What Are the Strengths of Conducting Win/Loss Analysis?

This blog will outline the strengths of Win Loss analysis. This is the first step of the widely used SWOT (strengths, weaknesses, opportunities and threats) analysis to assess the value of Win/Loss. We will share weaknesses, opportunities and threats in future blogs. Strengths are HERE and Weaknesses are HERE. Win Loss Analysis: Strengths The major …

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Listening Provided the Pivotal Clue for Competitive Intelligence

All too often we rely only on written digital data. In this case study, it was the competitor’s CEO’s tone of voice in the quarterly earnings conference call that provided the pivotal clue. If I had only read the earnings report—my original intention—I would have missed it. My lesson learned: in competitive intelligence projects, when you can listen to the human voice, especially the company’s CEO, do so.

Win/Loss Analysis: How to Capture and Keep the Business You Want: Q and A Part II

We answer 3 Win Loss analysis questions: What percent of Win Loss analysis interviews are blind versus not-blind? Do you have a horror story to share about a Win Loss interview that went badly? Do you have tips on how to deal with this? You mentioned that you use a decision tree approach to developing the Win Loss questions. How do you prepare them? Do you share with the sales force to validate it?

Win/Loss Analysis: How to Capture and Keep the Business You Want: Q and A

Check out this blog to listen to and see the slides from my book, “Win/Loss Analysis: How to Capture and Keep the Business You Want.” Also included is the Amazon page to order your copy of the book. Captured here are 5 Q and A from the webinar: What internal group supports Win/Loss analysis? What are some best practices to break through internal company resistance to Win/Loss analysis? When is the best time to conduct Win/Loss interviews? Due to the sensitivity of Win/Loss analysis, is it better to hire a third party?