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10 Best Practices for a Successful Win/Loss Program

Crayon

The hypercompetitive New York Yankees owner George Steinbrenner said it best: “Winning is the most important thing in my life, after breathing. Breathing first, winning next.”.

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3 Ways Product Marketers Can Win (More!) with Crayon’s Competitive Win Loss Tools

Crayon

It's Monday morning. You haven’t even taken the first sip of your coffee. You touch your right index finger to the magical biometric scanner thing on your MacBook. Your company-approved desktop wallpaper comes alive with apps. Analyzing Intel

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3 Win/Loss Analysis Templates You Can Use Right Now

Crayon

More than two-thirds of competitive intelligence professionals say their in-house team is responsible for win/loss analysis. That’s a lot of ground to cover between the hours of 9am and 5pm—which is why simple win/loss analysis templates can be tremendously helpful.

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Win/Loss Analysis: Everything You Need to Know

Crayon

Win/loss analysis is an essential practice for anyone who wants to better understand their competitive landscape and continuously optimize processes across sales, marketing, product management, and beyond. Why do we win some deals and lose others? How do you conduct win/loss analysis?

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100 Pipeline Plays: The Modern Sales Playbook

For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.

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Leadership playbook: Michelle McKenna’s winning formula for CIOs

CIO

The working title of the leadership book I’m working on is Beyond X’s and O’s , because the best coaches are those who go beyond the x’s and o’s and really know the players and how to put together a winning team. You don’t win big if you’re only showing up for a paycheck.

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4 Must-Ask Questions For Your Win/Loss Interviews

Crayon

Win/loss analysis—the process of determining why deals are won or lost—yields insights that practically everyone across your organization can use to their advantage.

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Sales Battlecards: 8 Tips to Help You Win More Deals

Crayon

71% of businesses that leverage sales battlecards say these tools have helped them increase their win rate. And, no, we’re not talking about marginal improvements: 93% say their increase in win rate — driven by battlecards — exceeds 20%.

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Bid Low + Be Acceptable on Technical = Win?

FedSavvy

The age-old debate of “submitting a technically acceptable proposal and a very aggressive bid leads to a win” is one we hear constantly. . Figure 2 – There are many evaluations that a low price didn’t win. If you like winning, connect the approach with benefits.

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Competitive Differentiation: How to Stand Out and Win

Crayon

The space race. Where the best barbecue hails from. Activating Intel

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16 Go-to-Market Plays for Your Entire Sales Funnel

After gathering some of the best go-to-market plays from our own B2B sales and marketing pros, we've package them here for you. Try one of these 16 plays in your next salesflow or as inspiration for your next winning sales engagement strategy.

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6 Ways to Start Winning at Win-Loss Analysis Today

Primary Intelligecne

As a B2B organization, it’s important to understand why you win and lose opportunities. Whether acquiring new business, renewing current customers, or growing current account revenue, Win-Loss Analysis (WLA) gives insight into the decision drivers behind deal outcomes according to your buyers.

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How to Win More Competitive Deals (and Lose With Dignity)

Crayon

You’re in sales because you like to win and make money. Competitive deals are emotional. How could they not be? Competitors get in the way of both. I don’t care how senior you are— when a competitor gets in your way , it’s frustrating. Competitive Intelligence Strategy

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How to Create a Winning Brand Positioning Strategy

Crayon

If your brand existed in a vacuum, it’d be easy enough to convey your unique selling proposition to a prospect. You’d be unique because you’d be the only game in town. Your product’s defining features would be yours and yours alone. If only.

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CIO 100 US: 10 award-winning manufacturing IT projects

CIO

The manufacturing industry has fully entered the digital era, with the most digitally advanced manufacturers integrating their information technology and operational technology environments to give themselves an edge in the marketplace.

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

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12 Sales Enablement Assets & Materials That Win Deals

Crayon

Making cold calls. Running demos. Persuading decision-makers. Sales Enablement

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5 Tips to Help Create a Winning Grocery Loyalty Program

CIO

Like any other retailer, grocery stores want to build trust with their customers and keep them coming back. But the average bill and already slender margins in grocery can make it challenging to create a loyalty program that provides sufficiently compelling rewards.

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Features vs. Benefits: How to Create Winning Messaging

Crayon

No matter how experienced you are as a product marketer, one aspect of the role that’s often a challenge is properly conveying the difference between features and benefits. You yourself may see the dividing line very clearly—it’s getting others up to speed that causes friction.

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CIO 100 US: 8 award-winning healthcare IT projects

CIO

Once a laggard in IT adoption, the healthcare industry now universally embraces digital transformation.

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Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

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CIO 100 US: 9 award-winning government IT projects

CIO

For seniors, the online process was a win, as it transformed a slow paper-based process into a convenient digital one. Government entities around the globe are contending with the same demands and opportunities facing private-sector organizations.

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Win-Loss and Sales Training

Primary Intelligecne

One way to do this is by using Win-Loss Analysis. While Win-Loss Analysis is typically implemented by your organization’s product marketing team, the insights received from your buyer feedback are crucial to improving win rates and revenue on your sales team.

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How to Pinpoint Where Your Organization Wins (and Loses) with Data

CIO

Increasing ROI for the business requires a strategic understanding of — and the ability to clearly identify — where and how organizations win with data. Organizations should focus on data integration points because that’s where they win with data.

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Giant Leaps to Growth: Building Winning Strategies

Crayon

Ameeta drives growth by leveraging her broad experience in forming and executing winning strategies, launching new products, leveraging digital to rapidly growing demand, building compelling brands, and creating strategic partnerships for technology and digital health companies.

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The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

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Crayon and Primary Intelligence Develop a Market First Integration: Sellers Now Automatically Have the Win-Loss Insights they Need to More Close Deals

Crayon

When your win/loss data is disconnected from your competitive intelligence tool, trying to understand your differentiators is like trying to appreciate the Mona Lisa from a mere 6 inches away — you kind of get it, but it’s nowhere close to the experience of seeing the full picture (or painting in this case). Crayon Updates

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PROJECT 38: A roadmap for avoiding common fallacies on what wins & loses

FedSavvy

In The Media Podcasts Win Loss trends

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Slack + Crayon: Unlock Intel, Delight Your Peers, & Win More Deals

Crayon

The last time I made an appearance on this blog, I showed you how to optimize your competitive intelligence program for both search mode and awareness mode.

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Tips for Choosing a Win Loss Platform

Primary Intelligecne

Whether you’ve conducted multiple win loss programs throughout your career, or you are a marketer diving into win loss analysis for the first time, it’s important to choose a win loss platform that will help you get the most from your buyer data. A Partner in Win Loss.

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Best Practices for Accelerating the Sales Process

This eBook takes a look at three headache-free strategies you can employ today to accelerate selling the right way. Read on to learn how to adopt specific workflows and approaches that append your existing processes to deliver value to your prospects and internal counterparts.

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Gong + Crayon: Helping Your Sellers Win With Personalized Competitive Insights

Crayon

It’s 8:32am. An account executive on your sales team opens up their laptop to get their day started. Activating Intel

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Why Traditional Win Loss is Dead

Primary Intelligecne

Traditional win loss analysis is dead. Having been in the industry for over 20 years, we’ve seen the struggles of traditional win loss analysis and how it impacts businesses of all shapes and sizes. The Issues with Traditional Win Loss. A Better Way for Win Loss.

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Who Benefits from Win Loss Analysis?

Primary Intelligecne

In company circles, win loss analysis tends to be regarded as a Marketing department initiative. When brought up to other departments, many tend to ignore win loss insights as they don’t see how such a program can benefit their area. The post Who Benefits from Win Loss Analysis?

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Primary vs. Secondary Data Sources in Win-Loss Analysis

Primary Intelligecne

This same concept is relevant when discussing the use of primary and secondary sources when performing Win-Loss Analysis for your company. Whose perspective do we need to utilize to get actionable Win-Loss insights? . Data research & methodologies Sales Win loss analysis

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The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.