Win More Sales Opportunities: How to Conduct a Win/Loss Opportunity Analysis
Given the rising pre-sales investment to pursue and win opportunities today, it’s increasingly important that organizations know why they are winning and losing sales opportunities. However, most firms, by their own admission, are weak in performing this analysis. A CSO Insights study found that only 18% of companies rate themselves as very good or world class in conducting win-loss (W/L) reviews, whereas 41% rate themselves … [ Read more ]
Content: Article | Author: Michael Perla | Source: “North Highland” | Subject: Marketing / Sales
Do Your Metrics Measure Up?
Each metric you measure should be vetted in light of its reliability, validity, sensitivity, responsiveness, cost/benefit, comprehension, and balance.
Yeah, we know. Putting each of your metrics through the paces may not seem exciting. But it is those measures that are the basis for any business case you construct or objective you set.
Content: Article | Author: Michael Perla | Source: “MarketingProfs” | Subject: Management
How To Secure Widespread Adoption of Pretty Much Anything
This article looks at the “Diffusion of Innovations” theory and how to apply it to innovation efforts.
Content: Article | Author: Michael Perla | Source: “MarketingProfs” | Subjects: Innovation, Management
What Becomes a Manager Most?
The number one reason people leave a job is because of their dissatisfying relationship with their direct supervisor/manager. What do you need to do be exceptional?
Content: Article | Author: Michael Perla | Source: “MarketingProfs” | Subjects: Leadership, Management