love-decisions

Love Your Losses & No Decisions

Capturing competitive intelligence is difficult. Some companies capture loss information using a drop-down menu embedded within the opportunity record. Others purchase enablement software in the hope that an algorithm will…

sales-data-and-statistics

Run Sales On Data, Not Hunches

Decision-making at big B2B companies is often skewed by anecdote and myth: A worried report from the most vocal sales person about a competitor’s latest move; a customer complaint that…