12 Tippers to Guarantee Your Success in Collecting Intelligence from Sales

Posted on February 19, 2012 by ellendnaylor

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!

Filed under: competition, Competitive Intelligence, cooperation, cooperative, Cooperative Intelligence, Ellen Naylor, Sales Intelligence, trade show, win loss analysis | 4 Comments »

Six Things you Can Learn from Conducting Win Loss Interviews

Posted on December 15, 2011 by ellendnaylor

I am always surprised that more companies don’t have a formal win loss program.
To conduct win/loss, interview your customers or lost 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. Those companies that do win loss claim do improve their win rate by 15-30%. That’s a nice return on investment.

Filed under: competition, Competitive Intelligence, competitor, product development, research, Sales Intelligence, win loss analysis | 2 Comments »

Reviewing “Win/Loss Reviews”

Posted on October 11, 2011 by ellendnaylor

Win Loss Reviews is real-time intelligence collection from selected sales events. Author, Rick Marcet describes how he established a scalable win loss process using technology that hangs off Microsoft’s sales force management system. I particularly appreciate the psychological aspects Mr. Marcet weaves throughout this book to engage Sales as so many in marketing and competitive intelligence fail to motivate Sales to share! This book is a must read for anyone in sales management, marketing especially customer insight, and competitive intelligence.

Filed under: Competitive Intelligence, win loss analysis, Sales Intelligence, product development, real-time intelligence, sales force management | Leave a Comment »

4 Steps to Plan for Successful Win Loss Interviews

Posted on August 26, 2011 by ellendnaylor

While many people ask me to share the templates I have prepared over the years, when I conduct win loss interviews, actually it’s the upfront planning that matters more. If you don’t have all the salient facts around the sales situation or a good value proposition as to why the customer or prospect will want to talk to you, you’ll never get that communication off the ground!

Filed under: communication, competitor, cooperative, Cooperative Intelligence, LinkedIn, research, Sales Intelligence, social networks, win loss analysis | Tagged: | 3 Comments »

Strategies, Techniques & Sources to Find Local Business Information

Posted on June 25, 2011 by ellendnaylor

Here are a few takeaways from today’s AIIP webinar, “Going Local: Techniques & Strategies for Finding
Local Business Information,” presented by Marcy Phelps, CEO of Phelps Research and author of recently published “Research on Main Street.” This includes many valuable links to sources for local US sources, and how to buy “Research on Main Street.” If you’re an Independent running a research, private eye, library or competitive intelligence practice, AIIP is the place to get invaluable advice and resources to help you start and run your business successfully!

Filed under: AIIP, Competitive Intelligence, connection, cooperative, Cooperative Intelligence, creativity, LinkedIn, opportunity analysis, research, Sales Intelligence, social networks, Twitter | 1 Comment »

How to Encourage Cooperative Communication from Sales

Posted on March 26, 2011 by ellendnaylor

Many competitive intelligence, marketing, research and product developers complain about poor communication from their sales force, who has a direct conduit to your customers—one of the best sources of knowledge about what your company is doing right and wrong as well as ideas for new products, services and tweaks to your existing products that can be revenue generating!

So how do you encourage cooperative communication from Sales?

Filed under: communication, Competitive Intelligence, win loss analysis, Sales Intelligence, cooperative, AIIP, research, Elicitation, product development, competition | Leave a Comment »

Use Rivalry to Spur Innovation & Competitive Intelligence Sharing

Posted on May 27, 2010 by ellendnaylor

While GE uses rivalry to stimulate innovation, I believe it can also be used to support other functions such as competitive intelligence in the case of war gaming, in particular. Another group that responds well to healthy rivalry, if you publicize their contribution, is Sales. People are naturally competitive and want to be the best, so healthy rivalry that advances your company’s goals for innovation, improved competitiveness and winning more deals—is a good thing!

Filed under: competition detective, Competitive Intelligence, competitiveness, competitor, cooperative, Cooperative Intelligence, product development, research, Sales Intelligence | 2 Comments »

Capture Win Loss Analysis Cooperatively

Posted on April 15, 2010 by ellendnaylor

Last week, I shared a summary of “5 Tactics to Research Your Marketplace using Competitive Intelligence Skills” originally published by Adam Sutton of MarketingSherpa. As promised, I am focusing on the first one, Conduct win loss analysis. Win loss interviews and the ensuing analysis are one of my favorite cooperative intelligence tools, since it’s a win/win. Your company receives valuable information from your customers and prospects, and you make them feel important since you care enough to query them and give them an opportunity to provide honest, candid feedback on what they like and don’t like about you, and what they like about the competition, for example.

Filed under: Competitive Intelligence, connection, cooperation, cooperative, Cooperative Intelligence, product development, Sales Intelligence, win loss analysis | Tagged: | Leave a Comment »

Reviewing Early Chapters of “Competitive Intelligence Advantage”

Posted on March 18, 2010 by ellendnaylor

I am reading Seena Sharp’s book Competitive Intelligence Advantage. In the spirit of cooperative intelligence, I am sharing what I liked about the introduction and the first two chapters in this blog. Stay tuned: I will continue my review as I read further!

Filed under: Competitive Intelligence, connection, cooperative, Cooperative Intelligence, product development, research, Sales Intelligence | 2 Comments »

Improve Your ROI by Integrating Marketing & Sales Intelligence

Posted on February 25, 2010 by ellendnaylor

On March 23, I will be giving a 2 hour session entitled, “Improve your ROI: Proven Tools & Techniques for Integrating Sales & Marketing” at the American Marketing Association’s Spring Marketing Workshop which takes place in Denver, Colorado from March 22 – 25 at the Westin Tabor Center www.westintaborcenterdenver.com.

Filed under: Cooperative Intelligence, Competitive Intelligence, win loss analysis, Sales Intelligence, cooperative, SCIP, Elicitation, Denver, product development | 1 Comment »

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