How We Identify Companies Before Projects Become Officially Public (CI-035)
Real-World Examples and a Conceptual Model When a company issues a request for proposals or actively seeks a supplier, i …
The Commercial Intelligence Operating Model (CI-034)
How Companies Can Embed Commercial Intelligence into Their Organizational Structure In the previous post, we used the Co …
The Commercial Intelligence Process (CI-033)
A Comprehensive Framework from Market Monitoring to Closing the Deal In previous posts, we’ve examined many individual b …
The New Sales KPI (CI-032)
Not the number of leads, but the number of relevant opportunities! Many sales organizations still measure their success …
Why Marketing and Sales Will Need the Same Data in the Future (CI-031)
When both departments view different realities, they cannot form a shared picture of the market! In many companies, ma …
How the Role of Sales Is Changing (CI-030)
As research, prioritization, and preparation are increasingly supported by AI! When artificial intelligence can analyze …
When supply chains change, sales must change as well
The next major change in industrial sales may not come from artificial intelligence at all. It will come from an economi …
Why Google Alone Doesn't Provide Commercial Intelligence (CI-029)
Information is not the same as insight Anyone looking to learn about a company today almost automatically starts with Go …
Why Traditional Lead Databases Solve the Wrong Problem (CI-028)
Lead databases answer “Who is out there?”—Commercial Intelligence answers “Who needs us?” Lead databases have significan …
From Search to Prediction (CI-027)
How AI Can Forecast Demand Until now, we have primarily viewed commercial intelligence as a way to better understand bus …
