Products Reveal Their Suppliers (CI-021)
How to Identify New Target Customers Based on Product Portfolios If you want to know whether a company could be a good c …
Needs, Not Industries (CI-020)
Why Manufacturing Processes Reveal More About Potential Demand Than SIC or NACE Codes Two companies each employ about 25 …
How Modern Companies Identify New Customers (CI-019)
The New Way to Find Target Customers Every day, sales organizations search for new customers.
Why Companies Don't Buy, Even Though They're Interested. (CI-018)
Timing, Priority, and Relevance One of the biggest misconceptions in B2B sales is: Interest leads to a purchase. In prac …
Data is worthless unless it enables decision-making. (CI-017)
Why Data Alone Doesn't Improve Sales We live in the age of data. Companies are investing millions in CRM systems, data w …
From CRM to Commercial Intelligence (CI-016)
Why CRM Documents the Past and Commercial Intelligence Anticipates the Future For over 30 years, CRM has been considered …
Commercial Intelligence - From Signal to Sales Decision (CI-015)
Why Information Alone Doesn't Lead to Better Sales Decisions Companies today have more information than ever before. The …
Opportunity Intelligence - Why Demand Alone Does Not Equate to a Business Opportunity (CI-014)
Many companies believe that an identified need automatically translates into a good sales opportunity. At first glance, …
Account Intelligence - Why Not All Companies Are Created Equal (CI-013)
Two companies are in the same industry. They are similar in size. They produce comparable products. And yet, every sales …
Competitive Intelligence - Why a Good Customer Still Doesn't Buy From You (CI-012)
You've identified the right customer. The company is a perfect fit for what you have to offer. There is a specific need. …
