Win/Loss Analysis Q&A from July SCIP Webinar

Q & A from July 2015 SCIP Global Chapter Webinar: “Win/Loss Analysis: How to Clinch and Keep the Business You Want.” Competitor analysis comes from Win/Loss analysis (interviews) or comes from Win/Loss + research? If it comes from Win/Loss what is the weight? Competitor analysis comes from many sources, and Win/Loss interviews should be a key source since they come directly …

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Selling Win/Loss Analysis to Sales Teams

Sales may initially exhibit fear and resistance to Win/Loss analysis since individual sales people’s performance will be critiqued by customers in ways it hasn’t been, outside of sales management. Read on to learn the strategic and tactical benefits Sales gains from Win/Loss analysis.

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Outsourcing Win/Loss Analysis? How to Select the Right Consultant

If you want to outsource Win/Loss analysis, here are 10 things to consider as you decide on a consulting firm:

1. Industry Experience
2. Connection to Sales
3. Professionalism
4. Project Management
5. Team Player
6. Written/Oral Skills
7. Project Delivery
8. Deliverables
9. Fees
10. Sharing Win/Loss Experience

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Aligning Sales and Marketing through Win/Loss Analysis

Win/Loss analysis is more important than ever since sales people are brought into buyer’s decision-making quite late in the process. Previously most of the Win/Loss interview focused on sales performance and behavior, which is still part of Win/Loss. However, since 60% of the purchasing decision is done before buyers contact sales, you need to ask how they researched your company. So you are querying around how well your company is marketing to capture business as a major part of Win/Loss.

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3 New Competitive Intelligence Books

Enjoy three 2015 competitive intelligence books: Business and Competitive Analysis: Effective Applications of New and Classic Methods, 2nd Edition by Craig Fleisher and Babette Bensoussan; The Guide to Online Due Diligence Investigations: The Professional Approach on How to Use Traditional and Social Media Resources by Cynthia Hetherington; and Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Market the Competition Irrelevant by W. Chan Kim and Renee Mauborgne.

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Win/Loss Analysis: Outsourcing versus In-House

Do you outsource or use in-house resources to conduct Win/Loss interviews and the analysis? This is a question I have been asked frequently in the 25 ypros and consears that I have done Win/Loss work. There are pros and cons to each approach, and your company’s and industry’s cultures will often dictate which approach will work better for you. Sometimes it’s a combination of in-house and consultant resources that works best.

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Best Sales Intelligence Practices

This article contains some best practices to engage sales to share competitive intelligence information. It is a timeless topic that I have been researching in my 30 years as a competitive intelligence professional.

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Sales People Are Not Automatons! http://

Sales People Are Not Automatons! http://ow.ly/2RKNZh

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Prime-Time Psychology And Persuasion htt

Prime-Time Psychology And Persuasion http://ow.ly/2RKNZD

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12 Tried and True #Sales Practices http:

12 Tried and True #Sales Practices http://ow.ly/2RKNZc

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