win loss analysis

Reviewing “Win/Loss Reviews”

by

Win Loss Reviews is real-time intelligence collection from selected sales events. Author, Rick Marcet describes how he established a scalable win loss process using technology that hangs off Microsoft’s sales force management system. I particularly appreciate the psychological aspects Mr. Marcet weaves throughout this book to engage Sales as so many in marketing and competitive intelligence fail to motivate Sales to share! This book is a must read for anyone in sales management, marketing especially customer insight, and competitive intelligence.

18 Tips to Improve Your Telephone Collection Skills

by

Whether it’s for research, cold calling to collect information, competitive intelligence or win loss analysis, when you instigate a telephone call you are in the sales mode. You want information. This blog lists 18 tippers to improve your telephone collection skills.

4 Steps to Plan for Successful Win Loss Interviews

by

While many people ask me to share the templates I have prepared over the years, when I conduct win loss interviews, actually it’s the upfront planning that matters more. If you don’t have all the salient facts around the sales situation or a good value proposition as to why the customer or prospect will want to talk to you, you’ll never get that communication off the ground!

Real-Time Competitive Advantage

by

I am enjoying David Meerman Scott’s book, Real-Time Marketing & PR. He explains the competitive advantage to companies and individuals of being responsive to events that affect them in real-time. No longer can you just monitor the news: you have to take action! So many companies are stuck in the past and the future and forget that we operate in the NOW!

From a Good Sales Call to a Great Sales Call: Book Review

by

“From a Good Sales Call to a Great Sales Call” focuses on improving Sales’ post-decision debrief process with prospects, referred to as win loss analysis in the competitive intelligence world. I like how the author, Richard Schroder, adds ‘post-decision debrief’ as the 7th element of the sales process. Apparently only 18% of US companies have a formal win loss program. Thus, in most new business situations, sales people don’t have a complete and accurate understanding of why they won or lost sales. If armed with such data, Sales can make behavioral changes to improve close rates by 15%.

How to Encourage Cooperative Communication from Sales

by

Many competitive intelligence, marketing, research and product developers complain about poor communication from their sales force, who has a direct conduit to your customers—one of the best sources of knowledge about what your company is doing right and wrong as well as ideas for new products, services and tweaks to your existing products that can be revenue generating!

So how do you encourage cooperative communication from Sales?

Sales Intelligence from the Competitive Intelligence Expert Panel at SLA 2010

by

This blog contains wisdom from the competitive intelligence expert panel from SLA’s 2010 annual conference. This blog focuses on their discussion around PTW (price to win) and win loss analysis. It’s remarkable than only 20% of companies even do win loss analysis given its great insight into customers and competitors!

Boost Competitive Intelligence Effectiveness through Databases

by

I look to build 2 databases to support competitive intelligence: one which is a repository of data/reports/analysis and another which is a contact database of experts and users of competitive intelligence both inside and outside your company. The repository is useful for monitoring, as a source for quick retrieval of data for projects, and can facilitate self-service of existing information and analysis for competitive intelligence clients. The contact database is most precious especially if sortable by expertise, topical interest and whatever way it makes it easy for you to find the right person, whether a user or resource for your competitive intelligence needs.

Capture Win Loss Analysis Cooperatively

by

Last week, I shared a summary of “5 Tactics to Research Your Marketplace using Competitive Intelligence Skills” originally published by Adam Sutton of MarketingSherpa. As promised, I am focusing on the first one, Conduct win loss analysis. Win loss interviews and the ensuing analysis are one of my favorite cooperative intelligence tools, since it’s a win/win. Your company receives valuable information from your customers and prospects, and you make them feel important since you care enough to query them and give them an opportunity to provide honest, candid feedback on what they like and don’t like about you, and what they like about the competition, for example.

5 Tactics to Research Your Marketplace using Competitive Intelligence Skills

by

I was interviewed by Adam Sutton of MarketingSherpa, and in the spirit of cooperative intelligence I am sharing some highlights from each of the 5 tactics to research your marketplace using competitive intelligence skills. 1. Conduct win loss analysis; 2. Talk to internal and external experts; 3. Use trade shows as fact-finding missions 4. Build an information database 5. Remain ethical and avoid deception. I will provide more detail about each of these 5 tactics in future April blogs.

© 2024 Ellen Naylor