Comments on: Competitive intelligence using lost deals

By: Guest Post: Market Sensing is not Crop Dusting « Lead on Purpose

Guest Post: Market Sensing is not Crop Dusting « Lead on Purpose — Tue, 18 Aug 2009 03:55:41 +0000

[...] conducting win/loss analysis. For some insights on win/loss see the Strategic Product Manager and On Product Management. If you aren’t connecting with economic buyers, are you sure who they are? David Meerman Scott [...]

By: Summer’s here: Do something different « On Product Management

Summer’s here: Do something different « On Product Management — Thu, 09 Jul 2009 13:14:35 +0000

[...] Competitive intelligence using lost deals [...]

By: How to get a lost account to speak with you « On Product Management

How to get a lost account to speak with you « On Product Management — Thu, 05 Mar 2009 03:50:23 +0000

[...] time, or you limit your career potential. And for those without the authority to call customers, I recommended that you contact lost accounts; the ones that sales is finished with. Avoid asking for permission; just do [...]

By: Val Workman

Val Workman — Wed, 18 Feb 2009 19:11:44 +0000

@EllenNaylor Thanks for the RT From On Product Management “Competitive Intelligence Using Lost Deals” http://tinyurl.com/bqgrsx

By: EllenNaylor

EllenNaylor — Wed, 18 Feb 2009 13:27:12 +0000

RT @aponcier: RT @aprildunford: From On Product Management “Competitive Intelligence Using Lost Deals” http://tinyurl.com/bqgrsx

By: Val Workman

Val Workman — Wed, 18 Feb 2009 12:33:27 +0000

Great post! You said, “Call 5 or 10, summarize the results, and you might improve results.” is an important statement. I know you had to just mention it in order to be brief.

There’s a method in picking the 5-10 accounts to call. Out of all the dead accounts you could call, which should you call? This is a portfolio question. For a good post on the process, refer to the 5 Steps to Portfolio Management. http://grandviewcentral.com/wordpress/2009/02/12/5-steps-to-portfolio-management/

By strategically picking which dead accounts you interview, you can create competitive personas that are aligned to market verticals that you are targeting. Or identify verticals that you should target. It give you the ability to take a rifle shot instead of the shotgun.

I just don’t have the time not to use portfolio management, it reduces my work load.

By: Anthony Poncier

Anthony Poncier — Wed, 18 Feb 2009 00:30:17 +0000

RT @aprildunford: From On Product Management “Competitive Intelligence Using Lost Deals” http://tinyurl.com/bqgrsx

By: April Dunford

April Dunford — Tue, 17 Feb 2009 23:14:16 +0000

From On Product Management “Competitive Intelligence Using Lost Deals” http://tinyurl.com/bqgrsx

By: Anthony Poncier

Anthony Poncier — Sat, 14 Feb 2009 16:29:04 +0000

Competitive intelligence using lost deals. Forbidden to do win/loss? (by @onpm) http://tinyurl.com/lostdeals

By: OnProductManagement

OnProductManagement — Sat, 14 Feb 2009 10:17:14 +0000

New blog post: Competitive intelligence using lost deals. Forbidden to do win/loss? Try these tactics. http://tinyurl.com/lostdeals