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intelligence for business skip to main skip to sidebar intelligence for business competition is the force that drives innovation improvement and growth competitive intelligence is the power that drives your company to conquer the competition and achieve the greatest victories this forum provides a stream of information on maximizing your competitive advantage and identifying opportunity wednesday february 13 2008 why should i care about ci i m in sales calls pipelines meetings and more calls this is what sales people do make calls make contacts and build relationships it seems simple doesn t it so when a marketing person comes in with charts and diagnostics what happens the eyes roll the hands go back behind the head and you can almost hear the brain turning off why do you think salespeople don t care about ci what have you done to show them of their benefit salespeople work primarily in the business of relationships and on the surface it doesn t seem as if competitive intelligence matters therefore they believe that what they need is to get themselves in front of the right people and their sales abilities will finish the deal therefore when someone outside of sales approaches them with statistics and magic quadrants they don t see the correlation to their efforts at creating and maintaining their relationships with prospects maybe a different tactic is needed maybe it s time for the market research person to use a little salesmanship to promote ci to those who can use it most consider these questions before approaching the sales team what information can i share that matters in a sales scenario what can it tell them that impacts their ability to win more opportunities what can i leave out that isn t critical to their specific needs how can i present this information in a way that gets their attention whether we realize it or not we are all salespeople we need to position our product in a way that attracts the attention of those we wish to influence remember that when you try to sell to the biggest skeptic your own sales force posted by mark larson 11 comments categories ci with roi competitive intelligence sales sales intelligence strategic tactical thursday february 7 2008 slight changes hello everyone this is mark larson at primary intelligence wishing all of you a happy and productive day i just wanted to update you on some changes that will be happening with the blog chris dalley has taken a new position here within our company and has passed the opportunity of managing this blog onto me chris is a more prolific writer than i so i will be enlisting the help of my pi colleagues to continuously bring new and interesting content to these pages we hope to give you tidbits on the competitive intelligence community in general as well as exciting new developments we uncover while doing our own research a lot has changed in the intelligence and market research fields over the past 10 years in which we ve been in business technology is playing a bigger role as companies want easier access to data as well as better targeted findings we hope to keep the information rolling that helps you in your understanding of what is available and what is on the horizon in regards to ci we also would love your comments as well if you have an interesting viewpoint on a topic or information that would be enlightening send it to me and we ll look at posting it contact me at mlarson primary intel com or by phone at 801 838 9600 x5046 posted by mark larson 1 comments categories ci blogs newsletter monday january 28 2008 obstacles to an effective win loss program win loss research is a very strong part of a complete voice of the customer system not only does it provide a first view into the hoops that prospects go through to do business with you it also uncovers many hidden issues such as competitive intelligence on positioning in the marketplace initial perceptions of your company s ability to meet the market s needs why companies do business with you in the first place processes that need to be modified to make it easier for companies to do business with you however win loss is not a simple research project to start at least not compared with other research projects such as client satisfaction market needs and the like there are some obstacles that are unique to win loss that have to be addressed if this research tool is to provide you with all of its potential value sample issues pushback from sales confidentiality concerns unrealistic expectations poor communication by far the biggest problem is sample in other words finding the opportunities to study so that you can call and interview without these opportunities it is impossible to reach out to your recent sales engagements and gather the necessary information why are these so difficult to gather two reasons 1 sales won t give them up and 2 sales is too disorganized to give them up either way the problem can only be solved if sales is involved and acting as a wiling participant you ll note that the second obstacle is also based on sales if sales thinks that win loss is a witch hunt or even suspects that they will be evaluated based on the information in the win loss program the sales reps will make it very difficult for you to get their sales history information how can this be you ask we use an enterprise wide crm sfa tool the information is in there and we should be able to pull it anytime this would be a logical thing to say but it doesn t hold true an sfa system only holds what the sales reps put in there and if they don t mark their opportunities as losses you won t have anything to research you d be surprised at how long a sales rep can work on a sales opportunity before reporting it as a loss if they think that such an action would be detrimental so to solve the first two points above sample issues and getting sales on board you have to design your win loss program from the ground up as providing value to the sales reps without being a form of discovery or punishment if sales is on board win loss runs 100 more effectively if sales doesn t know about the program you will only have moderate success if sales is against the program you won t get anything done at all and that would be a shame considering the immense amount of sales and competitive intelligence that an effective win loss program can produce if you have any thoughts questions or comments let me know cdalley primary intel com 801 838 9600 x5050 posted by christopher dalley 1 comments categories competitive intelligence efficiency sales intelligence win loss friday january 25 2008 competitive intelligence webinar key to setting up a win loss program yesterday ralph nielsen director of research operations and i co presented a webinar on how to set up a win loss program that works we took the opportunity to talk about best practices obstacles unexpected value if you are thinking about setting up an in house effort or you work with a 3rd party vendor for your win loss we gave you a ton to consider also i have recently spent some time with our great clients talking about how they use win loss to whom they distribute it and where it makes a difference in their companies i turned the results of this work into a section in the webinar that i refer to as seven secrets of making your win loss program more effective that s kind of a long title but it leaves little room for confusion if you would like to download the slides alone you can find them here if you want to watch the entire webinar with audio and video you can download that file right here over the next few days i ll spend some time sharing the ideas from the webinar in the blog also we appreciate the many people that gave their time and attended if you watch the presentation and have any questions or comment let me know leave a comment on this blog email me cdalley primary intel com or give me a call 801 838 9600 x5050 posted by christopher dalley 4 comments categories competitive intelligence delivery distribution sales sales intelligence strategic tactical voice of the customer webinar win loss wednesday january 23 2008 competitive intelligence newsletter feedback helps you win business in this issue we explore how listening both to the client s needs and feedback on your sales performance increases your sales success and if you listen closely enough you might even find out what the competition is doing that kind of bonus can get you some great recognition subscribe today to our industry leading newsletter by sending a request to info primaryintelligence com cover story stop talking how listening sells more by scott bishop primary intelligence an account manager approaches you with a request from a current client it seems the client has big plans for expansion but they need a new system to help them accomplish their plans and as their current vendor they want your company to propose something to meet their needs you immediately jump into preparing a proposal for more click here blogcentral where are the innovators in competitive intelligence i sure do wish that the innovators in competitive intelligence were publishing more thoughts and creating more dialogue in the blog community of course scip does their part to produce articles and thought leadership but too few practitioners are participating in the blog world for more click here the a list archive xcel beats larger competitors for metrofuser s business originally published in april 2005 metrofuser wanted to replace its business operations software with a system that would be easier to adjust and customize to meet its specific needs and evaluated solutions from best software xcel software and microsoft business solutions metrofuser was leaning toward buying the microsoft great plains solution until xcel stepped in for more click here posted by christopher dalley 2 comments friday january 18 2008 podcast competitive intelligence sales team big success recently dave stein ceo of es research group interviewed our ceo ken allred on the affects of sales intelligence competitive intelligence that can be brought to bear on all aspects of the sales process his goal was to understand how primary intelligence uses intelligence to increase sales close rates as mr stein s company focuses on the evaluation of sales training and enhancement companies his reports detail the performance of key players like miller heiman the complex sale the tas group and dozens of others his goal is to help companies that want to sell more find the right resources to meet their needs to this end mr stein took time to understand how the right kinds of intelligence can be leveraged to provide competitive advantages increased visibility into your company s performance identification of your competitors movements the audio program is 25 minutes long and can be downloaded here if your responsibilities include sales management sales training competitive intelligence or marketing this podcast is well worth your time and if you feel like you re not sure where you stand in relation to the competition you ll find usable insights and take aways you can use today posted by christopher dalley 2 comments categories competitive intelligence predictive analytics sales intelligence strategic tactical win loss wednesday january 16 2008 upcoming webinar keys to a win loss program that works your company knows that it needs feedback from the market to perform and a win loss program makes a lot of sense marketing can make adjustments sales can target their training product development can build it closer to what the clients expect just one question what is the most effective way to run a win loss campaign to develop all of this information the opportunity to increase your sales and marketing success sits right at your doorstep but do you have everything you need to achieve the greatest potential can you make simple changes that will result in huge increases primary intelligence invites you to a presentation that will show how sales and marketing can work together to build a world class program common obstacles that derail win loss initiatives in the early phases tactics that increase interview response rates real world stories from successful win loss practitioners showing their innovative uses of results register here keys to a win loss program that worksdate thursday january 24 2008 time 2 00 pm 3 00 pm edt 1 00 pm 2 00 cdt 12 00 pm 1 00 pm mdt 11 00 am 12 00 pm pdt duration 1 hour system requirements pc based attendees windows 2000 xp home xp pro 2003 server vistamacintosh based requirements mac os x 10 3 9 panther or newer those that will benefit include marketing leaders market research managers market and industry analysts product development managers sales leaders corporate leadership positions ceo cmo cso space is limited reserve your webinar seat now posted by christopher dalley 2 comments categories competitive intelligence decision making sales intelligence webinar win loss older posts home subscribe to posts atom powerful competitive intelligence receive updates by email enter your email address delivered by feedburner subscribe with a news reader rss feed alternate blogs by primary intelligence sales intelligence archive 2008 12 february 2 why should i care about ci i m in sales slight changes january 10 2007 108 december 8 november 10 october 14 september 10 august 13 july 7 june 14 may 13 april 14 march 5 labels analytics 10 business intelligence 23 ci blogs 5 ci with roi 35 clients 5 competition 19 competitive intelligence 105 consultant 19 counterintelligence 6 customization 2 decision making 15 delivery 9 distribution 18 efficiency 7 espionage 3 executives 15 expertise 8 impact 10 impact based ci 6 improvment 19 information 27 librarians 6 market share 5 marketing 9 newsletter 14 overload 3 predictive analytics 6 process plan 6 product development 5 product management 5 profitable 1 retention 2 revenue 15 sales 18 sales intelligence 70 sales management 11 software 1 strategic 27 tactical 25 value 20 voice of the customer 18 webinar 16 win loss 20 topic tracking posts that contain competitive intelligence per day for the last 30 days useful comptitive intelligence resources aware ci uk based dan mchugh director of competitive programs oracle inteligencia competitiva en argentina américa latina españa y portugal scip society of competitive intelligence professionals