There are not enough listening ears. That’s been an issue for years as people have become more embedded into the quiet, digital space. In the COVID-19 environment, businesses are anxious to learn what they should be doing next. Business as usual isn’t, these days, and is not likely to return to the way it was …
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 …
Read moreWhat Are the Strengths of Conducting Win/Loss Analysis?
Learn what win loss analysis is, the benefits of doing it. Learn why people do and don’t conduct win loss analysis. Get tips on starting your own Win Loss program.
Our top 7 competitive intelligence blogs read in 2017. Interesting that most focus on relationship management.
So much about life revolves around effective communication. As a primary research expert, I am always looking to for ways to motivate others to share. You need to understand what makes them comfortable to share. I recently read Traci Brown’s book, Persuasion Point: Body Language and Speech for Influence. While the book focuses on closing …
Here are some of my favorite nuggets from Amy Cuddy’s book, Presence, and how they relate to primary research and Win/Loss analysis interviewing. I highly recommend this book.
While Win Loss is a relationship business, like all business processes, it continues to evolve. What are your best practices in there two areas: Monetary Compensation to those you interview for a win or loss AND Recording Win Loss Interviews. Please share with me in the comments section of this blog or email me at ellen at thebisource.com.
Win Loss is a Cooperative Relationship Business: You need to treat people the way they like to be treated throughout the process. It starts with soliciting feedback for the win loss questions from multiple people in relevant departments such as sales, marketing, product management, PR and executives. The next touch point is the internal interviews you conduct before reaching out to customers. With the customer, you want to engage early and frequently throughout the sales process. Remember that the recommendations you make at the conclusion of your win loss report can impact people’s jobs. Be sensitive to company politics and face saving in your loss reports.