare" href="http://cooperativeintelligenceblog.com/2011/11/24/connecting-with-business-colleagues-in-thanksgiving/www.slideshare.net">Slideshare</a>.</p>
<p>I will list us in the order we presented so you have the benefit of a good flow:</p>
<p><a title="Susan Berkman" href="http://www.research-ability.com/about-the-ra-team/">Susan Berkman</a>: <a title="Producing Intelligence for Sales & Marketing" href="http://www.slideshare.net/susanwaldberkman/ci-sales-marketing-presentation">Producing Intelligence for Sales & Marketing</a></p>
<p><a title="Marcy Phelps" href="http://www.phelpsresearch.com/AboutUs">Marcy Phelps</a>: <a title="Competitive Intelligence for Marketing Professionals" href="http://www.slideshare.net/marcyphelps/ciformarketingprofessionalsphelps">Competitive Intelligence for Marketing Professionals</a></p>
<p><a title="Ellen Naylor" href="http://www.thecisource.com/about">Ellen Naylor</a>: <a title="Collaborating with Sales" href="http://www.slideshare.net/EllenNaylor/integrate-sales-and-marketing-sales-collaboration-nov-2011">Collaborating with Sales</a></p>
<p><a title="Anna Shallenberger" href="http://www.blogger.com/profile/10107971271877755232">Anna Shallenberger</a>: <a title="Research & Analyzing Competitors" href="http://www.slideshare.net/ClosetLibrarian/slacidw">Research & Analyzing Competitors</a></p>
<p>Sponsored by <a title="Aurora WDC" href="http://cooperativeintelligenceblog.com/2011/11/24/connecting-with-business-colleagues-in-thanksgiving/www.aurorawdc.com">Aurora WDC</a> aka <a title="Arik & Derek Johnson" href="http://www.aurorawdc.com/about">Arik & Derek Johnson</a></p>
<p> </p>
<p>In closing, here is a poem about Thanksgiving that one of my Facebook buddies shared today. Whether you celebrate Thanksgiving tomorrow or not, I think it presents a good way to view life!</p>
<p> </p>
<p><strong>Thanksgiving…. More Than A Day</strong></p>
<p>As Thanksgiving Day rolls around,</p>
<p>It brings up some facts, quite profound.</p>
<p>We may think that we’re poor,</p>
<p>Feel like bums, insecure,</p>
<p>But in truth, our riches astound.</p>
<p>We have friends and family we love;</p>
<p>We have guidance from heaven above.</p>
<p>We have so much more</p>
<p>Than they sell in a store,</p>
<p>We’re wealthy, when push comes to shove.</p>
<p>So add up your blessings, I say;</p>
<p>Make Thanksgiving last more than a day.</p>
<p>Enjoy what you’ve got;</p>
<p>Realize it’s a lot,</p>
<p>And you’ll make all your cares go away.</p>
<p><em>By Karl Fuchs</em></p>
<div id="ilikeposts"></div>
<div class="sharedaddy sd-like-enabled sd-sharing-enabled"><div class="robots-nocontent sd-block sd-social sd-social-icon-text sd-sharing"></div>
</div>
<p> </p> Free Webinar: Integrate with Sales & Marketing to Capture and Deliver Intelligencetag:competitiveintelligence.ning.com,2011-11-10:2036441:Topic:675002011-11-10T23:29:20.349ZJafni Noorhttp://competitiveintelligence.ning.com/profile/JafniNoor
<p>I just emailed this to our group, but just in case others check out our discussion... </p>
<p>Listen to 4 experienced competitive intelligence practitioners who will share practical examples of how you can collaborate with Sales & Marketing to improve your CI collection/analysis. Specifically what you can provide and capture from Sales and Marketing professionals, and how this can be analyzed to provide insight. </p>
<p>Nov 15: 1-2 pm Eastern USA time</p>
<p>Susan Berkman -…</p>
<p>I just emailed this to our group, but just in case others check out our discussion... </p>
<p>Listen to 4 experienced competitive intelligence practitioners who will share practical examples of how you can collaborate with Sales & Marketing to improve your CI collection/analysis. Specifically what you can provide and capture from Sales and Marketing professionals, and how this can be analyzed to provide insight. </p>
<p>Nov 15: 1-2 pm Eastern USA time</p>
<p>Susan Berkman - Research-Ability (Giving to Sales & Marketing)</p>
<p>Marcy Phelps - Phelps Research (Marketing Professionals as End Users)</p>
<p>Ellen Naylor - Business Intelligence Source (Capturing CI from Sales)</p>
<p>Anna Shallenberger - Shallenberger Intelligence (Researching & Analyzing Competitors for Sales/Marketing)</p>
<p>Sponsored by Aurora WDC (that's why it's free!) as part of our e-learning for the SLA Competitive Intelligence Division. (SLACID)</p>
<p>Register here: <a href="https://www2.gotomeeting.com/register/634254746">https://www2.gotomeeting.com/register/634254746</a></p>
<p></p>
<p></p> Reviewing "Win/Loss Reviews" Rick Marcet's new book!tag:competitiveintelligence.ning.com,2011-10-11:2036441:Topic:654282011-10-11T10:28:30.566ZJafni Noorhttp://competitiveintelligence.ning.com/profile/JafniNoor
<p>This is the first book I have read on win loss analysis where Sales is the primary executor of this process. After all, Sales is the best source for sales intelligence as no one is more directly connected with your company’s customers. This is also the first book I have read where a company is using technology to collect customer intelligence from Sales which includes wins and losses.…</p>
<p></p>
<p>This is the first book I have read on win loss analysis where Sales is the primary executor of this process. After all, Sales is the best source for sales intelligence as no one is more directly connected with your company’s customers. This is also the first book I have read where a company is using technology to collect customer intelligence from Sales which includes wins and losses.</p>
<p><strong><a title="Win/Loss Reviews" href="http://www.amazon.com/Win-Loss-Reviews-Competitive-Intelligence/dp/1118007417/ref=cm_cr-mr-title"></a><a target="_self" href="http://storage.ning.com/topology/rest/1.0/file/get/2654402174?profile=original"><img class="align-left" width="162" src="http://storage.ning.com/topology/rest/1.0/file/get/2654402174?profile=original"/></a>Win/Loss Reviews</strong> is real-time intelligence collection from selected sales events. It provides Microsoft sales, marketing and product mangers with early warning intelligence like no other win loss process out there. While there is incredible value from deeper interviews of your customers by a neutral third party, there is delay both in execution and the time to assemble good analysis, and get it to the right people.</p>
<p>Author, <a title="Rick Marcet" href="http://www.amazon.com/Rick-Marcet/e/B004TZIXBA/ref=ntt_athr_dp_pel_1">Rick Marcet</a> describes how he established a scalable win loss process using technology that hangs off Microsoft’s sales force management system. This makes it easy for Sales to input their data, no more than 15 minutes per case. He refers to Sales' input as micro intelligence.</p>
<p>I particularly appreciate the psychological aspects Mr. Marcet weaves throughout this book to engage Sales cooperatively as so many in marketing and competitive intelligence fail to motivate Sales to share!</p>
<ul>
<li>Sales is the primary beneficiary of these win loss reviews and the cumulative database, and they know it. After all they helped design the system.</li>
<li>Sales highly values peer-to-peer interaction, which this database of sales and customer intelligence facilitates.</li>
<li>Conducting win loss reviews is part of the sales process and is considered an “advanced” sales skill.</li>
<li>Rick also created an APP so Sales can tap into this intelligence on the fly from their Smartphones. Wow, talk about powerful and “for Sales.”</li>
<li>Win loss input is essential to be considered for various rewards and recognition at Microsoft.</li>
</ul>
<p>However, Sales is not the only beneficiary of this real-time intelligence and cumulative win loss database at Microsoft. Product management, product development, executives, and marketing can all tap into the collective “crowd wisdom” from this database, to help them make better decisions with timely information.</p>
<p>Just in case you are skeptical about Sales’ bias in reporting (<em>We win because we’re great. We lose due to price.</em>), Mr. Marcet has factored these biases within his database algorithms.</p>
<p>Kudos to Rick Marcet for developing this process to capture valuable customer and competitive intelligence directly from Sales! This book is a must read for anyone in sales management, marketing especially customer insight, and competitive intelligence.</p>