Sales Analytics for Identifying Market Gaps

Stop guessing what customers want. Your competitors' reviews have the answers. Here's my exact process for extracting opportunities from your competitor reviews: Step 1: Gather competitor reviews automatically Use this prompt on Chat GPT Deep research: "Task: Collect up to 100 English-language customer reviews (or as many as are publicly available if fewer than 100) for [Competitor Product/Service] from the following platforms: Amazon Google Reviews Industry forums (e.g., Reddit) [Companies official website] Etc. Requirements: Include both positive and negative feedback for each platform. Only include reviews written in English. There is no restriction on date range – include reviews from any time. If fewer than 100 reviews are available on a platform, include all available. Organize the reviews into a table grouped by platform, with two columns: one for Positive Reviews and one for Negative Reviews." Why it works: → Ensures comprehensive data across multiple platforms → Captures both praise and complaints for complete picture → Structured format makes analysis easier in next steps Step 2: Extract key customer pain points Prompt: "Analyze these reviews and identify the top 5 recurring pain points. For each, include customer quotes and rate the emotional intensity on a scale of 1-10." Why it works: → Focuses on patterns, not outliers → Captures authentic customer language → Prioritizes by emotional impact Step 3: Identify unmet needs across competitors Prompt: "Create a comparison matrix showing which customer needs remain unmet by all analyzed competitors. Highlight the biggest market gaps." Why it works: → Visualizes patterns across competitors → Identifies true market gaps → Prioritizes highest-value opportunities Step 4: Validate findings with targeted research Prompt: "Based on these unmet needs, create 5 survey questions I can use to validate these findings with my own audience." Why it works: → Connects directly to identified gaps → Keeps surveys focused and completion-friendly → Validates before investing resources Step 5: Prioritize opportunities by impact and effort Prompt: "For each opportunity, help me estimate: 1) Revenue impact, 2) Development complexity, 3) Time to market, and 4) Competitive advantage duration. Then rank them." Why it works: → Balances reward against effort → Considers long-term competitive advantage → Forces clear prioritization What product would you like to enhance using this method? Share below and I'll help you craft the perfect prompts for your specific situation.

How Changing the ICP Increased Revenue by 65% YOY Data drives marketing decisions, but the real question is: Are you brave enough to adjust your Ideal Customer Profile (ICP) based on the data you’re seeing? In a recent engagement with an early-stage SaaS company, I quickly noticed the founders were targeting a specific customer profile but hitting a dead end. When conversions aren’t happening, as leaders, we often start pointing fingers. Maybe the messaging is off, the logo doesn’t resonate, or the platform isn’t what we thought it was. A classic case of failure becoming an orphan. When I started, I took the founding team’s word and went headfirst working to "fix" things across the board: campaigns, processes, even personnel to some extent. But it wasn’t until we dug deeper that we realized the real issue was the company’s ICP. Changing the ICP can be intimidating. But the data was clear, and here’s how we uncovered the insights: 1. Win-Loss Analysis: One of my go-to tools. I reviewed the last 10 wins and 10 losses, examining the sales conversations. While the company had done a decent job capturing details, I noticed a common gap—once a deal is won, the detailed note-taking stops as everyone shifts to celebrating. This is where reading between the lines becomes key. It’s not just about the obvious; it’s about what’s not being said. 2. Product Metrics & Analytics: For SaaS founders, the product is their baby, and this emotional attachment can sometimes create blind spots. By objectively reviewing product usage reports—like the most-used features, time spent, and frequently requested help features—we uncovered critical patterns. Digging into the analytics further, we correlated these insights with traffic reports, keyword data, and customer content consumption. Together, this provided a clear picture of where customers were clustered and what features or pain points resonated most with different customer profiles. 3. Customer Conversations: This is my favorite part of being a marketer—talking to customers. Many agencies shy away from this, but having a few conversations unearthed a gold mine of insights that CRM systems just can’t provide. It quickly became clear that the real pain points were being solved for a customer segment we weren’t even targeting. The company had been chasing a large segment with plenty of resources at their disposal, while an underserved segment was being ignored by everyone. The turning point was taking these findings on a roadshow, convincing leadership that adjusting the ICP wasn’t just okay—it was necessary. Alignment took time, but once achieved, the results were almost immediate. Not only did conversations increase, but the overall deal flow improved as well. Over the course of 12 months, the company increased its revenue by 65%, simply by refocusing its ICP. My biggest takeaway? More companies should be brave enough to make bold decisions about their ICP—and trust their marketers to guide them.

Agents that sit quietly behind the scenes - listening, learning, and acting. But here's what they can do for SEs For the first time, SEs can have their own space. They finally have access to tools across the GTM stack that are built with AI at the center — and more importantly, they can now build their own helper agents. This changes the game. SEs are starting to get real leverage through AI. But here’s the catch — these agents don’t come “off the shelf.” Let me give you a simple example — something you can set up today. How to use AI agents to automatically identify product gaps and update a Product Slack channel: 1. Listen to the right calls Use a tool like Gong or Fathom to record discovery or demo calls. Connect those recordings to an AI transcription service (like Whisper or Fireflies). 2. Summarize with intent Use GPT (or Claude) to scan transcripts for phrases like: • “Do you support X?” • “We need this integration.” • “This might be a blocker.” Prompt the agent to extract these as potential product gaps. 3. Filter out noise Add logic so only validated, recurring themes are flagged. (You can use tools like Zapier or Langchain to set thresholds — e.g., if a gap is mentioned 3+ times in a week.) 4. Push it to the right channel Automatically post these into your #product-feedback Slack channel, tagged with: • Customer name • AE/SE on the call • Timestamp + transcript excerpt • Deal stage 5. Bonus Tie this into your CRM to see how product gaps influence win/loss — creating a feedback loop back to product and sales.