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Willem Maas

President
Willem Maas
President
I'm the Founder and CEO of Growth Velocity. We're a team of qualitative and quantitative research experts that specializes in Win/Loss Analysis for B2B technology companies.
Market ResearchFollow Willem
We have recently added Product Marketing to customer calls alongside Product Design and Product Management where we discuss how certain features are used and possibly upcoming features. For those that do this already, what are some questions/perspectives you look to have Product Marketing add to the conversation?
President at GrowthVelocity.com
For a current feature, I'd ask your customer about using it in a recent time period (eg last month or last week). How many times in that span? How did she use it, or even better show you how. What does she recall liking or disliking about it? For an upcoming feature, in recent time period, has th...more
Sales EnablementFollow Willem
My sales team doesn’t listen to me or care about the content that I’m producing. How do I get them use our content?
President at GrowthVelocity.com
Feedback from champions in recent deals can be helpful here, too. When was it hard to make the case internally to switch to your product? How did any competitors in the deal make it easy to buy from them than you? Correlating the buyer's experience/ feedback with your won and lost outcomes should...more
Sales EnablementMarket ResearchFollow Willem
How do you create an ongoing win/loss analysis? Any process that you recommend following?
President at GrowthVelocity.com
For continuous win/loss insights, consider combining a once-per-year formal win/loss analysis (eg interviews and scorecarding with decision makers) with quarterly win/loss reviews. During the quarterly reviews you're with the sales team, debriefiing on each deal to find win or loss causes. To tho...more