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Text of the page (random words):
re fact based what is the takeaway you might want to look at your company culture and plans for 2008 what types of competitive intelligence are you generating does your ci program have roi potential how far does it travel and are there any real expectations that the information will be used to make a revenue enhancing decision increased sales success better market positioning increased competitive strength faster time to market etc what can you do to gain one more champion of your competitive intelligence efforts can you reach out to another department and make a friend can you find others within your company that are willing to receive your data how willing are you to listen to other research performed by other departments in your company personally i believe that the good intelligence should rise above the clutter to the top and it should be used as often as possible as long as it is relevant to strengthen the company otherwise the overall value is marginalized progress starts with one person trying to make something a little better are you the person to break down some of the compartmentalization of your company posted by christopher dalley 1 comments categories business intelligence competitive intelligence information marketing product management sales sales intelligence thursday november 29 2007 competitive intelligence newsletter before battle know your competition this week the cover story by thayne johnson provides an insightful look into competitive intelligence methods that show competitor movements in real time you ll also find information on how sales intelligence matters to your success finally a report from es research group will help your sales leadership make sense of sales effectiveness enhancement companies cover story sun tzu says know your competition by thayne johnson primary intelligencethe war of business may not be carried out with weapons of war but battles over prospects budgets and market share are fought every day the casualties of war are growth personal opportunity and in some cases companies that fall by the wayside just like in an army every member of a business has to take a part in the competitive nature of the business battleground for more click here announcing the 2008 sales training vendor guide corporations continue to spend a significant portion of their revenues on sales training unchanged from last year enterprises spend between 4 billion and 7 billion per year training sales professionals of all the excellent sales training vendors out there only a few are a fit for your organization this esr indepth report is designed to help your organization increase the return on your sales training investment es research group has compiled their findings into a 200 page report this 3rd party evaluation is a must read for companies seeking sales performance enhancement for a free summary click here blogcentral what is sales intelligence and why does it matter if a business exists to make money and really what other purpose does the business entity have as efficiently as possible and the role of sales is to create the revenue streams as effectively as possible then isn t sales intelligence for more click here the a list archive brookhaven memorial hospital selects siemens what were the key value factors originally published in december 2004 executives at brookhaven memorial hospital wanted to enhance their medical information systems by upgrading and expanding their current technology an evaluation of meditech eclipsys and siemens resulted in the selection of a number of siemens applications including several from its soarian product line although siemens was the incumbent provider this had very little to do with the decision for more click here posted by christopher dalley 0 comments categories competitive intelligence sales intelligence tactical value voice of the customer win loss monday november 26 2007 competitive intelligence webinar archive this year we at primary intelligence have covered a number of topics in our webinar series it has been our pleasure to show our clients and others understand a better way to stronger results from their competitive intelligence efforts all of our webinars can be downloaded from our archive page help yourself if you have any questions regarding any of these topics let me know cdalley primary intel com 801 838 9600 x5050 if you would like to receive invitations to future webinars send me an email and if you want to contribute a topic or work with us to co host a webinar let me know the following webinars are available at the archive page three benefits of win loss in the last five years win loss analysis has gone from a little known niche project to a recognized best practice in the most progressive companies executives demand that sales marketing and product development listen to win loss feedback and work together to become more competitive 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 gargantuan increases cross functional intelligence teams while information provides the fuel for strategic direction how often does yesterday s can t miss intelligence initiative get lost in the shuffle of today s realities overall too many sales competitive and market intelligence initiatives are judged ineffective due to the fact that the intelligence is never used to increase sales gain a competitive advantage or capitalize on a new market opportunity sales confidence does your sales team have heart the first sale has to occur in the sales rep s heart this statement has always been true but often it is difficult to get an accurate measurement of your sales team s attitudes and their level of confidence in your company your products your competition and their own abilities primary intelligence would like to invite you to a webinar explaining the sales confidence index sci a web based metric that can be used to analyze your sales team s level of engagement and provide insight into the areas that will help you create and maintain a dedicated confident and effective sales force sales intelligence in the sales force companies who use sales intelligence typically report an increase in market share and competitive performance by 10 or more yet less than half of sales managers and reps claim to use sales intelligence of any kind is your company taking the lead or are you falling behind your competitors in the use of this critical best practice how can your company go beyond general sales information to sales intelligence primary intelligence would like to invite you to a webinar on how to produce intelligence that actually makes a difference to both your marketing and sales personnel it was a dark and stormy customer satisfaction survey customer satisfaction account loyalty win back win loss client retention and defection they all have one thing in common your customers are talking to you giving you valuable clues about your business and your performance and they know almost as much about your competition as they do about you the question is are your competitive intelligence initiatives more like sherlock holmes or inspector clouseau if your information about your competitive success or failure seems more like lucky bumblings than the result of clever investigation it may be because you re overlooking this key source of competitive intelligence turning competitive intelligence into revenue q are your competitive intelligence initiatives bringing a measurable and sustainable roi to your company o yes o no o unsure o huh roi from ci our ci is more like a black hole from which no revenue can escape unfortunately many organizations find themselves having to answer no or unsure to this question if your company is one of these you should download primary intelligence s webinar competitive intelligence with roi this webinar will explore ways that you can transform your competitive intelligence efforts from simple data gathering exercises into revenue enhancing tools we ll be discussing simple evaluative criteria that allow you to select and prioritize your strategies for the greatest effectiveness as well as tools and techniques for maximizing the roi of your intelligence programs keep tabs on us in 2008 we ll make sure to keep the good stuff coming posted by christopher dalley 1 comments categories competitive intelligence sales intelligence webinar monday november 19 2007 using win loss to win back business after they have experienced the competition during our most recent webinar hosted on 10 25 2007 and available for download here ron sathoff and i talked about three of the biggest benefits of win loss one of those points was the ability to win back business that was previously lost to a competitor at primary intelligence we emphasize competitive intelligence that will help your sales marketing and business development organizations create more revenue strengthen competitive positioning and refine value propositions to be more effective than your competitors our goal is to provide your company with increased revenue through your sales and marketing efforts how do we do this primarily we use win loss studies to measure competitive performance during some of the most valuable times namely when your company product and sales performance are being compared with your direct competitors we also take the opportunity to ask about the key loyalty drivers based on their current experience with their new vendor using these data combined with additional client satisfaction questions based on their current experience primary intelligence provides a win back index that helps prioritize sales and account management efforts with your lost deals long before their current vendor starts to worry about retention imagine begin able to target your competitors defectors before the competitors can develop retention strategies one of our current health insurance clients said that using this system they were able to win back 7 of 30 losses within 12 months of the initial loss what would a 23 win back rate do for your company s top line revenue if you have any questions experiences or thoughts let me know i d enjoy talking with you to understand how you achieve these same types of results cdalley primary intel com 801 838 9600 x5050 posted by christopher dalley 0 comments categories competitive intelligence revenue sales sales intelligence strategic tactical value voice of the customer win loss friday november 16 2007 using win loss to produce tactical competitive intelligence during our most recent webinar hosted on 10 25 2007 and available for download here ron sathoff and i talked about three of the biggest benefits of win loss one of those points was the level of actionable competitive intelligence that is available through debriefs of your recent sales prospects at primary intelligence we emphasize competitive intelligence that will help your sales marketing and business development organizations create more revenue strengthen competitive positioning and refine value propositions to be more effective than your competitors how do we do this primarily we use win loss studies to measure competitive performance during some of the most valuable times namely when your company product and sales performance are being compared with your direct competitors some examples of this type of reporting and analysis include competitive landscape analysis the chart above shows the frequency of encounters with specific competitors in many cases we ll identify changing trends in the major players in different industries we help show when the boutiques and upstarts are gaining traction we ll show the competitors that fight the hardest and those that fall by the wayside when you are in the opportunity of course all of these findings can be filtered by vertical company size etc competitive performance analysis to increase your effectiveness and win more business you have to know where you compare on key decision making criteria versus you strongest competitors your prospects watched you perform and compared your capabilities with other companies in the deals over time your strengths rise to the top while your weaknesses become very apparent with this type of intelligence you can pinpoint today s strengths and tomorrow s improvements make sure that you are able to address perceived areas of deficiencies before the competition can exploit them not only will this information help you sell more effectively but you can keep tabs on the competition over time you can watch where their strengths and weakness scores move you can infer the areas that the competition has targeted for improvement and move to counter their gains swot tables illustrated with examples finally let s make the strengths and weaknesses section of the swot mean something direct quotes from your prospects explaining specific strengths and weaknesses put teeth into your recommendations sales people usually like this stuff the best because they can read a few sentences and use that information right away boy today s post has really come across as a commercial more so than usual but that s the way things go some days even in australia gold stars for anyone that posts or replies to me with the source of the even in australia comment posted by christopher dalley 0 comments categories competitive intelligence information sales intelligence value win loss thursday november 15 2007 competitive intelligence newsletter tips for beginners this week the cover story provides some of the basics that even seasoned competitive intelligence veterans need you ll also find information on why sales doesn t receive as much intelligence as you might like finally a report from es research group will help your sales leadership make sense of sales effectiveness enhancement companies cover story the top three box office flops for beginning ci researchers by ron sathoff primary intelligence for a lot of people myself included a good piece of competitive intelligence research can have all the beauty of a piece of art such as a poem a painting or even a film like these art forms ci can inspire or instruct those who take the time to understand it and can even effect significant change however unlike a beginning filmmaker whose poor initial efforts may only result in a bit of ridicule at a local film festival a flop from a beginning ci specialist may have some significant consequences for both the researcher and his or her organization for more click here announcing the 2008 sales training vendor guide from es research group corporations continue to spend a significant portion of their revenues on sales training unchanged from last year enterprises spend between 4 billion and 7 billion per year training sales professionals of all the excellent sales training vendors out there only a few are a fit for your organization th...