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.
Tactical, Operational & Strategic Analysis of Markets, Competitors & Industries
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Ellen Naylor
- Female
- Denver, CO
- United States
- Blog Posts (3)
- Discussions (163)
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- Groups (13)
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Ellen Naylor's Groups
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 3 Likes
Dancing with Digital Natives
Started this discussion. Last reply by Trip Krant Jul 16, 2011. 3 Replies 3 Likes
Gifts Received (3)
Ellen Naylor's Page
Latest Activity
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.
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 0 Likes
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…
ContinueCapture Precious Competitor & Market Intelligence through Elicitation
Posted on April 9, 2009 at 5:42pm 0 Comments 0 Likes
Win Loss Analysis is more than Competitive Intelligence
Posted on February 4, 2009 at 12:21pm 3 Comments 0 Likes
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
Consider these points to develop a cooperative B to B win loss process:
- Clearly… Continue
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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.
Thank you for adding me to your friend list and for the warm welcome!
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!
Hi, Ellen!
Thank you for your message.
I hope I'm able to contribute.
Kindest regards,
Amanda
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
Ellen
Thanks for your positive comment about the video. I'm glad to join CI.
Neil
Hi Ellen thanks for making me a parts of your group. Actually i joined CI ning in 2009 but was not very active. Recently saw some interesting posts from your side so would try to be more active now.
Best regards,
Siddharth.
Thanks for finding and adding me as a friend. I had heard of this group before, but never actively looked for it. I stumbled across it yesterday. I'm already seeing familiar faces and names. I'll take that as a good sign.
It was really good to see you again too. I hope we'll stay in contact more often this time around!
Shelly
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