Selling business-to-business (B2B) is no walk in the park these days. More people are getting involved in decision making, buyers do tons of online research without talking to sales reps, email overload makes it hard to connect…
10 questions that you could consider asking in a win-loss research interview
An external provider can provide unbiased and objective insights into a company’s sales process.
Talk to customers who have made a purchase decision to gain insights into their decision-making process
Surveys fail to capture the real story behind every win/loss transaction. In many cases, these results are biased or inaccurate. Here’s a look a few common challenges researchers face while using this tool:
When a prospect blames budget, sometimes your price is too high – but it’s more likely that something is unclear to you or your prospect.
Lisa Jeffries areas of expertise include new media and experiential marketing for retail, hospitality, and service-based businesses. She is passionate about helping clients grow their businesses, cheering on the Wolfpack, country music, and rescuing animals. She is also co-founder of the Raleigh Food & Wine Festival. A lifelong learner, Lisa is currently working on completing a dual-master’s degree program in Global Luxury Management (GLM).
With more than two decades as a professional journalist, writer and editor, Sarah is a skilled and passionate storyteller, dedicated to developing her clients’ content marketing narrative. She thrives on creating pieces that not only engage readers, but build trust in brands through articles, case studies, press releases, social media posts and other content marketing strategies.
Ron is a highly effective, hands-on executive with over 20 years of experience helping companies achieve revenue growth through marketing excellence. Ron excels at the intersection of marketing and sales, developing and executing strategies, plans and programs that drive profitable customer acquisition.
With over 20 years of agency, in-house and freelance work, Tia has extensive experience in market research, communications, and design. Her design work encompasses a variety of disciplines from corporate identity and brand development to print and web communications. Tia is also adept at deciphering big data into actionable information to hone in on effective storytelling that speaks to the target audience with meaning and relevance.