Competitive Intelligence

Tactical, Operational & Strategic Analysis of Markets, Competitors & Industries

Ellen Naylor
  • Female
  • Denver, CO
  • United States
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Ellen Naylor's Discussions

12 Ways to (Legally) Spy on Your Competitors

Started this discussion. Last reply by Vivek Raghuvanshi Dec 10, 2011. 13 Replies

Dancing with Digital Natives

Started this discussion. Last reply by Trip Krant Jul 16, 2011. 3 Replies

 

Ellen Naylor's Page

Latest Activity

Alexander Fleming might attend Ellen Naylor's event

From Competitive Intelligence to Intelligent Sales Enablement at Webex

April 22, 2014 from 12pm to 12:45pm
Learn how to be more effective at collecting competitive intelligence that will help your sales teams win more deals. Transform that data into competitive sales intelligence that your sales reps can customize for each deal.  Reframe your data into customer terms that will add impact your sales discussions.Panelists include Mitch Emerson of Compelligence, Ellen Naylor of The Business Intelligence Source,  and…See More
Feb 3
Rui Serapicos joined Ellen Naylor's group
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Sales and Marketing Intelligence

Sales and marketing are some of the best sources of CI, and are often overlooked. Let's share stories and best practices.
Dec 4, 2016
Marian Coman joined Ellen Naylor's group
Thumbnail

Sales and Marketing Intelligence

Sales and marketing are some of the best sources of CI, and are often overlooked. Let's share stories and best practices.
Dec 3, 2016
Marian Coman liked Ellen Naylor's group Sales and Marketing Intelligence
Dec 3, 2016
Mike Diaz joined Ellen Naylor's group
Thumbnail

Sales and Marketing Intelligence

Sales and marketing are some of the best sources of CI, and are often overlooked. Let's share stories and best practices.
Mar 11, 2016
Donna Ann Pusey and Ellen Naylor are now friends
Sep 17, 2015
Ellen Naylor and Tshepo David Sebe are now friends
Aug 10, 2014
Ellen Naylor replied to Johannes Deltl's discussion Excellent Article: Knowing Why You Lose Won’t Always Help You Win: Sales and Marketing Intelligence in the group Sales and Marketing Intelligence
"It's funny how conducting win loss analysis really doesn't change over time. I was just re-reading this article in a new vein since I am writing a book on how to conduct win loss analysis. I liked the perspective of including win and loss…"
Aug 4, 2014

Profile Information

About Me:
I have 30 years of sales and marketing experience across many industries. I sold telecommunications products and services for several years and before that fine jewelry. I initiated competitive intelligence (CI) at Verizon and built a process to capture competitive information across commercial marketing, including Sales. I conducted forecasting and competitive intelligence at Northwest Airlines.

In this difficult economy, clients benefit from our in-depth research on any topic using our skills in primary and secondary research and tapping into our vast social network as well as our programs to integrate marketing and sales intelligence. I teach Sales how to incorporate CI elicitation and interviewing techniques right into the Sales process to learn what the market is demanding, and what products or services a company needs to develop to maintain its competitive edge. Customers are a key source of market intelligence, and with our programs companies improve their relationship with customers, every time Sales meets a customer.

Ellen’s clients benefit from her passion, insatiable curiousity, active listening and ability to work effectively within each company’s unique culture, as she grew up in an international community in Yokohama, Japan. She helps companies improve their marketing prowess through building an early warning process, collecting valuable intelligence at trade shows; conducting win/loss interviews and analysis to improve customer retention; and conducting results-driven workshops.

Ellen's signature practice, "Cooperative Intelligence," promotes openness and relationship building by listening and being heard. It focuses on the right people skills to be an effective leader, connector and communicator--the cornerstone of trust.

BLOG http://cooperativeintelligenceblog.com/
http://www.linkedin.com/in/ellennaylorcolorado (linkedin)
Website:
http://www.thecisource.com
My Interest in Competitive Intelligence is:
Learning and sharing in this ever changing field, especially sales and marketing intelligence such as win/loss, trade shows and primary intelligence tactics.
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    Ellen Naylor's Blog

    Competitive Intelligence Talks at SLA's Annual Conference Jun 12-16 2010

    Posted on June 3, 2010 at 1:02pm 0 Comments

    I will be attending SLA’s (Special Library’s Association) Annual Conference from June 12 – 16 at the New Orleans Convention Center. In the spirit of cooperative intelligence, here is a synopsis…

    Continue

    Capture Precious Competitor & Market Intelligence through Elicitation

    Posted on April 9, 2009 at 5:42pm 0 Comments

    I had meant to post this event on our Ning calendar, but alas I was traveling during the last several weeks and forgot. However, you can have the benefit of this webinar here, including the slides and the… Continue

    Win Loss Analysis is more than Competitive Intelligence

    Posted on February 4, 2009 at 12:21pm 3 Comments

    Win loss analysis is my favorite tactical cooperative intelligence practice as it offers the best ROI of any sales intelligence tool. You gain intelligence by interviewing your customers shortly after the sales event to find out why they chose to do business with you or decided on a competitor. The data gathered combines knowledge from sales, customers, competitors, and your marketplace.



    Consider these points to develop a cooperative B to B win loss process:



    - Clearly… Continue

    Comment Wall (56 comments)

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    Join Competitive Intelligence

    At 10:17am on October 30, 2012, Stephen Preston said…

    I just finished reading your article, "Introducing Cooperative Intelligence".  Thank you for writing it, I found it very helpful.  I also found it interesting that you started at Bell Atlantic/Verizon.  I work for a Verizon spin-off called Syniverse.  Small world.

    At 12:19pm on August 21, 2012, Andy Alsop said…

    Thank you for adding me to your friend list and for the warm welcome!

    At 1:32pm on December 14, 2011, Andrew Beurschgens said…

    Thank you for your kind words regarding thre UK Competitive Intelligence Forum's Calendar of Networking Events for 2012.  Could not have done it without a core set of great volunteers with me on this, all in the name of sharing and growing, sharing and growing.  Likewise, Happy Holidays!

    At 3:11pm on November 26, 2011, Amanda Abuchaim said…

    Hi, Ellen!

    Thank you for your message.

    I hope I'm able to contribute.

     

    Kindest regards,

    Amanda 

    At 3:48pm on September 6, 2011, Regina M Maxwell said…

    Hi Ellen,

    Thanks for your warm welcome, and yes, I have been a member of AIIP since June 2010.  What an awesome group of info pros!  A terrific lot!  I am hoping to get to Indianapolis in 2012 and really look forward to meeting you.  I'm sorry our paths didn't cross at the SLA AIIP social in Philly.  I live here and was overwhelmed by the number of AIIP legends there that night ;)

    I look forward to our staying in touch -- I am fairly new to entrepreneurship (a little over a year) and I have learned so much and have tremendous respect for those of you who've been at it for so long!  I know it's hard work, but I sure wouldn't mind if some of your success rubbed off on me ;)

    With warm regards,

    Regina

    At 9:50pm on August 24, 2011, Neil Foley said…

    Ellen

    Thanks for your positive comment about the video. I'm glad to join CI.

     

    Neil

    At 2:47am on June 21, 2011, David Coates gave Ellen Naylor a gift
    Gift
    Thanks for your welcome.
    At 2:45am on June 21, 2011, David Coates said…

    Hi Ellen,  Thanks for the welcome.

     

    It would be good to keep in touch and I like your profile.  I'm interested in the ethics associated with CI and how best to train applying ethical standards in practice.  How do you approach this area?

     

    Best wishes, David

    At 4:56pm on June 20, 2011, Tim Weaver said…
    Hello Ellen, thanks for the kind words and the nice welceome. Should I think of anything, I'll let you know.
    At 1:30pm on June 11, 2011, Eric Garland said…
    I'm bringing 50 copies of the book in a very heavy suitcase. See you there!

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