Many of us suffer from GDD or Gratitude Deficit Disorder. Who do you know who is a masterful “thanker”? So as we end 2011 and start a new year, think how you will communicate your appreciation. How can you catch people in the act of goodness or kindness?
I am always surprised that more companies don’t have a formal win loss program.
To conduct win/loss, interview your customers or lost customers shortly after the sales event to find out why they chose to do business with you or decided on a competitor. The data gathered combines knowledge from sales, customers, competitors, and your marketplace. Those companies that do win loss claim do improve their win rate by 15-30%. That’s a nice return on investment.