Decision-making Sales Analytics Sales Technology Supply Chain 
Mike Kunkle
MAY 11, 2022
Understanding general buyer personas and buyers’ journey or buying processes, including challenges, opportunities, impacts, needs, objectives, priorities (COIN-OP), decision process, decision criteria, decision roles, desired outcomes with metrics and measures, and consideration of both the decision makers’ business and personal needs.
Zendesk
JANUARY 19, 2022
Some sales teams use the second type of win rate, which doesn’t include all opportunities. These are potential customers who saw a demo, quote, or sales pitch but decided not to make a purchase—from you or your competitors. Was there an external event such as a supply-chain delay that hurt your win rate?
Expert insights. Personalized for you.
130 
Let's personalize your content