Published inMarket Research JournalThe Myth of 67% of the Buyer’s Journey is Complete Before Contacting SalesThe best solution is to talk to your prospects and customers yourself.Sep 5, 2019Sep 5, 2019
Published inUX CollectiveUsing qualitative interviews to refine personasBuyer and User Personas are a staple of contemporary SaaS product management and marketing. Personas are tools that simplify complexity…Aug 28, 2019Aug 28, 2019
Why Can’t You Get Decision Makers to Talk to You?There’s a reason those VPs and C-Level executives won’t talk to youAug 15, 2019Aug 15, 2019
Published inMarket Research JournalProduct Management Market ResearchMarket research is a core skill for product managers. Artifacts like product requirements, competitive landscapes, and positioning all…Jul 30, 20192Jul 30, 20192
Win-Loss Analysis Interview Questions You Should Ask (And Why!)Win-Loss Interviews are a market research technique designed to learn market facts from customers and prospects. When you Google ‘…Jul 26, 2019Jul 26, 2019
Win-Loss Analysis Interview Questions You Should Ask (And Why!)The question set you use needs to be tailored to meet the research objectives of your projectJul 26, 2019Jul 26, 2019
Published inMarket Research JournalWhen Is the Best Time to Do Win-Loss Interviews?It’s harder than you think to recruit Win-Loss interviews. One technique dramatically increases your success rate.Jul 25, 2019Jul 25, 2019
Published inMarket Research Journal8 Things You NEVER Want to Do in a Win-Loss Interview8 things to avoid when doing Win-Loss AnalsysisJul 23, 2019Jul 23, 2019
Published inMarket Research Journal5 Reasons Internal Win-Loss Programs Fail at Many B2B Companies — The Win-Loss AgencyA lot of organizations perform their own Win-Loss programs. That’s great! Indeed, we frequently help companies stand up programs and…Jul 12, 2019Jul 12, 2019
Published inMarket Research Journal3 Critical Success Factors for a Win-Loss Project — The Win-Loss AgencyAfter all this time doing market interviews, similar issues keep bubbling up as we speak with Product folks. Of course, that’s why we…Jul 11, 2019Jul 11, 2019
Published inMarket Research JournalWin-Loss War Stories: What’s Wrong with Loss-Focused Research? — The Win-Loss AgencyCompanies and leaders engaging in Win-Loss often think that Loss-focused data will net the most-useful information on a research project…Jul 9, 2019Jul 9, 2019
Published inMarket Research JournalReady to Learn from Your Buyers?We know that getting going with Win-Loss can be a bit daunting. Maybe you haven’t made calls before or you’re not sure what to research…Jun 28, 2019Jun 28, 2019
Published inMarket Research JournalReady to Learn from Your Buyers? How About Some Pro Tips from the Win-Loss Agency TeamWe know that getting going with Win-Loss can be a bit daunting. Maybe you haven’t made calls before or you’re not sure what to research…Jun 28, 2019Jun 28, 2019
Published inMarket Research JournalLessons on retention from our Win-Loss Interviews — The Win-Loss AgencyIt’s a curious thing in business that we spend so much more time thinking about acquiring new customers than we do making sure that the…Jun 25, 2019Jun 25, 2019
Published inMarket Research JournalSurprising Learnings from Our Win-Loss Interviews — The Win-Loss AgencyWe’ve come to learn a lot over the years we’ve been performing Win-Loss and market research interviews. In each engagement we come across…May 24, 2019May 24, 2019
Published inMarket Research JournalStacey Weber: On Flexible Business Planning, Focus, and DiscoveryNote from the WLA team: There are few leaders in business today who better understand the principles of Outside-In than Stacey Weber. With…Apr 4, 2018Apr 4, 2018
Published inMarket Research JournalFounder’s Series: 4 Market Interview Questions You Need To Ask Before You Spend a Dime — The…Founders often start out with a great idea and a whole lot of passion. That’s great! Passion gives you the energy you will need to chase…Sep 21, 2017Sep 21, 2017
Published inMarket Research JournalFounder’s Series: Market test my idea before I build? But how? And with whom? — The Win-Loss AgencyThe most important thing that a founder has to know before starting an enterprise is their market. Before you spend your (or your…Jul 19, 2017Jul 19, 2017
Published inMarket Research JournalCase Study — Strategy Pivots and Win-Loss Research — The Win-Loss BlogOur client historically provided legacy supply chain communications services. You know, that boring stuff where nothing would get…Jun 14, 2017Jun 14, 2017
Published inMarket Research JournalWin-Loss War Stories: That’s Not Why They Buy FromThe HistoryMay 9, 2017May 9, 2017
