Services for: Sales Executives

Equip your sales staff with the most current insights on your market and competitors.

Win / Loss Analysis

Business Questions

  • Why did we lose that deal, really?
  • How can we improve our win rate?
  • What investments do we need to make in channels, sales enablement or product enhancements?

What We Did

Structured interviews with buyers selecting business software provided specific examples and revealed trends. Findings drove insights into pivotal selection factors and how they varied by industry and channel.





Attack & Defend Tactics

Business Questions

  • How are competitors undermining our sales?
  • What capabilities do competitors claim that we are unaware of?
  • Is our current positioning effective in differentiating us in the buying process?
  • How can we effectively respond to real limitations of our offerings and still win deals?

What We Did

Conducted research to uncover decision criteria at each stage of the sales process and how key players in the market performed. Developed specific recommendations on positioning strengths, overcoming weaknesses, and responds to attacking competitors.





Industry / Market Enablement

Business Questions

  • How do I keep my account reps up to speed on important industry trends?
  • What key concepts do my sales reps need to know to interpret our value proposition to the needs of their prospects?

What We Did

Through in-depth primary and secondary research, developed briefing kits on key industries for a large enterprise’s sales team. This resulted in highly relevant, tailored pitches which improved access to and relationships with senior-level prospects.

“Cory designed and executed in-depth primary research including web surveys and executive interviews. Cory's work allowed us to identify best segments to target, hone our positioning, and align our sales efforts. I highly recommend Cory for her professionalism, her creative approach, her intelligence, and her thoroughness.”

Nina Giovannelli, Senior Business Manager, Kronos