Competitive Intelligence

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

Sales and Marketing Intelligence Discussions (20)

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Reviewing "Win/Loss Reviews" Rick Marcet's new book!

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 s…

Started by Ellen Naylor

3 Nov 10, 2011
Reply by Ellen Naylor

Connecting with Loss Review Managers to Interview them: My Latest Challenge in CI!

I have shot out quick emails to these folks, and have been as responsive as I can. I just get the impression they are too busy for any addi…

Started by Ellen Naylor

3 Oct 8, 2011
Reply by Ellen Naylor

Podcast: August Jackson Interviews Rick Marcet on Win/Loss Analysis

I was going to add this podcast as a comment on the last discussion, but it warrants its own!    August Jackson interviewed Rick Marcet on…

Started by Ellen Naylor

2 Jul 19, 2011
Reply by August Jackson

Win/Loss Reviews: A New Knowledge Model for Competitive Intelligence

Hello Everyone, I just received my copy of "Win/Loss Reviews: A New Knowledge Model for Competitive Intelligence" by Rick Marcet. Looks go…

Started by Ellen Naylor

7 Jul 19, 2011
Reply by Ellen Naylor

Rick Marcet's Book, " Win Loss Reviews" Soon to be Published Speaking at SCIP

Hello, I had the pleasure of meeting Rick face-to-face while at AIIP's annual conference in Vancouver, WA earlier this month. Wow, he real…

Started by Ellen Naylor

3 May 2, 2011
Reply by Ellen Naylor

From a Good Sales Call to a Great Sales Call: Book Review

From a Good Sales Call to a Great Sales Call focuses on improving Sales’ post-decision debrief process with prospects, referred to as win l…

Started by Ellen Naylor

0 Mar 31, 2011

How to Encourage Cooperative Communication from Sales

I just posted this blog on my site, but was thinking it's applicable to this group. It simplifies what needs to done to encourage sales to…

Started by Ellen Naylor

0 Mar 25, 2011

Interesting Book on Sales Intelligence?

Hello,   I have been browsing articles on win loss analysis, always anxious to expand my horizons and came across this book, From A Good Sa…

Started by Ellen Naylor

7 Mar 8, 2011
Reply by Ellen Naylor

Methodologies of Conducting Win Loss Analysis

There are so many reasons to conduct win loss analysis, yet most companies don't do it. And the minority that do it, don't take action base…

Started by Ellen Naylor

6 Oct 7, 2010
Reply by Ellen Naylor

Procurement

Two items that I can think of immediately.  One is the criteria for decision-making.  The other is competitive information.

Started by Gary Lim

5 Oct 5, 2010
Reply by monica nixon

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