• Recent Posts: Influencer Relations

    Fersht: some IIAR award-winners “just tick the boxes”

    Fersht: some IIAR award-winners “just tick the boxes”

    Some of the firms mentioned by the IIAR’s analyst team awards fall short of excellence. That’s the verdict of several hundred analysts who took our Analyst Attitude Survey, and of the CEO of one of the top analyst firms. Phil Fersht left the comment below on our criticism of the IIAR awards. We thought we’d reprint it together with the […]

    Do the IIAR awards simply reward large firms?

    Do the IIAR awards simply reward large firms?

    The 2016 Institute for Industry Analyst Relations’ awards seem to be rewarding firms for the scale of their analyst relations, rather than their quality. In a blog post on July 6th, the IIAR awarded IBM the status of best analyst relations teams, with Cisco, Dell and HP as runners-up. Together with Microsoft, which outsources much of its analyst relations to […]

    Unmaking fruit salad: 6 ways to help analysts segment markets

    Unmaking fruit salad: 6 ways to help analysts segment markets

     It’s a common challenge for providers: some new or fast-changing market contains very different solutions. Clients want either apples or oranges, but the analyst research reads more like fruit salad. As new solutions come into old markets, or as analysts try to squeeze hot new solutions into their less-exciting coverage areas, it’s increasingly hard for users of analyst research to make […]

    Control in Analyst Attitude Surveys

    Control in Analyst Attitude Surveys

    Because a lot of analysts take part in our Analyst Attitude Surveys, we are able to offer clients what we call a control group. In the language of research, a control group is a group of people who don’t get the treatment that we want to measure the effectiveness of. For example, most firms might be focussed on a top tier […]

    Time for a new direction in AR measurement?

    Time for a new direction in AR measurement?

    Worldwide, Analyst Relations teams are committed to fostering the best information exchange, experiences and trusted relationships with tightly-targetted global industry analysts and influencers. Sometimes the targeting is too narrow and analysts are treated inhumanly. However, the technology buying process is transforming and so must the benchmarking of analyst relationships. There’s already a long-term transformation of analyst relations. Over one-third of technology […]

Got a problem analyst? Screaming won’t help.

That primal scream of frustration from the throats of many AR professionals often comes as a reaction to something that a “problem analyst” has said or done. Be it the killing of a promising sales deal or an uninformed but highly visible press quote, problem analysts can wreck havoc on the AR team’s plans and standing within their own companies. How should AR professionals react when they are confronted by the wrath of an executive screaming?  What activities should a team plan to turn around negative analysts?

An approach that rarely works is for the AR manager to turnaround and scream, whether at the analyst or the analyst’s boss.  What does work is for the AR manager to step back, take a deep breath and calmly analyze the situation.

One issue that AR has is determining whether or not it even makes sense to invest any effort into turning around or countering a problem analyst. Frankly, many problem analysts are not worth the effort because they have little influence. The next issue is to determine the type of problem analyst you are confronting (e.g., pragmatist, know it all, budget vampire, well-known press hound, rock star, among others) because different types of problem analysts require different approaches.

The critical step – if the decision is to turn the analyst around – is creating a plan to address the situation. Oh, don’t forget to equip your sales force with information and tools to mitigate negative commentary in the meantime. Of course AR has to do this while your executives are breathing fire down your neck.

Announcing the SageCircle “Dealing with Problem Analysts” Webinar

Our SageCircle AR Webinar will provide you with succinct and actionable information that will help you analyze your situation and determine the best approaches for dealing with problem analysts. The agenda for the 90-minute session includes:

  • The business issues caused by problem analysts
  • Definition of a problem analyst
  • The types of problem analysts
  • Decision framework for whether to invest in turning around a problem analyst
  • Setting realistic expectations with your executives
  • Action plan for dealing with problem analysts
  • Equipping the sales force to handle prospect objections caused by problem analysts
  • Measuring progress

There will be plenty of time for your questions and comments.

The cost of this information-packed session is only $95. You can register by clicking here or visiting www.SageCircle.com.  BTW, the cost is per login not per person. Feel free to schedule a meeting with your colleagues in a conference room and all of you participate via a single ticket. Then afterwards you can discuss how to apply what you learned during the webinar.

We are scheduling two sessions to make it easy for you to fit the webinar into your busy schedule. The sessions will be held at:

            Wednesday, September 17th at 8:30 am PT and 4 pm PT

If you have any questions, please contact SageCircle at info [at] sagecircle do com or 650-274-8309.

The “Dealing with Problem Analysts” webinar is but one of SageCircle’s portfolio of AR training solutions. Visit the “3/ Training” Page to learn more about SageCircle’s line up of AR education offerings.

Related problem analyst posts:

4 Responses

  1. […] “problem analyst” Posted on September 8, 2008 by sagecircle After promoting the Dealing with Problem Analysts webinar (September 17th at 8:30 am PT and 4 pm PT) on Twitter, I got the following tweet from […]

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  3. […] the tools needed identify the type of analyst they are dealing with, SageCircle is conducting the Dealing with Problem Analysts webinar on September 17th at 8:30 am PT and 4 pm PT. Click here for more information including the […]

  4. […] that do not seek out public information are one type of Problem Analyst that confronts AR teams. Luckily, this type of Problem Analyst can be easily resolved by spoon […]

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