Here is what you’ll learn from reading Win/Loss Analysis: How to Capture and Keep the Business You Want

• What is Win/Loss analysis?
• The twelve steps to build a world class Win/Loss program.
• How to build a world class Win/Loss program, step by step.
• How to factor your company culture into your Win/Loss program.
• How to get sales rep’s cooperation to engage in the Win/Loss process.
• How to get more customers and prospects to agree to Win/Loss interviews.
• Interviewing etiquette, and how to improve your interviewing skills.
• How to maximize what you can learn from each Win/Loss interview.
• The pros and cons of outsourcing versus conducting Win/Loss in-house.
• What to look for in a third party consultant if you outsource Win/Loss analysis.
• What you can uncover in the Win/Loss analysis process, including case studies.
• Lessons learned from the trenches of those who have established Win/Loss programs.
• Examples of analysis and organizing the results of Win/Loss interviews.

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