What’s the Future of SCIP and the Competitive Intelligence Profession?

Posted on May 27, 2009 by ellendnaylor

I’m just back from a holiday in Barcelona, Cadaqués and Southern France, mostly the hill town of Itzac where family lives. As often happens I had time to reflect on recent happenings in my life.

I feel like one of my rocks, SCIP has shifted in my absence due to the merger with Frost & Sullivan’s Institute.  I have been an active member since 1990, participating in most annual conferences, served on its board, helped found the Minnesota chapter. I am a columnist for CI Magazine and have given presentations at most SCIP conferences since the mid-1990s. So you get the drift: I am committed to the CI profession and to SCIP.

How did we get there? I think the reasons are deeper than our weak economy, although it is a contributor.  Competitive intelligence is not recognized enough to keep SCIP afloat on its own.  Corporate members increasingly conduct competitive intelligence as a part of their job, but many are not full time practitioners.  This is also true for many consultants and academics who teach competitive intelligence, often as part of an MBA or other Master’s program.

Many companies include competitive intelligence as part of other business functions which are well defined: product planning, strategic planning, marketing, PR, sales, R&D, but CI really isn’t perceived as a discipline in many companies.

When SCIP was formed in 1986, it was the only game in town, but now there are competitive intelligence divisions and / or CI programs within other organizations such as SLA (Special Libraries Association), AIIP (Association of Independent Information Professionals), American Marketing Association, and Marketing Research Association to name a few.  SCIP has perceived these groups as competitors and has felt more threatened by them rather than acting cooperatively and partnering and learning from them. SLA has implemented a competitive intelligence certificate program within its CI Division, which has been very successful, while SCIP is still working on a certification program. SCIP also competes with social networks where participants act and react quickly to events like the CI Ning, LinkedIn groups and Twitter for written communication on competitive intelligence.

For SCIP to survive, even with Frost’s infusion of cash, it’s imperative that SCIP turn on its marketing machine with urgency and reach out to companies and individuals and educate them on the compelling value of conducting systematic CI.  Many don’t get this and just do CI on an ad hoc basis, when they feel pain.  I know this since I’ve been consulting for a while and mostly get called in when companies are having trouble.

CI needs more recognition in the academic world. I am not a professor, but I know that what people learn in school, they often use at work.  If CI is strongly marketed to schools as part of the curriculum in undergraduate and graduate business programs, this will help the profession and SCIP both. A scholarly journal would be another step in credibility for the academic community.

I came home and spent hours pouring over the posts that had been added on the CI Ning particularly two of them:

SCIP F&SI Moving Forward

Interest in Starting an Online-Only CI Academic Journal?

I hope that SCIP’s leadership is reading the CI Ning. There are so many good ideas posted, so SCIP has a great opportunity to listen and query these individuals more closely and engage them to be part of the solution.

Filed under: AIIP, communication, Competitive Intelligence, cooperative, leadership, LinkedIn, SCIP, social networks, Twitter | 6 Comments »

Let’s Give SCIP a Second Chance

Posted on May 13, 2009 by ellendnaylor

This has been a tough time for many of us in this rocky economy and SCIP has been no exception. SCIP 09 attracted many fewer people than SCIP had hoped for since many companies have cut back travel and education budgets this year.  Like most associations, SCIP is fueled financially by its annual conferences.  SCIP leadership and its Board of Directors were ready and presented the membership with a voting opportunity to keep SCIP in business.  Frost & Sullivan’s Institute has agreed to give SCIP a cash infusion to keep it in business, and to propel the CI profession into new directions, most particularly up the organization where Frost is well positioned.

Like many I was disturbed by the suddenness with which we were presented with this bad news: that SCIP was facing such financial difficulty that this infusion of cash was expedient, and we better vote YES to keep SCIP in business.  This was bad emotional intelligence on SCIP’s part I think.

There is a tremendous amount of emotional and analytical discussion on this subject on our CI Ning.  Check it out as you will read so many great ideas on how our field is evolving globally as well as organizations that do bits and pieces of CI.

What I get from this discussion is that we all benefit the most by having one place to represent competitive intelligence, so I hope that SCIP remains in business, and takes some of the constructive suggestions that have been raised in the last week through the CI Ning, the Fellow’s phone call, the CI chapter’s phone call…the outpouring of ideas.

I also hope that SCIP learns to work better with other interest groups all over the world in SCIP and brings back some form of an academic journal since schooling is a great way to build the profession!

Read about the proposed merger with Frost & Sullivan’s Institute right on SCIP’s home page .  The latest I heard was about 90% of the votes have been YES to the merger.  There has never been such a high voter turnout in SCIP’s history. SCIP needs 5% of the membership to vote and a 2/3 majority to say YES in order to move forward with negotiations for the merger.  I voted YES and encourage SCIP members to support our Board and SCIP leadership. We all win if SCIP moves forward and continues to support the competitive intelligence profession.

Filed under: Competitive Intelligence, emotional intelligence, SCIP | Comments Off on Let’s Give SCIP a Second Chance

Let’s Hear it for Librarians in Competitive Intelligence!

Posted on May 13, 2009 by ellendnaylor

Our CI Ning brings out so much discussion in competitive intelligence.  Here is one point I shared recently and it bears repeating: I would like to support the role of librarians in the CI field. Often in competitive intelligence there is so much confusion about what we do, that we ram our way into places where we don’t belong somewhat in desperation.

We can learn from librarians about good service, which is a lot what I believe is behind the practice of cooperative intelligence, which promotes a spirit of giving by integrating the practices of leadership, connection and communication.  Many of us in CI are very good at digging up good insightful data and providing relevant analysis.  We’re not so good at the human issues of connection and communication, which is where librarians run circles around many of us.  They learn about this in librarian school both as undergrads and in master’s programs.

Many librarians don’t have extensive analytical skills, while some do.  I have been disturbed over the years by how some in our field seem to put down the library science field, when it’s the first step in most CI projects, and the librarian can be one of the major sources of fuel to feed the CI process so we can spend more time connecting with primary sources and doing the analysis and communication to help our companies be more competitive.

I learned to value librarians back in 1985 when I started our CI function at Bell Atlantic, now part of Verizon. Our corporate librarian was an important part of my CI team, and she threw more good stuff my way…yes, this was before the Internet, email and voice mail…now librarians can do so much more, and watch a librarian connect on social networks. This is just an extension of what they already have been doing for years.

I think these are some of the reasons that SLA’s CI division is so successful.  Librarians get where their role is in the company, that it’s evolving and provide it with a spirit of service and giving. They also know what they don’t know and learn about it: that’s where CI fits in and why SLA’s CI certificate program has been so successful. Another reason is it was developed and executed by a seasoned CI professional, Cynthia Cheng Correia who understands librarian’s needs since she also has her MLS.

Filed under: communication, Competitive Intelligence, connection, Cooperative Intelligence, leadership | 2 Comments »

Competitive Intelligence Starts with Your Company

Posted on May 11, 2009 by ellendnaylor

I was recently invited to help a customer improve their competitive intelligence process.  I traveled to their headquarters and was given a grand tour of their plant operations and new R&D facility.

The HQ is a lovely building, not too fancy yet decorated with fine art and photography from the owner’s collection and world travels. The management team was warm and positive even in these tough economic times. Their cafeteria served fresh food, and is near the workers, who mostly work on the first floor where the plant is located.

The plant was tidy, and the VP who showed me around was proud of his workers and their operation. The plant had deployed lean manufacturing and most of the employees were cross-trained so they could do “the assembly of the moment” with some exceptions for specialized work. The Just in Time inventory implementation had greatly reduced the company’s need for storage, so much so that there were empty areas at their plant which one year ago had been bursting at the seams.

The owner of the company really cares about his employees, and practices cooperative intelligence, even though he doesn’t call it that. Here’s an example: they’re headquartered in a small town, not that close to a major city. He built a medical clinic for his employees so they would have better medical care since they could walk to it from work. His staff figured out how many hours the clinic should be open for optimal use. Next to the clinic, he put in a gym since the doctor and nurse practitioner recommend exercise programs for employees as preventative maintenance. The workout machinery can be programmed to track an employee’s exercise program. Healthy employees are happier and more productive.

What I really admire about this owner is his combination of caring about the employees while watching the bottom line. Previously, employees would go without care for longer than they should since medical care was too far from the office. Now they routinely visit the doctor when they are ill, and also for maintenance. Medical expenses for the company have decreased in the year since he opened the clinic. It’s also professional in appearance just like you would expect at a regular doctor’s office.

You can just imagine how good morale is working at this company, where its leadership is supportive of employees, has a “can do” approach, and promotes open communication throughout the organization.

Often in competitive intelligence we’re so busy looking externally at the competition and market conditions that we forget to consider how we can improve our own operation by investigating ourselves. Before I look at a company’s competitors, I always like to take a long look at the company which hired me. Their operation, including their management’s behavior and motivation, becomes my yardstick to consider as I learn about the competition.

Filed under: communication, Competitive Intelligence, Cooperative Intelligence, leadership | 1 Comment »

Competitive Technical Intelligence (CTI) Released at #SCIP09 in Chicago

Posted on May 8, 2009 by ellendnaylor

This is a continuation of my SCIP09 Conference learning. This book fills a void as a current, comprehensive CTI resource. Competitive Technical Intelligence focuses on science and technology (S&T) and provides methods and tools to help companies, labs and governments maintain a technical competitive edge.

The book is divided into 5 areas: CTI Today; CTI Organizations and Operations; CTI Tools and Methods; CTI Company and Industry Case Studies and Outlook for CTI. There are 20 chapters each written by a CTI expert.

The book begins with a definition of CTI. Simply put, CTI is technical analysis within the competitive intelligence discipline.

CTI seeks to identify a competitor’s R&D strategy and innovation pipeline to identify the next generation of threats in the marketplace. CTI typically includes the analysis of patents, scientific publications, news sources, open innovation needs, and other technological, engineering, or scientific sources. It focuses on identifying technological trends, opportunities and threats, and their relationship to competitors’ business strategies.

CTI often provides the longest future look at your competition versus other forms of competitive intelligence such as sales, product and financial.

CTI’s key attributes include:

Analysis of science and technical aspects of the external environment

Current, timely, accurate and defensible

Analyzed information that has been processed, validated and interpreted

Actionable, containing recommendations that imply what needs to be done

Gathered using ethical and legal means

CTI is not:

National security intelligence or espionage

Industrial espionage Market research or marketing

An isolated information gathering effort

In 1997, Brad Ashton and Dick Klavans, authors of Keeping Abreast of Science and Technology, observed that CTI was a young area of business. It has since evolved, and practitioners indicate that CTI products have had a significant impact on company and S&T decisions. I will write more about this CTI book in future blogs. Meanwhile read more about this here and order your copy through Bonnie Hohhof  at SCIP.

How have you used competitive technical intelligence at your company? Do you see CTI as a growing practice or do you feel its vulnerability in these troubled times?

Filed under: Competitive Intelligence, competitive technical intelligence, CTI | Comments Off on Competitive Technical Intelligence (CTI) Released at #SCIP09 in Chicago

Dialog on Social Networking in Competitive Intelligence: Post-Conference #SCIP09 Chicago

Posted on April 29, 2009 by ellendnaylor

scip-09-chicagoThis continues my report from talks I attended at SCIP’s (Society of Competitive Intelligence Professional’s) annual conference in Chicago last week. Roger Phelps and Suki Fuller facilitated this open dialog.

Almost all attendees use LinkedIn, while not even half use Twitter. Social networks even less used are Xing, Plaxo, Spoke and Namyz. Some still use listservs within organizations like AIIP (Association of Independent Information Professionals), which alone is worth the annual dues IMO. Although it wasn’t listed, over 700 in competitive intelligence use our Ning group. I think people were confusing Xing and Ning. Xing is a Hamburg, Germany based social network group with over 7 million members while Ning is a social network that lets you create your own social network according to specific niches such as competitive intelligence.

One person boycotts all forms of social networking and differentiates himself by only using email, phone calls and meetings. Others use several social networks as a relationship builder towards email, phone calls or in-person meetings. I prefer to use SN as a relationship builder and use more personal communication with individuals I resonate with. Suki builds relationships to get introductions within a specific industry. The point is: be creative with your connections and cooperative to help others connect.

Spoke is mostly used for obtaining contact information, especially email since it’s an impersonal way to get some competitive data.

Linked In is used by CI pros in collection. It’s the fastest way to find niche experts. You can get names off Linked In and warm up your phone call by asking for a person by name, and know something about them beforehand. You can also use Linked In’s Advanced Searching to find former employees at companies you’re researching who are more likely to share information, although be aware it might be dated or they might be jaded if they were laid off.

Another great use of Linked In is to pose questions within specific groups, whether within a discipline like competitive intelligence, an industry like legal or former employees if you or a friend used to work there.

To be found, create a group to draw on, such as Competitive Intelligence Software within Competitive Intelligence. Answer questions in industry or discipline specific forums. Write e-zine articles which link to your blog and website. Track your industry, company name and key individuals and comment on other’s blogs or connect with them through LinkedIn or Twitter, for example. As with Google Alerts, you can set up Twitter Alerts through Twilert or through Twitter. You can have the results sent to your RSS feed or emailed. Actually you can “find” using many of these tactics too.

Another great source of intelligence in consumer marketing is epinions, which are consumer/loyalty panels, basically unpaid advertising. You can find out if your competitors are developing new products and perhaps why through this channel.

Issues around ethics were discussed since it’s easy to misrepresent yourself through social media. People might have several Twitter accounts, for example and don’t use their name or actual photo for some of them. The usual issues of: “Do I connect only with people I know or everyone who asks?” were brought up. In general I notice that consultants are more likely to connect with anyone, while corporate managers are more conservative and connect mostly with people they know, even if only slightly.

I was interested in learning how you can protect yourself within the social networking space. Apparently Beth Shankle, Chief Research Librarian at the National Press Club’s Library is a great resource and teaches courses on the various social media.

How do you use social media for competitive intelligence?

Filed under: AIIP, Competitive Intelligence, connection, cooperative, LinkedIn, SCIP, social networks, Twitter | 5 Comments »

Are We in a Rut in Competitive Intelligence Innovation? #SCIP09 Post-conference

Posted on April 27, 2009 by ellendnaylor

scip-09-chicagoKen Sawka of Outward Insights led this dialog for our friend, Bill Fiora at #SCIP09’s annual conference in Chicago last week.  Bill had a bike accident which kept him home in Boston. The dialog was a follow-up discussion from Bill’s post on our Competitive Intelligence Ning.

We listed many of the common competitive intelligence tools and techniques such as Porters 5 Forces, 4 Corners, War Games, Scenario Planning, SWOTs and competitor profiles.  There hasn’t been much innovation among competitive intelligence tools and techniques that anyone was willing to share.

The innovation that people shared was around process which involved social networks and more sophisticated monitoring and analysis tools. The cost of information acquisition is really inexpensive today even compared to 10 years ago, so companies can afford to text mine and use tools that provide visualization at a reasonable cost.

Another discussion was around trust: management listens to individuals they trust to get strategic intelligence, such as McKinsey.  This is the kind of relationship we in competitive intelligence need to develop with our management through dialog where we become valued. We need to deliver high quality products that address business needs. Ken told a story about a consultant who listened and advised one of the company’s executives on the Friday before the executive held his Monday monthly briefing. He didn’t charge for this time, but he did gain the executive’s trust. This relationship building supports the practice of cooperative intelligence which integrates leadership, connection and communication.

Ken shared another story where a Best Buy manager openly shared that each of its 983 stores used Web 2.0 technology such as a wiki to share day to day store operations, mystery shopping observations, sales results, and all kinds of good scoop, and how this became part of the company’s DNA. I wasn’t surprised since this is how the retail industry works: it’s more of an open book since you can freely walk into your competitor’s store and buy products and assess their service. Another attendee suggested that Best Buy might have implemented more advanced Web 2.0 processes since sharing their story. A participant in the pharmaceuticals was reluctant to share his company’s Web 2.0 practices since this industry is more secretive due to long lead times to get products approved by the FDA and out to the market place.

We concluded that industry norms can be a deterrent to sharing innovation.  However, as we build our human networks and develop trust, we often share our innovation with others, either one on one or among a smaller group. The Council on Competitive Analysis and Liam Fahey’s Knowledge Leadership Forum were sited as two examples of groups with trusting relationships where innovative competitive intelligence practices are shared.

One fear that some expressed is that we could be replaced by artificial intelligence as described in Jeff Hawkins and Sandra Blakeslee’s  book On Intelligence.

We concluded with a couple of questions:

1. How do we more effectively improve our value?
2. How do we quantify and communicate the benefits of competitive intelligence?

What do you think?  I’ll be blogging about #SCIP09 sessions this week.  Speaking of innovation, look for a summary of Competitive Intelligence Foundation’s book on Competitive Technical Intelligence (CTI) just released at SCIP 09.

Filed under: communication, Competitive Intelligence, competitive technical intelligence, connection, Cooperative Intelligence, CTI, leadership, SCIP, social networks | Comments Off on Are We in a Rut in Competitive Intelligence Innovation? #SCIP09 Post-conference

Blogging about Competitive Intelligence from #SCIP09 in Chicago

Posted on April 20, 2009 by ellendnaylor

scip-09-chicagoThis week I will be blogging from SCIP’s annual conference, which takes place in Chicago from April 21 – 24.  While I will not be attending the pre-conference sessions on April 21 and 22, here is some more detail about them.

I will be attending sessions on April 23 and 24, and here is the detail about these sessions including titles, descriptions and speaker bios.  As an attendee, you receive a CD-ROM of all the presentation sessions.

Here are the 10 Random Things I am looking forward to doing at SCIP09 from the Competitive Intelligence Ning where you can check out other’s intentions.

1. I look forward to meeting my SCIP friends and making friends with new people, including some of you on the CI Ning who I only have met electronically

2. I look forward to Robert Bugai’s talk on “Meet the Press” since the journalistic perspective of probing and interviewing has always interested me. (11:35 p.m. Thursday…I just found out he WON’T BE THERE!)

3. I look forward to Bill Fiora’s active dialog on “Are we in a Rut?” (5 p.m. Thursday) This would be a great CI Magazine article.

4. I looking forward to Roger Phelps’ and Suki Fuller’s active dialog session on “Social Networking & Its Role in CI.” (11 a.m. Friday) That will make a great CI Magazine article, don’t you think?

5. Due to my interest in sales intelligence, I look forward to hearing Lisa Hicks talk about “Sharpen Your Sales Results with Win/Loss Analysis Best Practices.” (Noon Friday)

6. I think Eric Garland’s talk on “Keeping Positive: Using Competitive Intelligence to Find New Business Opportunities, ” will be a refreshing slant on using CI not just for threats. (2:45 p.m. Thursday)

7. I’m looking forward to spending some time on the Exhibit Floor, and my focus this year is competitive intelligence software providers like Strategy Software, Comintell, Digimind, Cipher, QL2 and Traction.

8. I’m looking forward to our WLC (Women’s Leadership Council) cocktail party which follows the opening reception in the exhibit hall from 7 – 8 p.m. on Wednesday.

9. I don’t have a booth this year, too much else that I have to do at SCIP09 which would take me away from my exhibit. So, if you want to plan a meeting, here’s how to do it:

Attend one of my talks:

Build a Sustainable Early Warning Process through Cooperative Intelligence (1:40 p.m. Thursday) or
Capture Ccompetitive Intelligence from Sales & Customers to Drive Lucrative Product Development (9:40 p.m. Friday)
I’ll be in the exhibit hall from 9:30 – 12:30 p.m. on Thursday, and some time after my talk around 3 p.m. or so.

Otherwise you can reach me at renaylor@wispertel or 720-480-9499

Or you can Tweet me at http://twitter.com/EllenNaylor as I’ll be part of August Jackson and Suki Fuller’s Twitter team following SCIP 09 (#scip09).

10. I will attend social events where we can meet up as well:

Opening Reception: 5:30 – 7 p.m. Wed
Reception: 6 – 6:30 p.m. Thu
Awards Breakfast: 8 – 9:30 Fri

There is a newcomer’s orientation just before the opening reception, which I usually attend, but I don’t see it on this year’s schedule.

If you participate in the Twitter network, check out our tweets on #scip09.  They can also be viewed through out Competitive Intelligence Ning.

Filed under: Competitive Intelligence, SCIP, social networks, Twitter, win loss analysis | Comments Off on Blogging about Competitive Intelligence from #SCIP09 in Chicago

Think Before Win Loss Analysis: Stay Connected with Your Customers Before the Sales Event!

Posted on April 17, 2009 by ellendnaylor

I’ve been talking about the sales intelligence practice of win loss analysis a lot lately. It’s the process of interviewing your customers to find out why you REALLY win or lose business, and is one of the best values for collecting market intelligence from your customers. You can get ideas for product development, competitive intelligence, changing account reps, realizing that customers don’t value what you thought they did…the list is as endless as your imagination if you stretch it.

However, many people just interview customers when they have lost business. Be practical: How long will it be before you can do business with them again, unless this loss just represents a portion of the business you do together?

Interview wins since they will give you ideas for product development, and they are interested in maintaining a relationship with you, especially if you can offer products that better meet their needs over time.

Especially in these tough economic times, take the time to develop even deeper relationships with your customers to boost retention rates. This is a key cooperative intelligence practice since your account reps or inside sales will be seen as leaders, connectors and communicators, while the competition won’t since they may be operating with a reduced sales headcount.

If you have the cashflow, don’t lay off your sales force or inside sales: keep them busy connecting with your customers. Here are some processes that you might include in their hardship job description in addition to their periodic account visits:

1. Interview customers one month or a reasonable interval after implementation of the product or service. Keep them happy and engaged, right from the beginning. Work with your marketing and product development people to include some open ended questions so they can vent and you learn what’s on their minds without the bias of closed ended questions.

2. A year after implementation, interview your customers again. They will have had a chance to use the product or service enough to have formed some strong opinions. Listen to their ideas, and let them know that you are considering or have made changes to your product or service based on their feedback. Include open ended questions about market trends, new technology and the competition so you don’t get blind sided.

3. Six months to a year before the contract expires, come back to the customer with another set of questions concerning the product/service, your customer service, you know the drill. Your goal is to influence them to stay with you, and they will be more tempted since you’ve been staying in touch with them…and this is not a last ditch effort just before the sale.

The point it: don’t wait for the sales event and then conduct win loss analysis interviews afterwards to find out what you’re doing right and wrong. Include this as part of the account planning and sales follow-up processes and watch your customer retention soar!

What have you included in your sales intelligence process to increase customer retention in these tough economic times?

Be notified when our book, Win/Loss Analysis: How to Clinch and Keep the Business You Want is published.

Filed under: communication, Competitive Intelligence, connection, Cooperative Intelligence, D. Sales Intelligence Articles, leadership, win loss analysis | Comments Off on Think Before Win Loss Analysis: Stay Connected with Your Customers Before the Sales Event!

Capture Competitor & Market Intelligence through Elicitation: Webinar Follow-up

Posted on April 14, 2009 by ellendnaylor

Last Wednesday, I gave a webinar to give product managers a tool to improve their relationship with Sales. Teach Sales elicitation skills: they don’t get it anywhere else and it will help them close more deals and collect information to help your company develop better products. Elicitation is conversational communication that compels people to voluntarily tell you things without you asking. However, it does involve planning to make it work, since most of us grow up asking people questions directly to extract information. You can download the slides from Slideshare, but as of April 31, 2014, Slideshare will discontinue slidecasts, so I am uncertain how to transfer this to another provider.

There were some questions that got me thinking more over the Easter/Passover weekend.

1. What is the personality type of the ideal person who conducts elicitation?

The person who asked the question assumed that this person would be outgoing and extroverted. Actually some of the best elicitors are more introverted since they are likely to be more thorough in their preparation for elicitation interviews. In addition, introverted people are often better listeners than extroverts, who like to hear themselves talk, not what elicitation is about. Its focus is getting the other guy to talk!

Here are some other desired skills for an elicitator: natural gift for making friends; establish rapport well; practical psychological insight; broad general knowledge; good memory; two level listener; non-threateningly curious; appreciates cultural/national differences; understands subtleties of personal relationships; and is intuitive, spontaneous, and discrete.

2. Ethical Considerations around Elicitation

This always comes up when talking about competitive intelligence, especially collection tools, where elicitation fits. There are two codes of ethics that I point to: SCIP’s code of ethics and AIIP’s code of ethics. My own ethics are the most important to me and they are situational. The other thing to consider is practicality and conversation flow. For example, some people want you to disclose who you are, your company name, where you’re based, who your client is, and why they want to know “x”. Try scripting all this “stuff” at the start of a conversation: it is not natural and it’s too long. It’s better to let the person you’re talking to, ask questions and gradually tell them this information as the conversation flows.

3. Resources I recommend

Confidential  by John Nolan and What Every BODY is Saying by Joe Navarro for supplementary reading on elicitation practices.  I have also written an article entitled “Enable Sales to Elicit Market Intelligence”  published in SCIP’s Competitive Intelligence Magazine.

Filed under: AIIP, communication, Competitive Intelligence, D. Sales Intelligence Articles, Elicitation, SCIP, Twitter | 2 Comments »

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